Senior Relationship Manager Business Banking Copperbelt 038 Lusaka

Zambia National Commercial Bank Plc • Accounting & Finance Jobs • Copperbelt & Lusaka • 6 months ago

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Reference Number

HCBPTNM03042403

Description

JOB PURPOSE

To grow and retain a portfolio of high value commercial relationships by forming and maintaining strong connections with commercial clients. To proactively drive sales and delivery of client-appropriate financial solutions whilst ensuring clients receive excellent and dedicated customer service that supports the sustainable, profitable and cost-effective growth of the Commercial – Banking business.

Requirements

Under the supervision of the Head Commercial Banking the following are among the Job Key Responsibilities : –

Identify the banking needs of the Commercial business community for solutioning by the Bank through its value proposition to grow the portfolio and overall Bank assets, liabilities and income
Providing financial literacy thereby adding value to the client and value to the bank in the long run
Cross-Sell value added solutions to grow new business, retain and expand existing portfolio.
Drive the Ecosystem/Value Chain approach to ensure growth of the bank’s assets and liabilities book by adding value to the full value chain
Plan and implement client calling schedules/plans to ensure that all clients on the portfolio have satisfactory engagement with the Bank and to support business growth.
Implement tactical sales and service strategies to deliver with the Commercial Banking value proposition and meet growth targets
Coordinate the sales efforts for liabilities and assets; extensively market low cost liabilities and identify suitable assets for on-boarding.
Ensure to provide leads for new business to other business unit
Proactively initiate credit proposals, support clients through the credit application process and obtain appropriate approvals
Negotiate terms and conditions and acquire information packs for preparation of credit applications for new applications and renewal of existing facilities.
Coordinate post approval actions of credit facilities for the segment and ensure adherence to continuing obligations and facility covenants.
Proactively and timely communicate to the clients the banks approval/ decline of credit loan facilities.
Explore alternative solutions in the event of declines from Credit were alternative structuring of a deal can mitigate risks earlier identified
Monitor and advise the Head Commercial Banking of key market trends and developments deduced from engagements with clients and other segments.
Proactively play a liaison role between customers and the banks support functions (VAF, Credit, Branch etc)
Ensure to accurately and efficiently process customer instructions/mandates and application for facilities.
Ensure high client retention and customer satisfaction index
Ensure full disclosure to clients on services fees, commissions and other fees levied on their accounts
Provide the right service the first time when dealing with client complaints and or queries
Proactively manage borrowing relationships and monitoring of credit facilities to keep Non-Performing Loans (NPLs) well within expected levels for the portfolio
Ensure compliance with bank policies and procedures to minimize operational and other losses and proactively report and document any risk events relating to the Copperbelt/Northern region portfolio.
Ensure consistent portfolio compliance with KYC and AML/CTF regulations.

Manage and control client’s industry and sector exposure as well as the banks collateral/security held to contain the identified risk
Maintain proper, secure and efficiently-retrievable records including records of client communications, internal memos, credit applications, account plans, client contact details and call reports
Proactively manage inactive and dormant accounts to keep them within acceptable limits and ensure correct segmentation of clients for the Northern/Copperbelt region
Provide input based on customer feedback and observed market and competitor activity to continuously improve segment products, customer channels and processes
Provide oversight across the Copperbelt/Northern region, ensuring compliance with the highest standards of regulatory conduct and compliance practices as defined by internal and external requirements
Collecting market intelligence, information, events, trends etc. to support strategy formulation
Drive growth of sustainable book and implementation of sustainability policy and framework in the portfolio
Support implementation of strategic department and bank projects including playing champion role, peer training and assigned by HCB or HBB
Leading of sub-teams as may be assigned and providing coaching and mentorships support in their teams
Any other responsibilities or tasks as maybe assigned by management.

INTERNAL/EXTERNAL CONTACT

Internal stakeholders
Customers, alliance partners, trade and commercial associations, local public leaders

QUALIFICATIONS AND EXPERIENCE

- University Degree/equivalent in relevant subject or banking qualification preferable
- Grade 12 Credit or above mandatory in Mathematics and English and any other three subjects
- Minimum Experience: 5-7 years’ experience in financial environment with exposure to commercial banking preferably as a Business Manager and/or Relationship Manager managing a portfolio in the Commercial business.
- Understanding of the Copperbelt market and the mining value chain as an added advantage
- Commercial credit analysis certification as an added advantage
- Proven and consistent sales performance in growth of revenue and balance sheet
- Ecosystem understanding and proven track record in its application as well as cross selling
- Strong credit skills with evidence of lending experience
- Cross-function understanding of banking operations
- Ability to communicate effectively with customers and internal stakeholders including senior management.
- Ability to apply creative and innovative solutions to meet business and financial objectives.
- Ability to work and collaborate across business and functions to develop customer solutions and resolve business problems
- Professional and mature character with ability to represent the segment and the Bank in a competent and professional manner to internal and external stakeholders
- Familiarity with international best practices and global trends in the commercial banking.
- Knowledge of legal and regulatory issues typical for country banking system.
- Fluent in English, both spoken and written with other spoken languages such as Mandarin, French, Hindi, Arabic as an added advantage

JOB CORE COMPETENCIES

- Communication and presentation skills.
  - Analytical skills
  - Research skills
  - Decision Making and Problem Solving
  - Drive for results
  - Customer service orientation
- Attention to detail
- Teamwork