Relationship Manager – Personal Banking

Job Description

Position function

To manage existing relationships effectively so as to facilitate the growth of the Employee Banking liability and asset growth portfolio within Personal Markets.

Sales Management

• Support sales staff to acquire profitable and quality business from the key companies in the portfolio. 
• Work with Branches and Regional managers to cross sell all the relevant bank products (assets, liabilities, payroll etc.) in the allocated companies.
• Fully exploit the existing customer relationships to create new profitable business opportunities.
• Work closely with SME and Corporate Banking teams in building relationships with some of the key companies in the portfolio.
• Work with branch managers and employers to organize different sales activities/activations at key companies for the sales staff to gain access to the employees of the target companies.
• Support some applications that may require exceptional approval for some reason like suspended schemes.
• Identify opportunities in non-empaneled companies and empanel them as per the approved company empanelment process to drive penetration
• Work with products team in the development and execution of initiatives for the acquisition, retention and growth of target customer bases for liabilities and assets.

Portfolio Management

• Monitor on a day to day basis delinquent customers (1-29 days) and work with branches and companies to establish why they are delinquent.
• Track First Instalment Defaults (FIDs) and work through branch managers and regional managers to ensure resolution.
• Ensure salaries have come through and advise the credit team where there are delays as per the expected salary dates 
• Follow up on the missed salaries and ensure resolution by the companies and provide feedback to credit in case of terminations, resignations, deaths, deletions etc. 
• Work with credit to align instalment due dates that are not aligned to employer payroll dates.
• Ensure salary diversions, resignations, death cases are followed up and resolved or escalated to the credit team. 
• Ensure readiness for the monthly portfolio review meetings and any reports are submitted to credit in time.
• Ensure all loans are properly tracked under right employer codes and address the ungrouped/wrongly grouped loans from proper tracking.
• Advice business on companies which exhibit high risk policies and practices hence control and manage risk.

Service

• Visit key companies to identify their needs, receive feedback and provide appropriate solutions within our value proposition

• Escalate service issues within companies in the allocated portfolio (i.e. salary delays, double deductions, wrong profiling, interest rates) to the appropriate departments
• Continuously monitor the performance of the companies for timely management of credit limits, expirations and renewals

Required Qualifications and Skills

Bachelor of Commerce /BBA/Marketing or a Business related degree from a reputable University.

Additional Requirements/Competencies

• At least 4 years’ practical sales and credit experience with proven results 
• Management experience of individual projects and project portfolio ideally working with Financial Services.
• Strong interpersonal skills and a good team player.
• Good business acumen
• Great leadership and Communication skills
• Willingness to travel for stakeholder meetings, regulatory consultations, and operational reviews as needed.
• High ethical standards and a commitment to the values of the Bank.
• Utmost professional integrity.

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