About the Role
You will manage a set of existing Small Enterprise (SE) relationships while also originating new relationships in business communities around branch locations. Your primary goal will be 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, generate leads from walk-in customers, and focus on relationship management, including up-selling, deep-selling, and cross-selling other bank products. Additionally, you will ensure the seamless takeover of new relationships originated by Direct Sales teams and relationships downgraded by the Middle Office team, adhering to defined customer onboarding procedures. Identifying opportunities to upgrade customers to the Middle Enterprise (ME) category through customer profiling and needs assessment will be essential. You will also hold responsibility for the quality and soundness of the assigned SE portfolio through KYC reviews, monitoring for due diligence, and adhering to anti-money laundering procedures.
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Responsibilities
- Improve share of wallet and strive to become the primary bank for each relationship in the assigned portfolio while enhancing relationship revenue from existing borrowing and non-borrowing accounts through cross-selling a comprehensive range of banking products.
- Take 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 minimizing risks, and identifying candidates for downgrades or upgrades.
- Follow up and monitor assigned relationships to ensure satisfactory account conduct and facilitate early rectification of various credit-related issues.
- Implement and maintain complete control aspects, such as documentation, periodic client visits/call reports, stock inspections, and formal credit checks, alongside informal market feedback, to monitor the assigned portfolio effectively.
- Maintain acceptable portfolio quality.
- Screen the market for new-to-bank opportunities.
- Liaise between internal and external advisors to ensure accuracy of agreements.
- Develop on-the-job learning opportunities for SSO to help them grow professionally and prepare 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 compliance and regulatory policies related to KYC and AML as established by the bank.
- Provide regular updates to the branch manager and regional SE manager for enhanced control over sales and relationship management.
- Consistently upgrade existing SE customers to the ME segment by offering solutions based on clients' profiles and requirements.
Qualifications
- Banking sales and service experience with proven relationship management qualities.
- Advanced vocational knowledge of the subject matter, including credit, trade, operating systems, and legal aspects.
- Excellent communication and negotiation skills.
- At least 4 years of relevant banking experience in local or international markets.
- An MBA, CA, or a regular graduate with adequate relevant experience.
- A positive attitude, strong work ethic, and the ability to work effectively as a team player.
