About the Role
In this position, you will manage a set of existing Small Enterprise (SE) relationships while originating new SE relationships in business communities located around branch locations. Your main objective will be to achieve assigned financial and non-financial goals by addressing all borrowing and non-borrowing needs of customers within target segments, including borrowers, transactors, and depositors. This role involves actively sourcing new-to-bank customers and generating new business leads from walk-in clients. You will focus on relationship management, upselling, deep-selling, and cross-selling other bank products. Additionally, you will take over new relationships originated by the DS team, as well as those downgraded by the ME team, using defined customer onboarding procedures. It will be essential to identify opportunities to upgrade customers to the ME category by assessing their needs and profiling them effectively. You will also be responsible for ensuring the quality and soundness of your assigned SE portfolio by conducting KYC reviews, monitoring for due diligence, and adhering to anti-money laundering procedures.
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Key Result Areas
- Improve share of wallet and aim to be the primary bank for each relationship in the assigned portfolio.
- Enhance revenue from existing portfolios of borrowing and non-borrowing accounts through cross-selling of the complete range of banking products.
- Assume complete ownership of customer relationship management for the assigned portfolio of accounts and provide superior customer service.
- Conduct timely annual and periodic credit facility reviews in the existing portfolio, recommending appropriate credit products in line with the bank's credit policy to maximize earnings while controlling associated risks. Identify candidates for downgrading or upgrades.
- Follow up and monitor assigned relationships to ensure satisfactory account conduct and prompt rectification of any credit-related issues.
- Implement and maintain control aspects, including documentation, periodic client visits, call reports, stock inspections, and market feedback to effectively monitor the assigned portfolio.
- Maintain acceptable portfolio quality.
- Screen the market for new-to-bank (NTB) opportunities.
- Liaise with internal and external advisors to ensure the accuracy of agreements.
- Develop the on-the-job learning of SSO to help them grow professionally and prepare for higher responsibilities.
- Collaborate with superiors and direct reports in various business units, risk management, and related enabler units to achieve business objectives.
- Meet assigned financial and non-financial targets.
- Adhere to all compliance and regulatory policies regarding KYC and AML as outlined by the bank.
- Update the branch manager and regional SE manager on a regular/weekly basis for better controls over sales and relationship management.
- Regularly upgrade existing SE customers to the ME segment by offering solutions tailored to client's profiles and requirements.
Knowledge, Skills, and Experience
- Banking sales and service experience with a track record in relationship management.
- Advanced vocational knowledge of credit, trade, operating systems, legal matter, etc.
- Excellent communication and negotiation skills.
- A minimum of 4+ years of relevant banking experience in local or international markets.
- An MBA/CA is preferred, or if you are a regular graduate, you should have ample relevant experience.
- A positive attitude, a strong work ethic, and the ability to function as a good team player.
