Job Overview

Job Title: Senior Relationship Manager Reports to: Head, Corporate Banking Unit/Department: Corporate Banking Grade: [Not specified] Date: [Not specified]

Job Purpose Statement

Manage a portfolio of corporate customers; serve as their primary point of contact and financial advisor as well as prospect and acquire new corporate customers to grow the Bank’s revenue and share of wallet for the assigned portfolio in line with the Bank’s strategy.

Apply experience in Corporate Relationship Management to

• Develop and implement account plans for the assigned portfolio target market
• Structure and sell solutions that address the customers’ needs
• Customer acquisition, satisfaction, growth and retention are critical to succeed in this role
• Manage staff who shall be assigned for guidance and daily supervision
• Responsible to assist Head of Corporate Banking from time to time for assigned tasks/responsibilities
• Collaborate with all key stakeholders within the bank to ensure fulfilment of all deliverables. Actively engage Client Service Managers and other support functions towards seeking customer excellence.

Key Accountabilities (Duties and Responsibilities)

Departmental Objectives (Financials) This position is responsible for achievement of the portfolio’s annual financial targets both P&L and balance sheet.

• Balance Sheet Growth
• Profitability: PBT
• Clear and effective portfolio growth strategy that is translated into performance scorecards that deliver revenue, profitability and share of market objectives
• PAR contained within the limits set

NPL demic Bachelor’s degree from a recognized accredited university.

Professional At least 5 years’ experience in Corporate Banking and Relationship Management experience in a Banking or Financial institution environment.

Desired Work Experience

• Proven track record of consistently achieving a portfolio’s financial growth
• Experience in products, bank operations and customer experience is highly desirable
• Knowledge of the local banking industry, banking products, banking services and banking regulations
• Sound working knowledge and understanding of general Commercial Banking regulations and practices

Ideal Job Competencies

Technical Competencies – Banking

• Broad based working / operational knowledge of banking (breadth and depth)
• Certification in multiple areas of banking and/or banking support services
• Reference point and mentor for customers, colleagues, partners for areas of expertise

Leadership

• Exercises self-leadership delivering assigned work in line with professional and technical standards within given time frame
• Has the cognitive intelligence to draw together contrasting strands of information and present a compelling position
• Adheres to the company’s values and policies and delivers to set objectives. Has high moral intelligence
• Supervise appropriately all team members who shall be assigned for guidance/supervision

Customer Management Creates value-adding solutions drawn from different product offerings to address client needs. Socialises and sells the solution to the different stakeholders as appropriate. Closes the sale and monitors realisation of value for both the client and the bank.

Behavioural Competencies

• Emotional Intelligence: Knows own strengths and limits; aware of own emotions and the effect they have on others and has the self-control to keep disruptive emotions and impulses in check
• Social and Cross-cultural Awareness: Interacts with people (colleagues, customers, stakeholders and the public at large) in different social and cultural environments, showing respect and positive regard for them in an ethical and appropriate way that are consistently with the values of the organization
• Agile: Able to change plans, methods, opinions or goals in light of new information, with the readiness to act on opportunities

• Manage a portfolio of corporate customers; serve as their primary point of contact and financial advisor.
• Prospect and acquire new corporate customers to grow the Bank’s revenue and share of wallet.
• Develop and implement account plans for the assigned portfolio target market.
• Structure and sell solutions that address the customers’ needs.
• Manage staff who shall be assigned for guidance and daily supervision.
• Assist Head of Corporate Banking from time to time for assigned tasks/responsibilities.
• Collaborate with all key stakeholders within the bank to ensure fulfilment of all deliverables.
• Actively engage Client Service Managers and other support functions towards seeking customer excellence.
• Achievement of the portfolio’s annual financial targets both P&L and balance sheet (Balance Sheet Growth, Profitability: PBT).
• Develop a clear and effective portfolio growth strategy that is translated into performance scorecards.
• Ensure PAR is contained within the limits set.

• Broad based working / operational knowledge of banking (breadth and depth).
• Certification in multiple areas of banking and/or banking support services.
• Reference point and mentor for customers, colleagues, partners for areas of expertise.
• Exercises self-leadership delivering assigned work in line with professional and technical standards within given time frame.
• Has the cognitive intelligence to draw together contrasting strands of information and present a compelling position.
• Adheres to the company’s values and policies and delivers to set objectives. Has high moral intelligence.
• Supervise appropriately all team members who shall be assigned for guidance/supervision.
• Creates value-adding solutions drawn from different product offerings to address client needs.
• Emotional Intelligence: Knows own strengths and limits; aware of own emotions and the effect they have on others and has the self-control to keep disruptive emotions and impulses in check.
• Social and Cross-cultural Awareness: Interacts with people in different social and cultural environments, showing respect and positive regard for them.
• Agile: Able to change plans, methods, opinions or goals in light of new information, with the readiness to act on opportunities.

• Bachelor’s degree from a recognized accredited university.
• At least 5 years’ experience in Corporate Banking and Relationship Management experience in a Banking or Financial institution environment.
• Proven track record of consistently achieving a portfolio’s financial growth.
• Experience in products, bank operations and customer experience is highly desirable.
• Knowledge of the local banking industry, banking products, banking services and banking regulations.
• Sound working knowledge and understanding of general Commercial Banking regulations and practices.