Relationship Manager – Financial Institutions & Development Organisations at Zambia National Commercial Bank Plc

JOB PURPOSE

The key function of this role entails Building, nurturing and grow the Financial Institutions & Development Organizations portfolio and on-board suitable relationships for the bank. Extensively market low cost liabilities and identify suitable profitable assets for on – boarding.  To track implementation of solutions with product teams – Transaction Banking, Treasury, Scheme loans, Workplace Banking etc. – within the agreed turnaround time.

Under the supervision of the Head Financial Institutions & Development organizations the following are among the Job Key Responsibilities:

• Originate, maintain and develop strategic relationships within the economy with specific emphasis on relationships designated for Financial Institutions & Development Organisations.
• Manage the corporate loan book within parameters provided by Risk Management and in accordance with acceptable risk management practices as defined by the banks risk frameworks.
• Negotiate terms and conditions and prepare an accurate and detailed information pack for Corporate Credit, to prepare credit applications for new and renewal of loan facilities for FI & DO clients.
• Present and defend credit applications in the Credit Committee.
• Attend regular meetings with customers, co-jointly with product teams and other internal stakeholders.
• Attend industry conferences and relevant workshops delivered by regulators.
• Prepare Call Planning reports, Call Reports & Tracking Templates and update the “Deal Pipeline”.
• Complete the wallet sizing for clients timely and appropriately. File all client calls, client communications, internal memos, credit papers on the assigned portfolio.
• Diligently maintain and update client files.
• Timely initiate all credit processes (extensions, excesses full briefs, annual reviews)
• Cross Sell Retail, Trade, Treasury and Transaction Banking products and refer potential clients of the Bank to Commercial and Agriculture.
• Assist Head – Financial Institutions & Development Organisations with product knowledge and market research.
• Ensure proper segmentation & Contra codes are applied against assigned portfolio of corporate customers.
• Coordinate and provide input to GLC & credit processes and create bank proposals and track to make certain of their timely delivery.
• Oversee full implementation of credit products and coordinate the implementation of solutions delivered by Product Partners.
• Act as a principal point of contact in the absence of Head – Financial Institutions & Development Organisations.
• Research, create and follow up on a target list for potential new business.
• Introduce new business to Head – Financial Institutions & Development Organisations.
• Assist the Head – Financial Institutions & Development Organisations business development activities, business planning, customer acquisition and strategy, business research and marketing.
• Collate all action points raised in call reports, track, and drive each action to its logical and satisfactory conclusion. This is an integral part of the role
• Assist in the communication and implementation of any action necessary to improve service in respect of complaints/compliments received.
• Assist in Day-to-day coaching, mentoring and development of Corporate Service Managers and other CIB and non-CIB staff assigned to the Unit including but not limited to Graduate Trainees and Interns.

PORTFOLIO CONTROL AND RISK MANAGEMENT

• Jointly work with Corporate Credit & Risk on credit issues with a view of implementing the Zanaco credit processes (Early Alert, Watch List & Provisioning) with the objective of minimal default by proactively restructuring to avoid default where necessary.
• Appraise Head – Financial Institutions & Development Organisations of any appropriate market information.

• Identification and onboarding of new customers.
• Incremental business and/or new solutions to existing customers.
• Development and implementation of the sales strategy.

• Assists in coordinating the implementation of Financial Institutions & Development Organisations customers.
• Assists in coordinating End-to-End post approval activities.
• Tracking and rectifying any income leakage in the unit.

JOB DIMENSIONS

• Manage, grow and sustain a portfolio of FI & DO clients and building long-term relationships founded on efficient and reliable support for their business through quality Relationship Management; evidenced by quick turn around on solution delivery to clients, consistent acceptable Net Promotor Scores, and attainment of financial and non-financial objectives.
• To deepen the wallet, share of existing customer relationships as well as developing new relationships with a view of increasing revenue and market share and delivering product cross sell and maintaining a robust risk control environment.

Financial Dimension         

• At Portfolio Level, by ensuring the achievement of financial targets:
• Balance Sheet – Liabilities and Assets.
• Revenue – Non-funded Income (Commission and Fees) and Net Interest Income.

Internal/External Contact     

• Existing / prospective customers.
• Government and Regulatory officials.
• Zambia Development Agency, Industrial Development Agency, Chamber of commerce, other formal Industry and Business Associations.
• All Internal Business Units

Qualifications/Experience

• University Degree in Economics, Business Administration, Social Sciences and any Finance related field of study.
• Minimum of three years in a related role particularly in a corporate sales environment.
• Knowledge of financial products and services.
• Demonstrates selling, negotiation and communication skills.
• Produces concise, coherent, accurate and well-articulated presentations, reports and briefs.
• Demonstrates sound knowledge of computer-based applications, including but not limited to Microsoft Excel, Word, and PowerPoint.