Consultant SME Banking at Watershed Consulting

Primary Job Purpose:

• Sourcing of potential new clients for the SME Banking division to achieve growth and profitability in line with targets across the different SME products offered by the Bank.
• Conduct due diligence reviews, critically assessing all aspects of a transaction and structure financing solutions for the SME Banking clients in line with the Bank’s objectives.
• Conduct a thorough financial and risk analysis to determine client’s ability to service and repay debt facilities.
• Conduct detailed feasibility studies and amortization projections in respect of each transaction and predict the timing of utilizations and repayments.
• Provide SME Banking clients with the necessary information, support and assistance throughout the life span of their facilities/business transactions with the Bank so as to ensure effective and efficient business relationships
• Liaise with and manage the relevant internal stakeholders and departments within the Bank in order to facilitate the initiation and finalization of transactions.
• Effectively build relationship with key stakeholders in the SME industry in the interest of identifying business development opportunities.
• Create awareness in the market of the Bank’s funding capabilities and to grow the Bank’s brand and the SME Banking business.
• Present and discuss transactions to the Credit Risk Committee/Alco/Exco/Board.
• Effectively contribute to new products development to increase the SME product offering.

Qualifications:

• B COM degree or related field
• Post graduate qualifications will be advantageous.

Experience:

• Between 5-10 years’ experience in the SME finance and lending with a strong focus on business development
• Strong sales and client facing environment
• Strong financial analysis skills
• New growth opportunities
• Product development
• Knowledge of banking/SME products including Business Transactional Account, asset backed finance, term loans, working capital loans etc.

Franchising experience - advantageous

Role Specific Requirements:

• Financial modelling and analysis.
• Business development
• Client relationship management
• Due diligence reviews to get SME transactions approved by EXCO Credit Committee/Board
• Management of costs within approved budgets
• Managing stakeholder relationships

  Competencies:

• Highly competent, flexible and adaptable with several years’ experience in the financial services industry
• Strong financial, people and communication skills, with the ability to implement the SME Banking strategy to meet business objectives.
• Demonstrable ability to balance regulatory and compliance demands with acceptable financial performance
• Resilient, results orientated.
• Ability to think both conceptually and analytically with concern for structure, quality, and accuracy
• Establish networks and relationships in the broader SME industry
• Customer orientated
• Excellent writing skills

KPA’s:

Regulatory Compliance:

• Ensure compliance with FICA, FATCA, POPI and FAIS/TCF. Ensure all internal audit outstanding matters are resolved. Ensure that there is no non-compliance that may result in regulatory fines

Client Administration:

• Manage client queries in an efficient manner, such that all queries and client requests are attended to timeously, always ensuring positive client satisfaction. Control and coordinate all aspects of a deal, ensuring the timeous and smooth conclusion of the transaction throughout the life span of their facilities/business transactions with the Bank.

Managing and Growing Client Relationships:

• Effectively manage, maintain and strengthen client relationships. Continuously provide clients with the necessary support and assistance, always ensuring the highest level of service and client satisfaction.

Managing Strategic Internal Relationships:

• Effectively manage, maintain and strengthen internal relationships. Provide the relevant departments with the required information, assistance and support to ensure the prompt conclusion of new transactions and the smooth running of existing loans with the Bank.

Managing Existing Loan Book:

• Manage existing loan book and timeously attend to all renewals, extensions, restructures and re-pricing of existing loans. Ensure monthly loan instalments and when applicable settlements of loans are done on time

New Business/Division Fee Target/Stretch:

• Source new clients for the SME Banking division and ensure growth of the existing loan book. Negotiate transaction terms with potential clients while analyzing transactions accurately. Communicate with these potential clients timeously while looking after the best interests of the Bank.  Attend to all aspects of the deal making process and the maintenance of sound and effective business transactions until the onboarding of the client on the loan book.   Achieve target in respect of fee income, advances growth and net interest income in line with budget

New Product Development:

• Drive and effectively contribute towards new products development to increase growth in the SME product offering including Business Transactional Account, asset backed finance, term loans, bank overdraft working capital loans etc

Complexities:

• Multi-tasking and effective time management.
• Attention to detail whilst under considerable pressure.
• Negotiation with difficult parties.
• Managing relationships at a strategic partner level.
• Ad-hoc projects. 
• Maintain historical records for management information purposes

Interactions:

Internal:

• Property Lending, Corporate Banking, Credit, Admin, Treasury, Finance, Executive Management.

External:

• Various stakeholder such as service providers, high net worth individuals and SME clients, strategic partners and various corporations, listed and unlisted, within South Africa that are potential clients

Role Pressures:

• Delivering under strict deadlines, accurately and effectively analyzing and structuring transactions.
• Negotiating with and managing client expectations in a manner which is professional and respectful while maintaining relationships and looking after the best interests of the bank.
• Presentations of the proposed transactions to Credit Risk Committee /Alco/Exco/Board in order to seek approvals.
• Achieve financial targets in line with the set budget, while looking after the best interests of the organization during difficult economic conditions