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. Managing unsecured
portfolio delinquencies and ensuring that the flow rates are within the approved parameters.
Working with the sales coordination team, credit, Personal markets, branches and operations to
ensure penetration of public sector companies through client acquisition, service delivery and
retention.

Key Responsibilities

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.
• Advise business on companies which exhibit high risk policies and practices hence control
  and manage risk

2. 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

3. 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
• Carry out any other duties that may be assigned to you from time to time.

Knowledge & Experience