Relationship Manager, Int'l Org., Public Sector Group at Stanbic IBTC

Position Description

MAIN PURPOSE OF THE JOB
• Owns the client relationship with the bank
• Responsible for managing client portfolio, accountable for total clients revenue and cross selling all the bank’s products and services
• The main focus of the role is to sell the Bank’s products with a view to ensuring that the best solutions are given to the client in a value adding way.
• Win new IO  relationships - the Embassies, Local & International NGOs, Bi-laterals etc
• Manages IO client portfolio and client relationship to maximize cross selling revenues and client profitability.
• Responsible for liaising with Credit Department (if necessary), providing inputs during credit origination, evaluation and the execution of credit offers.
• Prospecting for new IO clients.
• Manages client budget across all products as approved and also ensuring organic growth through new transactions. 
• Liaising with product houses to facilitate new opportunities for both new and existing Clients.
• Manages and Monitors Client account utilization across asset classes and ensures risk management on all client accounts.
• Providing strategic and tactical planning on client’s account by preparation and updating of account plans.
• Responsible for providing information to all internal stakeholders as regards the position of clients within the industry based on client & market knowledge (Get acquainted with key socio-economic indicators within Nigeria & Globally).
• Responsible for managing client service team within the assigned sector in ensuring optimal products utilization, cross selling & effective service delivery according to the set targets.
• Review and analyse client’s financials as well as other relevant reports in order to fully understand the client’s business and needs.
•  Support the TB / TSE in the actualization of motivations for changes in pricing, deferrals and sign off on excesses on facilities.  
• Preparation of account plans to project client’s performance and position within the industry with a view to further drive business opportunities.

KEY PERFORMANCE MEASURES
• Meets financial targets
• Works within agreed turnaround time for all processes
• 100% Customer Retention
• 80% Customer Satisfaction (Customer satisfaction survey)
• Minimum Multirater Score
• Cross sell Ratio
• Asset Utilisation
• Actual number of new customers

HIGH DIMENSIONS OF THE JOB
• High relationship management of the Clients
• Matrix relationship within the group
• Interface with all product houses
• Should create a wide sphere of influence within the organizations.

IMPORTANT RELATIONSHIPS
• Liaise with all product houses – Internal Relationship
• Liaise with CIB Research team for sector research
• Required to demonstrate strong leadership, communication, negotiation and interpersonal skills
• Contact person with the relevant Management Team member of Client Organizations – External relationship
• Liaise with relevant regulators
• Liaise with relevant industry counterparts
• Liaise with Credit (if necessary) for all credit facilities – Internal Relationship

REPORTS
Preparation of call plans, account plan, call memos and status reports on all clients (Daily/Weekly/Monthly)
Preparation of monthly performance report with inputs from Business Mgt team
Routine monitoring of all arrangement, with client to optimize outcomes

PROBLEM SOLVING, PLANNING & DECISION MAKING
• Strategic Advisor to the Client
• Make informed decisions on the appropriate solutions to Clients’ needs.
• Ability to escalate issues in a timely manner
• Should conduct root cause analysis as required.

Planning
• Weekly, monthly and Yearly

Decision making
• Should consider factors that are relevant when making decisions, e.g. socio-economic dynamics, business needs, market trends.
• Where decisions will be based on limited information, the RM should relatively determine amount of risk, is required to collate and analyze information from a number of sources