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
Management of client portfolio:

• Source new business in adherence with coverage disciplines i.e. sales campaigns, CAPS, Opportunity Tracker;
• Set targets for the portfolio in line with product pricing;
• Plan and outline strategic objective for the portfolio;
• Manage opportunity tracking tool;
• Communicate client interactions and feedback to stakeholders with regards 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;
• Manage working capital on behalf of clients;
• Manage escalated unresolved client issues;
• 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:
• 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 or Accounting.

Experience:

• Minimum 10 years in a similar role and relevant industry;
• 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;
• Corporate and Investment banking knowledge, including products not specifically offered within CIB
• Detailed understanding of the Nigerian Banking Industry.

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
• Well organized / good time management skills / disciplined/ detail orientated
• Self-starter able to work with minimal supervision
• Team oriented
• Flexible when necessary
• Ability to work under pressure.