About the Role
This position focuses on managing a set of existing Small Enterprise (SE) relationships and originating new SE relationships within business communities around branch locations. The key objective is to achieve assigned financial and non-financial targets by addressing all borrowing and non-borrowing needs of customers within target segments, including borrowers, transactors, and depositors. The role requires active sourcing of new-to-bank customers and generating new business leads from walk-in customers, while providing robust relationship management and promoting other bank products through upselling, deep selling, and cross-selling.
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Key Responsibilities
- Improve share of wallet and strive to become the primary bank for each relationship in the assigned portfolio.
- Enhance relationship revenue from existing portfolios of borrowing and non-borrowing accounts by cross-selling a complete range of banking products.
- Assume complete ownership of customer relationship management for the assigned portfolio of accounts and provide superior customer service.
- Conduct annual and periodic credit facility reviews in the existing portfolio in a timely manner, recommending appropriate credit facilities in line with the bank's credit policy to maximize earnings while managing risk levels.
- Follow-up and monitor assigned relationships to ensure satisfactory account conduct and promptly rectify any credit-related issues.
- Implement and maintain thorough control measures, including documentation, periodic client visits/call reports, stock inspections, and formal/informal market feedback to effectively monitor the assigned portfolio.
- Maintain an acceptable quality of portfolio.
- Screen the market for new-to-bank (NTB) opportunities.
- Liaise between internal and external advisors to ensure accuracy of agreements.
- Develop the on-the-job learning curve of Senior Sales Officers (SSO) to foster professional growth and prepare them for higher responsibilities.
- Collaborate with superiors and direct reports within the business units, Risk Management, and other enabling units within the bank to achieve business objectives.
- Consistently achieve assigned financial and non-financial targets.
- Comply with all regulatory and compliance policies regarding KYC/AML as established by the bank.
- Regularly update the branch manager and regional SE manager to enhance controls on sales and relationship management.
- Upgrade existing SE customers to the ME segment by providing need-based solutions tailored to the client's profile and requirements.
Knowledge, Skills, and Experience
- Experience in banking sales and service, demonstrating proven relationship management skills.
- Advanced vocational knowledge in relevant subjects such as credit, trade, operating systems, legal matters, etc.
- Excellent communication and negotiation skills.
- A minimum of 4 years of relevant banking experience in either local or international markets.
- Ideally, possess an MBA/CA or, for regular graduates, adequate relevant experience.
- Maintain a positive attitude, strong work ethic, and be a good team player.
