Relationship Manager, Institutional Banking

Job Purpose Statement

Direct, control and co-ordinate all banking, lending, deposit taking and operations associated with the assigned portfolio of accounts with the intention of growing the bank’s liabilities, monitoring acceptable credit and maximizing the bank’s return from each client.Identify, cultivate and develop business relationships with clientele from the bank’s segmented market.

Key Accountabilities (Duties and Responsibilities)

Financial 60%

• Responsible for the growth of the bank’s deposits and risk book to ensure set targets for portfolio growth, and income are achieved.
• Recruit, grow and nurture Institutional Banking customer deposit base and business volumes as per agreed targets.
• Generate and improve profitability on a portfolio of new customer relations.
• Cross sell bank products and services.
• Ensure applied credit interest rates are managed within guidelines and limits set by the bank.
• Ensure that the bank’s deposit base is diversified in line with ALCO guidelines and the Bank’s strategic focus

Customer 20%

• Initiate and monitor Customer/Bank contact at all levels for assigned clients to ensure highest standards of service are maintained.
• Prepare and submit credit appraisals for Institutional Banking Customers that might require financing in conformity within credit guidelines and requirements
• Ascertain that all relevant documentation required for Institutional Banking customers is obtained.
• Support in the development/deepening of existing business relationships and increase profitability/customer wallet size
• Ensure 24-hour maximum turnaround time in resolving customer queries and issues.
• Ensure all bank interest, charges/waivers and other set IB parameters are duly implemented in the system.
• Support client confidence through solid delivery of exceptional service delivery.
• Ensure no relationship lapses on the portfolio.
• Continuously seek to enhance customer experience through bench marking with other key players in the market.
• Develop an intimate understanding of the clients industry/Business, analyse their modus operandi, management practices, judgment of various influential decision makers and market conditions affecting their long term viability, prepare customer account plans.
• Awareness and intimate understanding of the activities of the traditional competitors and the impact on Institutional Banking relationships.

Internal Business Processes 10%

• Ensure compliance to all internal Regulatory, and statutory compliance expectations.
• Ensure KYC process is adhered to for all new relationships
• Prepare and maintain appropriate reports on client portfolio and business performance reports as per business standards.
• Establish and monitor a Risk Management framework in line with the bank’s risk framework) for day to day activities carried out in the portfolio to ensure key risks are identified and managed.

Learning and growth 10%

• Ensure to complete e-learning courses set by the bank.
• Attend all bank trainings.
• Coaching and mentoring sessions with line manager every quarter.

Job Specifications

Academic qualifications:

• University Degree in any business related degree
• A Master Degree in Business Administration (MBA) is an added advantage

Professional Training:

Professional qualifications in ACCA, CPA, CFA etc. are an added advantage

Experience:

• At least 5 years and above working experience in commercial banking environment 3 of which must have been in Customer Relationship Management / Business Development.
• Experience in sales and marketing of financial products
• Strong banking knowledge
• Strong background in Relationship Management.
• Experience within the Faith based Organisations, NGO space, Embassies, Multinationals, Educational and Health as well as public sector.