Relationship Manager – Commercial Banking
Job Description
Main accountabilities
and approximate time split:
Sales and Service: Time split 65%
- Maintain Relationship Plans for
all customers in the portfolio such that contact with customers is
prioritized.
- Conduct annual and if
appropriate, interim reviews of customers borrowing facilities
- Conduct annual and if
appropriate, interim reviews with non-borrowing customers
- Determine the key messages, e.g.
agreed service standards, negotiated pricing, relationship team contact
points, and new product changes, deciding upon the most appropriate
communication method
- Deal with and find solutions to
customer complaints
- Determine the products that are
most effective in meeting customers’ needs and be able to sell these at
short notice both reactively and proactively.
- Research, create, and follow up a
target list for potential new business
Business Management: Time Split 30%
- Research, create, and follow up
on a target list for potential new business
- Identify priority customers using
the Customer Relationship Planning templates to assess their present and
potential contributions.
- Gather all the required
information that is needed to prepare and assess credit applications. The
role holder will be expected to input certain key information such as
judgmental information. (They will work with CMA and CCM resources to
construct credit applications).
- Control and quality of the
portfolio, using available triggers and adherence to Risk management
guidelines and policies.
Staff Management: Time Split 5%
Day-to-day coaching and development of
Corporate Managers’ Assistants
Technical skills /
Competencies
- Meeting customers’ needs
- Business awareness
- Business development
- Managing Relationships
- Innovative
- Analysis and judgment
- Team working
- Ability to work under pressure
- Personal Organization
- Adaptability
- Decision making
- Team results
- Active listening
Skills required to
undertake the role:
- Relationship skills
- Credit Risk skills
- General Corporate skills
- Communications skills
- Negotiation skills
Knowledge of the bank’s
products, services, and policies required to undertake the role:
- A detailed knowledge of the
corporate set of products as well as a broad understanding of products
available in Barclays Capital.
- For Complex products, will have a
detailed knowledge of the requirements of the more sophisticated
customers.
- Introduce the product and
coordinate the introduction of the relevant Group product specialist.
- A broad understanding of policies
and strategies within the country as they relate to the demands of the
customer base.
- A detailed understanding of
Country and CBRM guidelines and credit risk policies.
Other requirements
specific to the role:
- Job holders will be ACIB or
equivalent.
Training likely to assist effectiveness in the role, and which may
have been completed prior to undertaking this role:
- Internal and external senior risk
assessment and management
- Presentation
- Influencing and Negotiating
- Communication
Additional details of exceptional aspects of the demands of the
role:
- Required to form relationships
with customers, therefore minimum tenure will be 2 years.
- The job holder will need to be
able to communicate with credibility when dealing with financial
controllers of companies. These customer contact points will have high
expectations of the Relationship Manager in terms of professionalism, and
ability to add value to their business, and find innovative solutions to
their needs.
- The jobholder’s portfolio will
consist of a full range of Large Corporate customers who will often be
subject to competitive approaches from other banks.
- Business development activity
will also be challenged by those competitive pressures.
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