Summary

The Corporate RM is responsible for building, maintaining and progressing relationships with the banks corporate clients.

Responsibilities

Develop the value of Customer portfolio

• • Sets up a sales action plan customer per customer, and have it validated by its managers (Senior Relationship Manager or Business Centre Manager
  • Ensures global customer relationship management: welcomes, evaluates customer financing needs, elaborates proposals
  • Improves customer portfolio profitability: develop and negotiates counter-parts in case of special conditions given to customer
  • Reports to Business Centre Manager and / or Senior Relationship Manager the results of his sales actions: spread analysis towards budget & objectives, corrective actions, modification of targets
  • Customer visits to ensure proper management of the relationship for existing and new/potential customers

Develop portfolio through targeted prospecting actions

• • Updates prospects database and Product Matrix of the portfolio
  • Prospect new customers, and develop activity through prospecting actions, and ensures a optimized transformation rate
  • Ensure achievement of On Balance Sheet and Off-Balance sheet items as per set targets each month/quarter
  • Ensure Income generation

Master risk and follow up debt collection

• • Follows up client’s instalment schedule, and takes debt collection action/reduction of the bank’s provision at all times
  • Anticipates risk situation downgrade, based upon indicators, and takes counteractions, to master counterparty risk within portfolio
  • Contacts customers for regularization of unpaid instalments
  • Ensures transfers and transactions from the customer’s account are confirmed and maintain proof of all instructions
  • Detects risks, prevents them, and gives feedback to Business Centre Manager

Manages the Relationship Officer

• • • Follow up the RO activities & tasks
    • Gives assistance & support to RO and provides technical expertise on customer / prospect files
    • Ensures to improve of the RO’s skills and identifies training needs (banking techniques, sales techniques)

Ensures follow up of Customer Satisfaction

• • Follows up the respect of time constraints and commitments, and ensures customer satisfaction, and the respect of procedures & rules
  • Follows up treatment of customer complaints
  • Participate to find solutions to malfunctions

Education and Qualifications

• A Bachelor degree in Banking, Commerce, Economics, Social Sciences or any related field (Master’s degree added advantage)
• 4 – 6 years working experience in Banking or related financial institution (working in Corporate an added advantage)

Requirements

• Familiarity with standard office computer applications
• Strong knowledge of the bank’s products and services
• Customer Care skills for execution of client requests without delays
• Excellent planning, organization and execution skills
• Positive and flexible attitude towards change and competition
• Ability to be proactive in implementing Commercial actions
• Sense of Risk Control and being profit oriented person.
• Negotiation and sales

Characteristics

• Company evaluation and risk analysis
• Analysis and understanding of financing/investment needs of customers
• The bank’s product range and pricing conditions
• Staff management and motivating techniques for ROs
• A sounding knowledge in computer and awareness of any new and evolving technologies that would have impact to credit systems
• Team management
• Excellent interpersonal and communication skills
• Conflict resolution and problem solving skills
• Decision making skills
• Creativity and innovation skills
• Personal effectiveness
• Coaching & coordinating
• Banking techniques, good knowledge of applicable legal rules & procedures
• Good knowledge of safety rules & systems
• A high level of innovativeness and creativity
• A high level of integrity

Reporting To

• Head of Corporate / Enterprise Banking