Relationship Manager Job At National Bank of Commerce (NBC)|Ajira Mpya June 2020

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Job Summary

To build and maintain relationships across a portfolio of high value Corporate and Investment banking customers by focusing on growing value through achieving challenging sales and income targets and improving customer satisfactions. The jobholder will be responsible for business development both with new customers and with existing customers where they are expected to increase “wallet share”, to manage and sustain a portfolio of Corporate customers, to build long term relationships founded on efficient and reliable support for their business through quick risk decisions and managing consistency and quality of operational service and to maximise risk-adjusted portfolio contribution.

Job Description​
Sales and Service: 65%

• Grow portfolio value in line with agreed targets. This is achieved through cross sell or up sell by providing a variety of products and services to customers
• Identify sales and services opportunities and offering solutions appropriate for the customer’s needs, goals and objectives
• Work with the relevant product partners to increase the share of wallet for existing and new customers
• Increase the asset, liability and revenues for the portfolio by at least 20% year on year
• Focus on growing the transactional business of the customers
• Adopt a commercial approach to cost control and income generation of the portfolio
• Expand assigned portfolios through product optimisation and profitable cross selling
• Establish relationships and maintain proactive and regular contact with clients as part of the agreed contact plan
• Utilise all customer contact processes and products to develop a better understanding of customer needs
• Provide feedback to clients, even if query or complaint has not been resolved yet.
• Educate customer on the new operating models
• Understand and apply the relevant governance and compliance procedures to activities undertaken and maintain ongoing completion of relevant governance and compliance training
• Maintain customer records and accurate completion of applications and paperwork
• Work proactively with colleagues across the group to support the growth of lead generation
• Maintain Relationship Plans for all customers in the portfolio such that contact with customers is prioritised
• Research, create and follow up a target list for potential new business 

Business Management 30%

• Research, create and follow up on a target list for potential new business
• Identify priority customers using the Customer Relationship Planning templates to assess their present and potential contribution
• Gather all the required information that is needed to prepare and assess credit applications. Role holder will be expected to input certain key information such as judgemental information. (They will work with Business Analysts, CMAs and Operational Bankers to construct credit applications)
• Control and quality of the portfolio, using available triggers and adherence to Risk management guidelines and policies

Staff Management 5%

• Day to day coaching and development of Business Analysts and Operational Bankers 

Technical skills / Competencies

• Relationship skills
• Credit Risk skills
• General Corporate banking knowledge
• Communications skills
• Deciding and initiating action
• Relating and networking
• Persuading and influencing
• Analysing
• Planning and organising
• Delivering results and meeting customer expectations
• Following instructions and procedures
• Coping with pressure and setbacks 

Knowledge, Expertise and Experience

• Meeting customers’ needs
• Personal Organisation
• Business awareness ·
• Adaptability
• Business development
• Decision making
• Managing Relationships
• Team results
• Innovative
• Active listening
• Analysis and judgement

Bachelors Degree and Professional Qualifications – Business, Commerce and Management Studies, Banking Knowledge (Meets all of the requirements), Business Analysis (Meets all of the requirements), Commercial mindset – Senior (Meets all of the requirements), Effective communication – Advanced (Meets all of the requirements), Experience in a similar environment, Openness to change (Meets some of the requirements and would need further development), Product and/or Service Knowledge (Meets all of the requirements), Relationship building (Meets all of the requirements)

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