Relationship Manager - Global Corporates
Job Details
Full Job Description
JOB PURPOSE
Accountable for a defined portfolio of clients, integrating and coordinating all Fidelity Bank products, services and resources in order to maximize the value of the business relationship and ensure profitability for the Bank and the client.
DIMENSIONS
Required to provide
entire bouquet of banking services and products effectively enough to
keep client as customer of the bank. Responsible as first point of
call for assigned corporate clients has limited excess power over
client’s accounts.
KNOWLEDGE, SKILLS & EXPERIENCE
REQUIRED
Knowledge And Qualifications
• MBA
• 5 Years minimum banking experience
preferable in a corporate environment.
Technical/
Industry Specific
• Credit skills
• Has a conceptual
understanding of business mission and strategy, as well as the
performance implications of this strategy with regard to market
success
• Knows and understands the best operating practices
specific to the business Managerial
• Relationship management
principles and practice.
• Team goal structuring and planning
skills Group dynamics and team building skills.
• Experience in
high level management.
Specialist Knowledge
• Good knowledge and understanding of banking financial
services mechanisms and the entire range of products and services
useful to corporate organizations, with knowledge of their mechanisms,
client benefits, limitations, profitability to the bank, and value in
developing strategically long-term business relationships.
•
Ability to utilize this knowledge to identify cross selling
opportunities Communication and Relationship Facilitation
• Must
have clear verbal and writing ability required for explaining and
interpreting financial data and business information. Ability to
motivate plans and tactics, business cases, options, benefits and
systems/ operational issues at executive level.
• Ability to
analyze and communicate research findings/ management information data
to others.
• Ability to conduct presentations and negotiating
business cases in group forums.
Personal Attributes
• Must have a conceptual understanding of strategic
business plans and performance trends.
Understands how performance
management and development systems can be enhanced, packaged,
leveraged to convert human potential into improved performance and
capability.
• Applies business acumen and technical financial
skill to the overall management of the performance management and
development platforms
• Is able to parallel process and manage
several interacting projects, pacing them in relation to one another
in terms of resourcing and time. Trade-offs need to be made between
processes, tasks and technology to maintain progress in a dynamic and
fluid work context.
KEY RESULT AREAS
Strategic Focus
• Understands the
overall strategy of Fidelity Bank and how the strategy of Corporate
Banking supports these.
• Proactively understands the Clients’
strategic direction and long term needs as well as the opportunities
and threats to the Clients.
• Develops and nurtures strategic
relationships with the Clients to ensure that the strategy and
business objectives of the Client and the Bank are achieved.
•
Continually drives and role models a superior client orientated
culture within Corporate Banking.
• Continually recommends
improvements and adaptations to existing systems, processes and
structures in order to ensure current and future viability of
Wholesale Banking.
Business Acumen and Market
Understanding
• In-depth understanding of Financial
Service trends and Corporate Banking.
• Aware and has an intimate
understanding of the activities of the traditional and nontraditional
competitors and the impact on Corporate Banking’s relationship with
the Client.
• Develops an intimate understanding of the clients’
industry and business, analyses their modus operandi, management
practices, judgement of various influential decision makers, and
market conditions affecting the long-term viability of the business
and industry sector.
• Utilize information management systems and
processes to pre-empt selling opportunities and identify opportunities
and threats to Clients and the Bank.
• Effectively use this
knowledge to continually provide information to ensure that the
products and services of the Bank meet the needs of the Client and
stay abreast with world best practice.
Client
Profitability and Risk Management
• Conforms to the
Bank’s risk policies and procedures.
• Monitors markets and
pre-empts risk for both the Client and the Bank.
• Demonstrates
general understanding of all areas of risk associated with Corporate
Banking clients, products and services. Draws on this information and
input from reliable sources (network) to decide on strategies to meet
their needs (business financial needs & operational banking service
needs) to establish a sound relationship for further business and
protect against loss of key clients to competitors.
• Work closely
with the Credit Director to initiate business deal proposals for new
facilities, or facility modifications that require the assessment of
credit or other risk and motivates the deal with insightful
information regarding business strengths and vulnerabilities. Retains
final sign-off on all credit facilities granted.
• Contributes
intimate knowledge of the client, to the function of risk assessment,
and
provides insights into mitigating or cautionary factors to the
risk assessment specialists (via liaison with Director Credit in the
preparation of board papers).
• Proactively and quickly identifies
potential problem accounts and formulates appropriate risk mitigating
strategies.
Relationship Building
• Fully
accountable for the relationship with the Client, across all
hierarchical levels.
• Identifies a “champion” within the Client’s
business and fosters the relationship to ensure leading edge
information about the Client’s business objectives, opportunities ands
threats.
• Establishes credibility and overall profitability for
the Bank and the Client by the skillful application of specialist
knowledge to deal with diverse Client environments and provide
qualified leads to relevant areas within the Bank e.g. Treasury, Trade
Services.
• Appropriately balances technical input and marketing
skill to address Client environment and needs.
• Introduces
specialist skills on specific products and product mix at the
appropriate time and level in order to create solutions, which
effectively satisfies Client needs.
• Builds relationships across
all hierarchical levels within and outside the Bank in order to
develop a credible and relevant network, to ensure leading edge
financial and market information
Service Delivery
• Understands the implications of substandard delivery
of the role.
• Ensures 100% availability of the service and sales
support team.
• Educates the Client in terms of the structure of
Corporate Banking and Corporate Service and identifies the individuals
accountable for the Client’s sales and service.
• Identifies
barriers to business development that emanate from sales and service
delivery dissatisfaction, and develops strategies to overcome these
problems with the relevant members of the team and the Client
•
Ensures that client confidence is supported by solid delivery of
expected benefits, such as cost efficient finance, improved efficiency
of financial administration, and reliability of required service
standards.
People Management
• Coaches
Relationship Officers in all aspects of their work and ensures that
the team communication is open and ongoing.
• Ensures that the
Corporate Director is up to date with the Client’s existing business
and possible opportunities and risks; personal and business needs and
preferences.
Financial Management
•
Understands the budget and target setting process of Corporate Banking
and provides relevant and accurate input into this process.
•
Understands and conforms to the financial management processes and
procedures of Corporate Banking.
• Continually makes suggestions
to improve and adapt these processes for the benefit of Corporate
Banking and the Client.