Senior Relationship Manager – Global & Large Corporates

Position Overview

Zanaco Bank Plc is inviting applications from suitably qualified and experienced individuals for the following job aimed at contributing to the Bank’s strategic vision, in the Commercial Division under the Retail Banking Department at Kitwe Business Centre:

Role Description

JOB PURPOSE

Manage relationships under the Global and Large Corporate portfolio for the Copperbelt region under the supervision and guidance of the Head – Global Corporates on a daily basis.
Attain targeted sales goals, performance targets and customer net promoter score through the effective management of the portfolio
Directly responsible for the management of the portfolio to ensure smooth running of each account.
Review account plans for all networked customers with a view to enhancing business volumes and earnings
Conduct joint calls with product partners with emphasis on cross selling to increase wallet share for the Bank.
Ensure no loss of valued corporate relationships
Quarterly review of portfolio performance per account

Requirements

Under the supervision of the Head Global & Large Corporates the following are among the Job Key Responsibilities: –

· Responsible for implementing marketing strategies to develop existing portfolio and development of new opportunities.

· Identify and implement marketing strategies and business opportunities development and implementation of network sales process to drive pipeline growth and deal execution.

· Understand customer needs and provide them with products and services to achieve business objectives

· Provide support in structuring propositions to maximize business opportunities of an acceptable quality.

Present and defend credit applications in the Management Credit Committee sittings/meetings
Establish and effective sales call cycle for key customers, partners and contacts and update the “deal pipeline”.
Complete the wallet size for clients timely & appropriately file all client calls, client communications, internal memos, credit papers on the assigned portfolio.
Timely initiate all credit processes (extensions, excesses full briefs, annual reviews)

· Cross Sell Trade, Treasury and transaction products and refer potential clients of the Bank for Commercial and Agric and Retail.

· Assist Head – Global and Large Corporates with product knowledge and market research

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

· Preparation of the credit appraisal and performance of all necessary due diligence procedures for clients seeking credit.

· Monitoring performance of all accounts and credit facilities in the portfolio.

· Be aware and fully understand all the terms of the credit policy.

· Act in accordance with the relevant regulatory requirements and standards

· Manage the loan book within parameters set by risk management

Assess risk and business strategies of the portfolio and ensure compliance with regulatory requirements.

· Act as a principal point of contact in the absence of Head – Global corporates

· Collate all action points raised in call reports, track and drive each action to its conclusion.

Assist in the communication and implementation of any action necessary to improve service in respect of complaints/compliments received.

· 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 preferably large Corporates
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

Disclaimer

ONLY SHORTLISTED APPLICANTS WILL BE COMMUNICATED TO.

Zanaco provides equal opportunity in employment for all qualified persons and prohibits discrimination in employment (women are encouraged to apply).