About the Role
Manage a set of existing Small Enterprise (SE) relationships while originating new SE relationships within business communities around branch locations. The primary goal is to achieve assigned financial and non-financial objectives by addressing all borrowing and non-borrowing needs of customers within target segments such as borrowers, transactors, and depositors.
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You will actively source new-to-bank customers and generate new business leads from walk-in clients, focusing on relationship management and the cross-selling of other bank products. Additionally, you will seamlessly take over new relationships originated by Development Staff (DS) and manage relationships downgraded by the Marketing Executive (ME) team using defined customer onboarding procedures. Identifying opportunities to upgrade customers to a Middle Enterprise (ME) category will be key by understanding customer needs and profiling. You will be responsible for the quality and soundness of the assigned SE portfolio, ensuring compliance with KYC reviews, monitoring due diligence, and adhering to anti-money laundering procedures.
Responsibilities
- Improve share of wallet and strive to be the primary bank for every relationship in the assigned portfolio, enhancing revenue from existing borrowing and non-borrowing accounts by cross-selling 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/periodic credit facility reviews in the existing portfolio and recommend appropriate credit facilities in alignment with the bank's credit policy to maximize earnings while containing risks and identifying candidates for downgrading/upgrading.
- Follow up and monitor assigned relationships to ensure satisfactory account conduct and promptly rectify credit-related issues.
- Implement and maintain control aspects such as documentation, periodic client visits/call reports, stock inspections, and formal/informal 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 precision in agreements.
- Develop the professional growth of Senior Sales Officers (SSO) to prepare them for higher levels of responsibility.
- Liaise with superiors and direct reports within business units, Risk Management, and related enabler units within the bank to achieve business objectives.
- Achieve assigned financial and non-financial targets.
- Adhere to all regulatory policies regarding KYC/AML as set forth by the bank periodically.
- Update branch and regional SE managers regularly to promote better control over sales and relationship management.
- Regularly upgrade existing SE customers to the ME segment by providing need-based solutions based on client profiles and requirements.
Qualifications
- Banking sales and service experience with proven relationship management skills.
- Advanced vocational knowledge of key subjects such as Credit, Trade, Operating Systems, and Legal requirements.
- Excellent communication and negotiation skills.
- A minimum of 4 years of relevant banking experience, either in a local or international market.
- An MBA or CA is preferred; regular graduates must have substantial relevant experience.
- A positive attitude, strong work ethic, and strong team-playing capabilities.
