Institutional Client Group Relationship Manager at Rand Merchant Bank

Job Description

The Relationship Manager is responsible and accountable for originating Flow business within a sector. This activity can be for new prospective clients and for existing clients through origination and cross-sell banking solutions. They are responsible for originating flow business within the allocated clients as part of a cross-functional team.

Responsibilities:

The ideal candidate will fulfil the role of a Relationship Manager, with the following Key Performance Requirements on Clients:

Client Strategy Execution

• In conjunction with the cross-functional team, implements the strategy for Flow activities 
• Must understand client Flow needs 
• Must understand sector and client value drivers
• Participates in design sessions with all client interfacing teams in the Client Group, IBD, Markets & Transact business units and provides insights from the voice of the client 
• Contribute with relevant data & insights at the periodic strategy review & revision sessions led by the ICG Head/Senior Relationship Manager who has overall accountability for the client 
• Escalation contacts for Client Service issues in Flow activity 
• Holds the product houses accountable to solve services issues for clients within a reasonable period (doesn’t solve the issue themselves)
• Craft client strategy plans on acquiring new Flow activity and contribute to the broader client strategy crafted by ICG Head/ Senior Relationship Manager 
• Retain and penetrate existing clients across other products within Flow
• Ensure seamless end to end process for clients in delivering new Flow solutions to them
• Manage pricing negotiations with clients in relation for Flow activity
• Drive Flow profitability across clients allocated
• Build strong client relationships with key senior executives within their client portfolio who are responsible for awarding Flow business
• Strong Flow product knowledge and expertise

Account Management Framework & Client Action Planning

• Participates in the Client Action Planning process for clients they are directly responsible for within assigned sector portfolio as part of a cross-functional team
• Ensure on-going monitoring of the client which may include annual credit and pricing reviews, covenant requirements, allocation, and review of facilities
• Accountable for ad-hoc and annual client pricing
• Manage multi-disciplinary projects to ensure successful deployment of origination, implementation, and retention initiatives
• Assess effectiveness of Relationship Management outputs and stakeholder engagement by measuring changes in revenue generation, qualified leads, client satisfaction (internal and external) and retention

Flow Business Origination/Business Development

• Formulating annual strategies with Senior Relationship Manager for the allocated client portfolio and new business for Flow activities 
• End-to-end management of the Flow sales process, anticipating client needs and responding with innovative solutions to client’s emerging needs 
• Ensures MIS information is accurate and reflects the converted opportunities

Data Analytics & Insights Generation

• Excel, PowerPoint, and Word proficiency 
• Work with data inputs e.g., MIS, Call Reports and Client Action Plan to build origination and growth projection models that are integrated and forward looking
• Client Relationship System adoption and call report discipline

Financial Performance Management

• Delivers targets of Flow activity for client in portfolio (e.g., revenue growth, profitability, cross sell, retention, conversion, satisfaction, etc.) 
• Reviews overall client & sector performance and defines plans to optimize performance across all Flow product offering 

Risk Aware / Management

• Manage and anticipate risk that may arise through our Flow activity with clients: AML, Credit, Exchange control risks, covenants adherence.

Qualification:

• Candidate should have a relevant graduate degree and at least 5 -10 years of work experience preferably having worked in commercial or corporate banking and is interested in working in a small team environment with a high degree of client contact.

Experience:

• Candidate should have relevant experience in financial sector client base – Banks and non-bank financial institutions including:
• Sound knowledge of general banking products and industry specific knowledge. 
• Experience in customer acquisition/ sales, retention of designated client portfolio.
• Strong communication skills, conceptual thinking coupled with strong analytical capability is required. 
• Report writing skills as well as presentation skills are essential. A high level of proficiency with 
• MS-Word, MS-Excel and MS-Power Point is required. 
• Candidate must also have strong research capabilities and must be able to perform company and sector related research with the ability to analyse the financial statements of companies. 
• Candidate should be self-motivated to take on multiple tasks, should enjoy working in a constantly changing environment, have strong attention to details, interact well with others and enjoy working within a team-based environment.  

General Competencies:

• Strong Interpersonal and networking skills
• Relationship Management
• Excellent presentation, written and oral communication skills
• Analytical and problem-solving skills 
• Proactivity and flexibility 
• Customer focus (internal and external customers)