Institutional Client Group Relationship Manager at Rand Merchant Bank

Job Description
To initiate and enable new business origination and to initiate and maintain strategic client relationships for the allocated sector clients to enable improved Company profitability, market share and competitive positioning

• Build and maintain professional working relationships with all stakeholders displaying excellent abilities to initiate dialogue listen advise influence and negotiate to achieve win win outcomes
• Initiate meetings with key stakeholders to track progress manage expectations and ensure stakeholders requirements are delivered
• Preserve relationships despite airing conflicting views and seeks mutual gains when addressing conflicts
• Anticipate consequences and adapts problem solving based on continual feedback
• Act speedily to resolve problems queries and complaints
• Adapt communication styles to meet the needs of different audiences
• Set targets for the portfolio in line with product pricing
• Plan strategic objective for the portfolio
• Manage opportunity tracking tool
• Communicate client interactions and feedback to stakeholders with regards to client developments
• Initiate client scoping sessions to gain client insights
• Initiate brainstorming sessions to identify opportunities across the group and manage action items thereof
• Create innovative solutions for specific product areas Interrogate and manage MIS data to minimise revenue leakage on a continuous basis
• Proactively manage credit facilities to ensure adequate limits are in place
• Manage working capital on behalf of clients
• Source new business in adherence with coverage disciplines i.e., sales campaigns, liabilities, cash, CAPS, Opportunity Tracker
• Make cold calls in order to originate business to grow the portfolio
• Manage escalated unresolved client issues
• Manage complex relationships within support areas to ensure best outcome for both the client and the bank
• Understand the alignment of Company and Business
• Unit strategic objectives in relation to the broader First Rand Group strategies
• Understand the range of product and solution offerings provided by the Business Units, and align Client Action Plans to Company and BU origination and client growth drivers
• Establish and maintain relationships with business partners to strengthen collaborative working relations to improve the effective and efficient execution of Client and Sector objectives in line with business requirements
• Contribute to the attainment of the Coverage budget by formulating annual strategies for the allocated client portfolio and new business
• Display an in-depth knowledge of relevant systems and interdependencies between these systems
• Work with data inputs eg. MIS, call reports, Opportunity Tracker and Client Action Plan to build origination and growth projection models that are integrated and forward looking
• 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, internal and external client satisfaction and retention
• Continually drive and model RMBs 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
• Handle stress in ways that do not negatively impact others
• 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
• Understand and execute on the needs, demands, perceptions and banking behaviours of allocated client portfolio to ensure that the engagement and solutioning approach is deliberate
• Manage the development of client relationships by implementing and improving tactics that recognise client life-cycle, satisfaction and retention, including the co-ordination and deployment of specialist product and strategy partners to client as required
• Ensure on-going monitoring of the client which may include annual credit and pricing reviews, covenant requirements, allocation and review of facilities
• Support and enable collegial performance by ensuring an environment of knowledge-sharing, feedback and inclusion