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

  • Full Time
  • Lusaka, Zambia
  • 000 USD / Year
  • Salary: 000

Zambia National Commercial Bank Plc

Reference Number


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.



  • 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.


  • 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


  • 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.

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