About the Role
This position involves managing a set of existing Small Enterprise (SE) relationships while also originating new SE relationships within business communities around branch locations. The objective is to achieve assigned financial and non-financial goals by addressing all borrowing and non-borrowing needs of target customers, including borrowers, transactors, and depositors. The role requires actively sourcing new-to-bank customers and generating business leads from walk-in customers. A strong focus on relationship management and effective up-selling, deep-selling, and cross-selling of bank products is essential. Additionally, the position includes taking over new relationships and managing those downgraded by the ME team through a defined onboarding process. There is also a critical need to identify opportunities to upgrade customers to the ME category while ensuring the quality and soundness of the assigned SE portfolio through KYC reviews and compliance with due diligence and anti-money laundering procedures.
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Responsibilities
- Improve share of wallet and aim to become the primary bank for each relationship in the assigned portfolio. Enhance relationship 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 annual and periodic credit facility reviews in a timely manner and recommend appropriate credit facilities in alignment with the bank's credit policy, maximizing earnings while containing risks and identifying candidates for upgrades or downgrades.
- Follow-up and monitor assigned relationships to ensure satisfactory account conduct and facilitate early rectification of various 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 opportunities.
- Liaise between internal and external advisors to ensure accuracy of agreements.
- Develop the on-the-job learning curve of SSO to enable professional growth and prepare them for higher responsibilities.
- Liaise with superiors and direct reports within business units, Risk Management, and related enabling units within the bank to achieve business objectives.
- Achieve assigned financial and non-financial targets.
- Adhere to all compliance and regulatory policies regarding KYC and AML as set out by the bank.
- Update the branch manager and regional SE manager regularly, preferably on a weekly basis, for better control over sales and relationship management.
- Regularly upgrade existing SE customers to the ME segment by offering need-based solutions tailored to clients' profiles and requirements.
Qualifications
- Banking sales and service experience with a proven track record in relationship management.
- Requires advanced vocational knowledge in credit, trade, operating systems, legal matters, etc.
- Excellent communication and negotiation skills.
- At least 4+ years of relevant banking experience in either the local or international market.
- MBA/CA or a regular graduate with sufficient relevant experience.
- A positive attitude, strong work ethic, and a good team player.
