Senior Relationship Manager at Rand Merchant Bank

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