Job Purpose:
To grow and retain a portfolio of relationships as per allocated commercial banking tier (i.e. Commercial Banking Tier 1, Commercial Banking Tier 2); and to drive and manage the profitable delivery of a proactive, value adding, sales, solutions and service platform through a team of Relationship Managers.
Key Deliverables:
Balance Sheet Growth:
Formulate, drive, measure and manage the implementation of a revenue growth performance strategy for the portfolio to grow new business and share of wallet across the allocated commercial banking tier.
Responsible for driving Personal Banking, Business Banking and Commercial Banking interplay in partnership with Private Banking and other Personal Banking segments by proactively identifying and passing Personal Banking leads onto the relevant Relationship managers including workplace banking opportunities.
Develop and implement revenue growth best practices in support of the commercial value proposition and customer’s expectations.
Own the profitability of the allocated commercial banking tier/Sector:
Drive credit quality and own the recoveries of loans
Actively manage impairments
Manage the operational risk of the segment
Grow the business banking number of active customers keeping in line with minimum Revenue per customer
Fees and Commissions:
Proactively manage and review pricing concessions.
Ensure that the team focuses on client solutions through the Business Development committees and CVCAs.
Manage profit margins on portfolio through appropriate pricing within policy guidelines.
Grow the customer base to increase fees and commissions
People Management:
Manage a team of relationship managers and relationship manager assistants. Total team sizes will range from 10 to 20 people.
Manage the Relationship managers to ensure that work standards and quality work output targets are set, achieved and maintained.
Identify strengths and development areas and ensures that support staff receives the requisite learning and skills development interventions.
Ensure the implementation of the leadership promise and employee engagement programme.
Support, upskill and train the team in improved client engagement and management.
Customer Experience:
Own the active customer numbers, ensuring quality customer growth and retention
Monitor and manages (in collaboration with internal business partners) the delivery of service in line with service level agreements, standards and turnaround times within the commercial centre.
Perform a proactive liaison role, at appropriate levels, between relevant stakeholders (e.g., credit, operational shared services, product specialists and other relevant business partners), to ensure customer service expectations are fully met.
Frequently source feedback on the customer experience and service levels and addresses areas of concern as a matter of priority.
implement a customer relationship management (CRM) strategy to ensure regular contact of all commercial customers in the portfolio as per the customer value proposition (CVP) for Commercial Banking.
Risk Management:
Support the relationship managers in structuring, monitoring and managing the asset portfolio
Be accountable for the customer compliance with a specific focus on ensuring KYC, AML and Regulatory compliance.
Ensure recovery of all revenue (e.g., pricing related fees, initiation fees, reviews fees, monitoring reversals, and managing concessions).
Ensure accurate and updated customer information.
Be accountable for the post impairments revenue of the collective multi portfolio segment
Business Strategy:
Develop, pitch for approvals and then drive a business strategy looking to execute business imperatives.
Continuously source relevant information around key trends and/or changes in the industries in which the customer operates to enable proactive information sharing with the customer.
Own the budgeting process for the sub-segment.
Qualifications & Experience
Bachelors Degree in Finance/Accounting
5 – 7 years of banking experience, with 3 to 4 years of relationship management or people management.
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