Relationship Manager: CB&SI (Head Office) at Land Bank Careers

MAIN PURPOSE OF THE JOB

• The Relationship Manager is responsible for fostering single-client ownership throughout the entire client lifecycle. The Relationship Banker is responsible for the end-to-end Client Relationship Management, and Client Experience Management.
• Markets Land Bank and Land Bank Insurance products and services to existing clients and/or new clients with the aim of growing the lending Loan Book in relations to the Client Segmentation model for commercial and development farmers.
• On the receipt of client interest views business plan of existing business and business plan and feasibility study for start-up business and pre-screen the deal both in terms of Land Bank funding and funds under administration eligibility and funding criteria. Advises clients on the requirements for applications via written communication. For viable deals visits clients and performs a due diligence on the prospective success of the business venture. Acquires all additional internal credit checklist documentation prior to deal structuring. Works in consultation with members of the Agriculture Economics & Advisory Division (e.g. Agriculture Specialist); Risk Management (e.g. Credit Managers and Analyst) to construct deals.

To provide recommendations on the viability of the debt and equity application based on analysis and interpretation of, amongst others:

• Shareholders and Management including family tree, staff organograms and whether management has the experience to successfully manage all aspects of the business.
• Governance matters
• Feasibility study (start-ups)
• Business Plan
• Financial information and forecasts
• Balance sheet analysis including right of use for assets, regulatory approvals, i.e. licences and Environmental Impact Assessments, etc.

Key Performance Areas    
Sales Targets and Client Relations

• Reviews targets set and plans approach to achieving goals
• Plans for client canvassing approaches on a weekly basis
• Sell the land Bank to prospective clients as well as through cross sales with existing clients
• Identifies potential clients and follows up on interest
• Deals with client queries as the first point of contact and resolves issues

New Client Reviews and Application Advice

• Meet with potential clients and determine funding need and/or request information memorandum or deal teaser for specialised funding such as acquisitions
• Review mandate fit and provide applicant with application requirements
• Do pre-screening for both Land Bank debt and funds under administration
• For new structures and or mandate border cases prepare deal forum paper for Executive Credit Committee (“ECC”)

Existing Client Reviews and Negotiations

• Analyse latest audited financial performance, new year budget, security, risk rating and covenant compliance with supporting business unit reports from AEA, PIMS and Legal
• Assess client continued funding needs, and identify and assess opportunity to provide increase in facilities
• Should early warning signals be applicable recommend possible restructuring of commitments, waiving of potential covenant breaches, establishing of additional security, etc.
• Report on events after balance sheet date and client management outlook for new financial year

Institutional Assessment

• For viable or potential clients conduct full institutional assessments
• Assess client’s management expertise, experience and skill mix
• Shareholding structure and Shareholders Agreement, and if applicable Subscription Agreement, constitutional documents, assessment of individual shareholders and directors as well as project operating structure
• Organisational structure and the extent to which it supports strategy execution
• Governance set up, board of directors, board committees and charters, complementarity of board skill mix, etc.

Finalising Proposed Loan Application

• Actively engage and collaborate with Risk Management (Corporate Credit) throughout the deal structuring process to ensure alignment, strengthen the quality of the application, and positively influence the efficiency of the approval processes and deal outcome
• Negotiate indicative term sheet with applicant and recommend for approval
• Present transactions at Deal Forum and Credit Committees and regularly attend ECC meetings to report on matters arising and annual review list

Stakeholder Relationship Management

• Adopt a customer service ethos.
• Build, foster and maintain consistent, effective and strong relationships with existing and new clients within the allocated portfolio
• Follow the operational plan to ensure a consistent and meaningful customer visitation programme, including onsite visits.
• Keep all stakeholders regularly informed of the status of the projects and, or transaction/s.

Compliance and Risk Management

• Assess risks and early warning signals on existing and new clients and propose solutions to the relevant support units and line management through the appropriate submissions and reports and act on proposed interventions and/or instructions of line manager, AEA- and Credit Management.
• Consistently keep track of loan application process and progress, annual reviews and matters arising from ECC and CIC meetings, including properly diarising information requested from clients and pro-actively managing CRM system

Business and Team Support

• Work collaboratively with CB&SI Client Analyst and other cross-functional team members, being AEA and ESS Specialists, Legal Manager and Credit Management to address matters and review complex transactions thereby mitigating any potential risk and ensure that the required results for the allocated portfolio are achieved. At all times adhere to Standard Operating Procedures, Service Level Agreements or other practices for requesting prescribed reports from cross-functional team members.
• Work collaboratively with CB&SI Specialist Service fulfilment to ensure proper coordination and monitoring of CBSI compliance in terms of CRM, Acceleris Loan Origination, SAP Banking, SAP Collateral Management and OnBase Electronic Records Data Management System.
• Preferred Minimum Education and Experience    
• Relevant 3 year qualification in accounting, commerce, business, banking, or other relevant and equivalent qualifications
• Experience in the management of client relationships, preferably in a financial and customer facing environment: 3 to 5 years
• Knowledge to assess a business plan and if applicable feasibility study for agricultural sector value chain operating entities (“Agri-businesses”) and the competency to interpret financial models, business valuations and follows or do advanced financial calculations: 3 to 5 years
• Basic knowledge of credit principles and practices and relevant legislation: 3 years

Critical Competencies    

• Microsoft Office
• Analytical Skills
• Customer Service Orientation
• Financial / Business Acumen
• Agricultural Industry
• Organisational analysis and market evaluation
• Strategy analysis and governance assessments
• Credit Risk assessment
• Structuring of Corporate and Commercial transactions
• Additional Requirements    
• Valid SA driver's license
• Willing to travel extensively
• Extended hours as and when required