Financial Institutions - Relationship Manager at Rand Merchant Bank

Job Description

The Institutional Client Group (“ICG”) is a business unit within RMB Nigeria that is responsible and accountable for institutional clients.

ICG is responsible and accountable for:

• bringing the whole bank’s offering/solutions to clients (one-RMB)
• overseeing and leading multidisciplinary teams to deliver superior solutions/products, insights, and ideas to clients
• deep expertise and broader product knowledge of the Financial Institution Sector
• origination across multiple products offered
• client growth, retention, and penetration
• sector performance and profitability
• client satisfaction and engagement

ICG is led by Head, ICG and roles within the group include:

• Relationship Manager: Accountable and responsible for origination of flow activity within the bank
• Senior Relationship Manager: End-to-end accountability across flow and event activity (for client) outcomes including P&L for specific clients

Flow is defined broadly as any banking activity that occurs on a more frequent basis and generally requires quick turnaround. Flow origination activity includes:

• Liabilities and investment activities
• Global security services: custody services
• Transactional banking (primary banker): Account opening, Cash Management, Online Banking,
• General Banking Facilities
• Trade and supply chain finance
• Transactional Banking RFPs

Event is defined broadly as strategic client banking activities which ordinarily involve structuring in the solution and are infrequent or “once-off” in nature. Event origination activity typically includes:

• Advisory Services including Mergers and Acquisitions
• Structured and/or large Lending transactions
• Markets structuring

Responsibilities:

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.

A cross-functional team:

• Includes relevant Relationship Manager, market sales transactor and product bankers working with the Senior Relationship Manager to drive desired client outcomes
• The members of the cross-functional team co-sign the account plan with the Senior Relationship Manager, and are held accountable for the execution of the client plan
• Each member of the cross-functional team is responsible for originating ideas for their product domain, and the identification of broad ancillary product opportunities where relevant product domain, and the identification of ancillary product opportunities where relevant

Additionally, a Relationship Manager Participates in client processes such as account planning and deal escalations point for Flow activity They are a primary point of contact for the client, and form the basis for all internal contacts to better align and manage Flow activity They work closely with the ICG Head and/or Senior Relationship Manager to strategize on Flow activity on top/sector clients

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 client 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)