Relationship Manager (Private Banking) at Westfield Consulting

Purpose/Job Dimension

Develop and champion the implementation of the Personal Banking strategy in line with the overall Private Banking strategy through customer acquisition and retention, Balance Sheet growth and profit targets.

Key Roles and Responsibilities

• Lead the strategic agenda through balance sheet growth, customer acquisition and retention, and profit and loss targets to support the overall achievement of the business strategy.
• Ensure achievement of profitability targets through revenue maximization and prudent cost management.
• Implement Bank wide go-to-market strategy for new initiatives, working with relevant departments and stakeholders to drive execution.
• Drive achievement of growth and acquisition of new customers through development and maintenance of quality products, propositions, and solutions relevant to businesses.
• Build and maintain strategic and productive relationships with stakeholders to drive the development and delivery of business solutions and revenue growth.
• Ensure effective customer loyalty programs for networking and deepening Personal Banking market penetration.
• Facilitate proactive relationship and excellent customer engagement by operating as a committed and main point of contact for client in the branch and offering banking solutions that satisfy the customer’s requirements in line with each of the personal banking segment’s value proposition.
• Recommend and explain banking services and products to clients based on their needs.
• Account for all relevant segment or product metrics as applicable within the Bank’s policy i.e., risk limit, delinquency, compliance requirements etc.
• Coordinate the development and deployment of value propositions, product offerings, target segment strategy and business plan for the Personal Banking business.
• Liaise effectively with the sales team to ensure seamless transfer of clients after sale has been concluded to Relationship Management.
• Develop and monitor specific sales and marketing campaigns with relevant stakeholders to leverage market opportunities that generate new sales and increase market share.
• Pro-actively identify cross-sell opportunities within own portfolio of customers to maximize life cycle opportunities.
• Monitor sales impact on profitability and marketing expenditures.
• Ensure portfolio health on relevant products by tracking portfolio performance through lead indicators and taking necessary actions to maintain product integrity.
• Refer clients to in-house financial experts and/or relevant bank departments, when necessary.
• Provide oversight and ownership of end-to-end process to ensure execution of on boarding of new customers and fulfilment of products through engagement with relevant stakeholders for the delivery of a seamless customer value proposition.

Required Skills and Competencies    

• Strategic Management skills
• Strong Personality, Leadership & People Management
• Excellent communication and Relationship Management skills
• Competent in Sales & Business Development as it applies to Wealth Management
• Understanding of different personal and segment value proposition that qualifies for HNIs
• Knowledge of the local market environment and financial issues that may impact portfolio in Private Banking.
• Enthusiastic, passionate with a commitment to delivering exceptional standards of customer service always.
• Proactive decision-maker and ready idea provider.
• Adept at identifying business requirements and developing practical solutions towards the attainment of goals and objectives.
• Knowledge of the competitive environment in the Banking industry as it concerns Private Banking and recommending to management business trends required to position the Bank for success.

Experience and Qualifications    

• A minimum 4 – 7 years’ continuous banking experience in sales and credit to the private banking market segment with a minimum of 2 years in a supervisory position for more experienced candidates.
• Minimum of a first degree. A postgraduate qualification or relevant professional certification would be an added advantage.
• Good knowledge of Basic Accounting and Financial Analysis, Financial Advisory services, Banking Operations, Leasing, Trade Services, Laws, and regulations relating to Private Banking in part and General banking as a whole.
• Hands on experience in Credit Analysis & Administration, Sales, Relationship Management, Customer Service, Product development functions of a commercial bank at managerial level.
• Good understanding of economic trends and implications on the banking/finance sector.
• Experience in completing credit applications successfully

Key Performance Indicators    

• Number of strategy initiatives successfully implemented
• Profitability rate
• Customer satisfaction index
• Customer retention index