About the Role / About the Job
Manage a set of existing Small Enterprise (SE) relationships and originate new SE relationships in business communities around branch locations. The goal is to achieve assigned financial and non-financial objectives by meeting all borrowing and non-borrowing needs of customers within target segments (viz. borrowers, transactors, depositors). Your responsibilities will include actively sourcing new-to-bank customers and generating new business leads from walk-in customers.
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You will manage all customer relationships with a focus on relationship management, upselling, deep-selling, and cross-selling other bank products. Seamlessly take over new relationships originated by the Deposit Sales team and relationships downgraded by the Middle East team follows the defined customer onboarding procedure. Constantly identify opportunities to upgrade customers to the Middle Enterprise (ME) category by assessing customer needs and profiling. You will be responsible for the quality and soundness of the assigned SE portfolio, including KYC reviews, monitoring due diligence, and adhering to anti-money laundering procedures.
Key Result Areas
- Improve share of wallet and aim to be 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. Provide superior customer service.
- Conduct annual/periodic credit facility reviews in the existing portfolio in a timely manner. Recommend appropriate credit facilities in line with the bank's credit policy to maximize earnings while containing risks to an acceptable level.
- 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 formal credit checks/informal market feedback to effectively monitor the assigned portfolio.
- Maintain acceptable portfolio quality.
- Screen the market for new-to-bank (NTB) opportunities.
- Liaise between internal and external advisors to ensure precision of agreements.
- Develop on-the-job learning for Sales Support Officers (SSO) to enhance their professional growth and prepare them for higher levels of responsibility.
- Collaborate with superiors and direct reports within business units, Risk Management, and related enabling units to achieve business objectives.
- Achieve assigned financial and non-financial targets.
- Adhere to all compliance and regulatory policies regarding KYC/AML as established by the bank.
- Regularly update the branch manager and regional SE manager to implement better controls on sales and relationship management.
- Regularly upgrade existing SE customers to the ME segment by offering need-based solutions according to the client's profile and requirements.
Knowledge, Skills and Experience
- Banking sales and service experience with proven relationship management skills.
- Requires advanced vocational knowledge of the subject matter (e.g. Credit, Trade, Operating systems, Legal, etc.).
- Excellent communication and negotiation skills.
- Minimum of 4 years of relevant banking experience in local or international markets.
- An MBA/CA is preferred, or a regular graduate with adequate relevant experience.
- Positive attitude, strong work ethic, and ability to work well in a team.
