About the Role
In this position, you will manage a set of existing Small Enterprise (SE) relationships and originate new relationships within business communities around branch locations. The 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. You will actively source new-to-bank customers and generate leads from walk-in clientele, while managing customer relationships focused on relationship management and cross-selling other bank products. Additionally, you will seamlessly take over new relationships and manage those downgraded by the ME team by following a defined customer onboarding procedure. Identifying opportunities for upgrading customers to the ME category through needs profiling is a constant requirement. You will also be responsible for the quality and soundness of the assigned SE portfolio, including conducting KYC reviews and monitoring adherence to due diligence and anti-money laundering procedures.
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Responsibilities
- Improve share of wallet and aim to be the primary bank for each relationship in the assigned portfolio, enhancing revenue from existing borrowing and non-borrowing accounts through cross-selling a complete range of banking products.
- Assume complete ownership of customer relationship management for the assigned portfolio, ensuring superior customer service.
- Conduct annual and periodic credit facility reviews of the existing portfolio in a timely manner, recommending appropriate credit facilities in line with the bank's credit policy, maximizing earnings while managing risk and identifying candidates for downgrades or upgrades.
- Follow up and monitor assigned relationships to ensure satisfactory account conduct and prompt rectification of various credit-related issues.
- Implement and maintain complete control aspects, including documentation, periodic client visits, call reports, stock inspections, and both formal credit checks and 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 precision in agreements.
- Foster an on-the-job learning curve for SSO to aid their professional growth and prepare them for higher levels of responsibility.
- Collaborate with superiors and direct reports within business units, risk management, and other related units within the bank to achieve business objectives.
- Achieve assigned financial and non-financial targets.
- Comply with all regulatory and policy requirements regarding KYC and AML as prescribed 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 delivering need-based solutions tailored to client profiles and requirements.
Qualifications
- Banking sales and service experience, demonstrating proven relationship management qualities.
- Requires advanced vocational knowledge in subjects like credit, trade, operating systems, and legal matters.
- Excellent communication and negotiation skills.
- A minimum of 4 years of relevant banking experience in either local or international markets.
- An MBA or CA degree; a regular graduate must possess adequate relevant experience.
- A positive attitude, strong work ethic, and ability to work effectively within a team.
