The Relationship Manager is responsible for generating revenue for the company by sourcing new clients and proactively managing the account to maximize profitability, to grow and retain a portfolio of high value banking relationships by performing proactive value adding partnership, by providing banking solutions and services to maintain and grow existing customer base, to develop and maintain a portfolio of important revenue generating client relationships within the defined affluent market segment. Key responsibilities FINANCE Sales To proactively cold call and find new clients for the company to meet the monthly revenue target. To educate and promoting companys full product offering to clients to maximize the revenue that can be generated. Manage the profit margins through providing clients with comparative information on rates and obtaining the best rates for specific banking products. Track, control and influence sales activities with the specific aim to increase sales efficiencies of the team. Actively grow the client base by agreed target of new acquisitions a month in order to achieve the sales target. Portfolio Management Monitor, track and report on sales activity on a periodic basis and to ensure action is taken to meet sales targets. Identify opportunities for cross selling and referrals to other product lines through developing a good understanding of client needs. New revenue opportunities are identified and customer feedback on product. Risk Management Comply with governance in terms of legislative and audit requirements. Understands clients risk profile and balance for individual clients by optimising product mix. CLIENT Client Service Correctly anticipating and interpreting the clients business requirements in order to get them to bank with the company, sell right product to right client and ability to close deals. Providing relevant timeous solutions to the client through researching the clients business in relation to the current economic climate and educating the client on client’s products. Providing excellent service that will result in client referrals and new business. Taking on the role as the primary point of contact for the client, ensuring excellent service levels and quality to clients to ensure the retention of the client and a long term working relationship. Continuous face to face and telephonic interaction with clients in order to pre-empt and proactively address their needs. Assist the client with innovative ways to gain maximum benefit from the products e.g. offering right product at right time. Pro-actively manage the review process of clients facilities, checking, submitting and motivating the business case for approval to credit and legal departments to achieve renewal in the necessary time period. (Providing all necessary documents). Train and assist the client on the necessary systems / processes to deal with the Bank in the most efficient way, client education. Continual awareness of what is going on in the market and economy to provide relevant advise to the client at all times. On-boarding signing up client for first time, following the correct processes in terms of compliance, credit application and obtaining the facility with the relevant internal department. Admin Support Provide relevant reports in order to track progress. Review the client files and ensure client information updated. Update and manage all client interaction on the CRM system. INTERNAL PROCESSES Process Mangement Successful relationship building with legal, credit, Internal bankers, back office and Treasury in order to achieve clients needs. Work with legal and credit to ensure that all necessary documents are in place and delivered to clients. Assist with SARB applications. Follow up with all parties to ensure that queries are resolved. Training Manage own development to increase own competencies. Ensure all other product training is completed, to equip for cross-selling opportunities. Ensure all company mandatory training i.e. Anti-Money Laundry is completed. Training and keep abreast with FICA, PoPI compliance and legislation. Meet training deadlines as outlined in PDP. Keeping abreast of Compliance (FICA) requirements. Knowledge of Banking products and channels. FAIS compliance. Understand the sales cycle. Qualification and experience Matric National Diploma Finance/Certificate in Banking RE5 completed within allocated time BCom Banking, Finance, Commercial Previous sales experience, with exposure to financial services At least three years of sales experience in a business banking and/or financial services industry Account management Knowledge and skills Sound understanding of banking sales Customer relationship Management Good knowledge of sales principles Good written and spoken skills in English and Swahili Strong credit analysis, documentation and relationship management skills Ability to assess customer needs and sell products that suits client needs Possess in-depth understanding and knowledge of Banking Products Proven sales experience in a client relationship role within banking Ability to work to deadlines with and work under pressure Technical Competencies Negotiating skills Presentation skills Good Communication Skills Networking ability Ability to sell Personal Competencies Own vehicle and valid drivers license Business Acumen Attention to detail Time management (planning skills) Teamwork Self-motivated Resilient
