Relationship Manager

Job Summary

To manage and sustain a portfolio of corporate customers under the umbrella of Global Development Organizations, building long term relationships founded on efficient and reliable support for their business. This is achieved particularly through quick risk decisions and managing consistency and quality of operational service.

The primary objective is to maximize risk-adjusted portfolio contribution; and to grow the liability base of the Corporate bank.

The jobholder will be responsible for business development both with new customers and with existing customers where they are expected to increase “wallet share”.

Job Description

Key accountabilities;

Origination- 55%

Outputs:

• Identify prospects and convert in line with the Bank’s appetite
• Ensure quality of the sales pitch and lead them with clients in addition to reviewing term sheets before delivering to clients.
• Effectively use Sales Force for managing a healthy pipeline and also record client calls and discussions.
• Oversee ARMs to ensure smooth on-boarding of clients after thorough completion of documentation and other processes.
• Senior client calling and briefing on a regular basis for account maintenance and deal negotiation.
• Determine the products that are most effective in meeting customers’ needs and be able to sell these at short notice both reactively and proactively.
• Review and monitor the client profitability to ensure no revenue leakages
• Overall responsible and accountable for the credit quality of the assigned/acquired portfolio.

Product and Business Management- 25%

• 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 judgmental information. (They will work with Corporate Credit Managers and Associate Relationship Managers to construct credit applications).
• Control and quality of the portfolio, using available triggers and adherence to Risk management guidelines and policies.
• Review excess and past due reports to ensure that they are regularised and also facilitate approvals where required.
• Review outstanding facility documentation to ensure discipline and quality in portfolio.
• Push for utilisation of complex structures along with the product partners and oversee the Associate RMs in ensuring high utilisation of regular working capital facilities.

Risk, Governance, Regulatory- 15%

• Ensure that all activities and duties are carried out in full compliance with regulatory requirements, Enterprise-Wide Risk Management Framework and internal Absa Policies and Policy Standards. Understand and manage risks and risk events (incidents) relevant to the role.” 
• Work with the CDD team to ensure proper completion of KYC
•  Oversee the quality and turnaround of credit proposal and ensure faster delivery. Work with the CCM to respond to credit queries

People Management- 5%

• Day to day coaching and development of Assistant Relationship Manager and Corporate Service Assistants.

Role/Person specification

Education and experience required

• Bachelor’s in business administration, Sales & Marketing, International Business or equivalent
• Relevant and adequate experience gained in similar role and environment
• ACIB Qualification or equivalent

Knowledge and skills: (Maximum of 6)

• Relationship skills
• Credit Risk skills
• General Corporate skills
• Communications skills

Competencies: (Maximum of 8 competencies)

• Deciding and initiating action
• Learning and researching
• Entrepreneurial and commercial thinking
• Relating and networking
• Adapting and responding to change
• Persuading and influencing
• Creating and innovating

Education

Bachelors Degree and Professional Qualifications: Business, Commerce and Management Studies (Required)