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Senior Relationship Manager

4 months ago

Lagos, Lagos, Nigeria Rand Merchant Bank Full time

Purpose:

To develop and maintain strong client relationships. Originate business and identify opportunities to cross-sell for RMBN and the broader First Rand Group in line with the strategic objectives of the Bank.

Responsibilities:

The successful candidate will be responsible for:

Management of client portfolio:

  • Develop the portfolio by prospecting new clients, cross-selling, and offering suitable banking services to the existing customers in adherence with coverage disciplines i.e. sales campaigns, Client Action Plans CAPS, deal pipelines, call reports, and other reports.
  • Plan and outline strategic objectives for the growth of the portfolio.
  • Communicate and document client interactions and feedback to stakeholders with regard to client developments through call reports and face-to-face discussions.
  • Initiate client scoping sessions to gain client insights.
  • Initiate brainstorming sessions to identify opportunities across the group and manage action items thereof.
  • Coordinate the creation of innovative solutions for specific product areas based on client feedback.
  • Interrogate and manage MIS data to minimize revenue leakage on a continuous basis.
  • Proactively manage credit facilities to ensure adequate limits are in place and early wanting signals are identified & escalated.
  • Manage escalated unresolved client complaints.
  • Manage complex relationships within support areas to ensure best outcome for both the client and the bank.

Effective internal and external stakeholder relationship management:

  • Build and maintain strong working relationships with all stakeholders, displaying excellent abilities to initiate dialogue and listen, advise, influence, negotiate.
  • Initiate meetings with key stakeholders to track progress, manage expectations and ensure stakeholders' needs are met.
  • Ensure client expectations are met or exceeded;
  • Use influence and negotiation to achieve win-win outcomes.
  • Proactively communicate and share information and encourage discussion and debate share successes and highlight challenges.

Effective teamwork, self-management, and alignment with group values:

  • Imbibe the RMB promises & continually drive RMB's values
  • Create brand presence for oneself
  • Follow through to ensure that personal quality and productivity standards are consistently and accurately maintained
  • Make an effort to stay relevant and up to date with legislation, new developments etc.;
  • Take ownership and accountability for tasks and activities and demonstrate effective self- management
  • Maintain a positive attitude and respond openly to feedback
  • Continually share, debate and communicate learnings
  • Be proactive in anticipating potential problems and continually monitor progress to ensure small details are not missed
  • Challenge with conviction.

Qualifications and Experience:

Education and Qualifications

  • The successful candidate should have at the minimum, a Bachelor's degree, preferably in Commerce, Business, Finance, Accounting or related disciplines

Experience

  • Minimum 12 years in a similar role and relevant industry
  • At least 5 years relevant experience in the Large Indigenous Corporates and Multinational business segment
  • Good knowledge of Corporate and Investment banking knowledge, including treasury products and services
  • Previous exposure to the preparation of credit proposals
  • Track record of sourcing new clients
  • Proven track record in converting opportunities into revenue generation
  • Ability to negotiate and influence across all levels including senior stakeholders
  • Ability to unearth client needs and match them to appropriate banking solutions
  • Detailed understanding of the Nigerian Banking Industry and its legal and regulatory requirements

Technical Skills

  • Strong analytical skills
  • Good working legal and credit knowledge
  • Strong Financial Acumen
  • Strong verbal and written communication
  • Sound presentation, facilitation, and negotiation skills
  • Ability to make cold calls

Human Relations Profile

  • Ability to strike and maintain good client relationships.
  • Strong character & integrity paramount
  • High degree of self-confidence; pleasant personality; well-presented