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 decision Making Authority / Mandates/Constraints
• Pricing structures and negotiation parameters.
• Recommending the product offering for the portfolio.
• Escalation point to sustain value-add customer relationship.

Work Cycle and Impact

The job holder works on an annual cycle.

Ideal Job Specifications

Academic

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

Teaching

• 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 sell 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 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.

This JD is signed-off with reference having been made to the organization’s core values and aligned competencies against these values.

• 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.
• 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.
• Responsible for achievement of the portfolio’s annual financial targets both P&L and balance sheet.
• Develop and implement a clear and effective portfolio growth strategy that is translated into performance scorecards that deliver revenue, profitability and share of market objectives.
• Manage pricing structures and negotiation parameters.
• Recommend the product offering for the portfolio.
• Act as an escalation point to sustain value-add customer relationships.

• Corporate Relationship Management
• Account Planning
• Solution Selling
• Customer Acquisition
• Customer Satisfaction
• Customer Growth
• Customer Retention
• Staff Supervision
• Stakeholder Collaboration
• Customer Excellence
• Financial Target Achievement
• Portfolio Growth Strategy
• Performance Scorecards
• Revenue Generation
• Profitability Management
• Market Share Objectives
• Risk Management (PAR/NPL)
• Pricing Structures
• Negotiation Skills
• Product Knowledge
• Customer Relationship Management
• Banking Operations Knowledge
• Customer Experience Management
• Local Banking Industry Knowledge
• Banking Products Knowledge
• Banking Services Knowledge
• Banking Regulations Knowledge
• Commercial Banking Regulations Knowledge
• Commercial Banking Practices Knowledge
• Broad based working / operational knowledge of banking (breadth and depth).
• Self-leadership
• Cognitive Intelligence
• Adherence to company values and policies
• High Moral Intelligence
• Team Supervision
• Value-adding solution creation
• Sales closing
• Emotional Intelligence
• Social and Cross-cultural Awareness
• Agility

• 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.
• Certification in multiple areas of banking and/or banking support services.