About the Role
Manage a set of existing Small Enterprise (SE) relationships and originate new SE relationships in business communities around branch locations. Achieve assigned financial and non-financial objectives by meeting all borrowing and non-borrowing needs of customers with target segments, including borrowers, transactors, and depositors. Actively source new-to-bank customers and generate new business leads from walk-in customers. Manage all customers with a focus on relationship management, up-selling, deep-selling, and cross-selling other bank products. Seamlessly take over new relationships originated by the business development team and manage relationships downgraded by the ME team using defined customer onboarding procedures. Constantly identify opportunities to upgrade customers to ME category by profiling their needs. Responsible for the quality and soundness of assigned SE portfolio, including KYC reviews and monitoring for due diligence and anti-money laundering procedures.
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Key Responsibilities
- Improve share of wallet and target to be the primary bank for each of the relationships in the assigned portfolio.
- Enhance relationship revenue from existing portfolio 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 acceptable risks, and identifying candidates for downgrades or upgrades.
- Follow up and monitor assigned relationships to ensure satisfactory account conduct and early 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 of agreements.
- Develop the on-the-job learning curve of staff support officers (SSO) to enable their professional growth and prepare them for higher levels of responsibility.
- Liaise with superiors and direct reports within the 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 compliance and regulatory policies regarding KYC, AML, etc., as set out by the bank from time to time.
- Provide regular updates to the branch manager and regional SE manager for better controls on sales and relationship management.
- Regularly upgrade existing SE customers to the ME segment by offering need-based solutions according to clients' profiles and requirements.
Knowledge, Skills, and Experience
- Banking sales and service experience with proven relationship management qualities.
- Requires advanced vocational know-how of the subject matter (e.g., Credit, Trade, Operating systems, Legal, etc.).
- Excellent communication and negotiation skills.
- At least 4 years of relevant banking experience in local or international markets.
- MBA/CA preferred, or candidates with regular degrees must possess adequate relevant experience.
- Positive attitude, strong work ethic, and a good team player.
