Relationship Manager at Rand Merchant Bank

Purpose:

The Coverage Banker (“CB”) has responsibility for the effective management, growth and profitability of clients within the assigned segments (Tier 1, Tier 2, Tier 3 and Tier 4) sector portfolio. The Sector will be Telecoms and Media.

Coverage Banker serves as the primary point of contact for the client’s management and other level employees, prompting needs assessments as well as being the escalation point for service or product queries. The role initiates and enables new business origination and maintains client relationships for the allocated clients, in order to contribute to the Bank’s profitability, market share and competitive positioning. 

Responsibilities:

• Executes the Coverage Client Strategy
• Participates in design sessions with all client interfacing teams in the Coverage, IBD, GM & CB 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 Senior Client Executive
• Understand key competitors, global trends, sector dynamics and key macro environmental forces to analyse and identify Bank-wide client opportunities and challenges. This includes participation and involvement with industry/regulatory forums (where relevant)
• Understand the critical micro-environmental impacts and relationships i.e. client performance trends, client financial data, competitive positioning in the sector, operations to identify relevant solution and client engagement tactics
• Understand the alignment of Company and Business Unit strategic objectives in relation to the broader First Rand Group strategies
• Understand the range of product and solution offerings provided by the Business Units, and align Client Action Plans to Company and BU origination and client growth drivers
• Establish and maintain relationships with product partners to strengthen collaborative working relations to improve the effective and efficient execution of Client and Sector objectives in line with business requirements
• Understand and execute on the needs, demands, perceptions and banking behaviours of allocated client portfolio to ensure that the engagement and/or solutioning approach is deliberate
• Manage the development of client relationships by implementing and improving tactics that recognise client life-cycle, satisfaction and retention. This includes the co-ordination and deployment of specialist product and strategy partners to client as required
• Ensure on-going monitoring of the client which may include: annual credit and pricing reviews, covenant requirements, allocation and review of facilities
• Contribute to the attainment of the Coverage budget by formulating annual strategies for the allocated client portfolio and new business
• Generates leads for business that fits the criteria of assigned tier
• Under supervision, leads the sales effort for all clients in portfolio
• Partners with the relevant role players in the bank to package relevant product solutions for clients
• End-to-end management of the sales process, anticipating client needs and responding with innovative solutions to client’s emerging needs
• Manages the financial performance of clients they are directly responsible for
• Display an in-depth knowledge of relevant systems and interdependencies between these systems
• Work with data inputs eg. MIS, call reports, Opportunity Tracker and Client Action Plan to build origination and growth projection models that are integrated and forward looking. Manage multi-disciplinary projects to ensure successful deployment of origination, implementation and retention initiatives
• Delivers on set targets 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 product lines
• Assess effectiveness of Relationship Management outputs and stakeholder engagement by measuring changes in revenue generation, qualified leads, client satisfaction (internal and external) and retention
• Accountable for ad-hoc and annual client pricing
• Overall custodian of credit lines per client
• Build and manage objective working relationships with various stakeholders with the aim of being recognised as a trusted advisor and living the RMB principles and values
• Communicate effectively and ensure closed loop feedback to clients, to maintain and enhance the Coverage team brand of client centricity
• Live and exemplify the RMB values
• Deliver in line with a high-performance culture
• Actively participate and Champion the 3600 feedback process within the unit
• Adhere to all operating standards by participating in the necessary internal governance structures and addressing any audit exceptions
• Contribute to the resolution of the identified top 5 risks in the Business Unit

Experience and Education:

• A relevant Bachelor’s degree
• Min 3 or 5 years’ experience in a similar role, scope and size of organisation
• Proficiency in Client Relationship Management
• Experience in Client Relationship Management
• Knowledge of the banking sector and products

Technical Pre-requisite

Preferably an depth understanding and application of:

• Understanding the Telecommunication, Media and Technology (TMT) Sector
• Preferable an equity analysist in the sector or a coverage banker that already has relationships at the C-suite across the TMT sub-sectors
• Rest of Africa TMT experience and exposure will also be beneficial
• Sector regulatory knowledge
• Sales and new business development
• Product and services knowledge
• Relevant compliance legislation
• Banking value chain, clients, high-level processes
• Commercial Acumen
• Negotiation