Strategic Focus

• To execute on the SME Banking risk appetite, initiatives and activities aimed at optimizing both client experience and profitability for the bank.
• To ensure an in depth understanding of all customers in his/her portfolio in order to effectively meet the needs of the customers
• To execute the SME Banking CVPs and Industry Value Propositions IVPs, initiatives and activities aimed at optimizing both customer experience and profitability for the bank
• To execute an effective relationship management strategy in line with overall SME Banking Strategy of leading with transactional banking
• Ensure that close personal attention is given to provide a full array of customized financial solutions and services tailored to meet the growth needs and potential of the portfolio
• To grow and maintain a portfolio of high value SME Banking relationships by performing a proactive and value adding portfolio management
• Achievement of financial and non-financial targets for the portfolio

Relationship management and service delivery

• Apply discretion to act on client instructions within defined mandate and escalates where applicable (client requests the RM may act on the request if within allocated mandate).
• Conduct ongoing client reviews and ensures effective client service and delivery of own portfolio financial objectives.
• Continuously source relevant market information and key trends in which clients operate, to enable proactive information sharing with the client and the rest of the team.
• Correctly inform client of credit application information requirements in line with the relevant loan application check list.
• Educate customers with regards to lending application processes (e.g., vehicle finance, home loans, overdraft, credit card, cash, etc.), credit maintenance processes (e.g. annual reviews) and account conduct expectations (e.g., minimum account balances, provision for debit orders and cheque payments, etc.).
• Ensure a deep understanding of the client requirements through regular & documented value-adding interactions with clients.
• Ensure that all clients in the portfolio meet the segmentation criteria as per defined parameters.
• Ensure the necessary indemnities are in place to receive instructions from the specific client via email or telephone.
• Formulate solutions on how to respond to a client’s needs and requirements accordingly (e.g. a client is experiencing a cash flow problem and the jobholder need to perform a full review on available current financial statements, potential payments which are due to the client, etc. and make suggestions on how to accommodate the client over a certain period, until the cash flow problem has been resolved. Determine affordability, refer to Credit if outside of the client’s estimated risk limit).
• Frequently source feedback from the client on their experience and service levels and address areas of concern, as a matter of priority in collaboration with appropriate business units.
• Identify and rectify revenue leakage for own portfolio.
• Raise, manage and follow up on queries to ensure the client is provided with constant feedback and that queries are resolved within agreed SLAs.  Escalate all SLA failures timeously to minimise client impact, repetition of similar incidents and reputation to the bank.

Lending support and risk management

• • Prepare and submit quality credit applications for evaluation and/or approval by Credit, where required or oversees the preparation of credit applications by the credit analysts & Conducts credit reviews as and when required.

• Structure and customise credit loan facility options to suit client requirements whilst effectively communicating the parameters and qualifying criteria of said facilities.

• Based on a client credit profile, make recommendations on how to structure future lending facilities for clients.
• Conduct adequate due diligence at deal inception to minimise credit provisions and ensure sustainable bankability of all assets.
• Proactively anticipate negative impact on portfolio influenced by market conditions; natural causes (e.g., drought, floods etc); changes in legislation; and macroeconomic conditions.
• Timely notification of credit decision/s in regard to approval or decline of loan facility requests with clear explanation of reasons for decline and terms and conditions for approvals.
• Manage and control client exposure and securities held to contain concentration risk within own portfolio.
• Explore alternative solutions in the event of declined facilities from Credit where feasible and motivates for arbitration where necessary.
• Plan and implement annual reviews for the portfolio
• Explaining and structuring/customising credit loan facility options, parameters and qualifying criteria
• Support customers in the completion of credit application information requirements eg financial statements and management accounts.
• Notify clients regards approvals and declines of credit application

• Identify new business opportunities and expands opportunities across existing client base, in order to achieve defined financial budgets for the allocated portfolio, through optimal growth of assets and liabilities, transactional, margin management and revenue streams in line with agreed targets.
• Responsible for maintaining a healthy link between the Balance Sheet and Income Statement by managing the agreed margins at which facilities are made available to clients in the portfolio.
• Adhere to required compliance, legislative, regulatory, requirements pre, post, during client onboarding.
• Adhere to sound account management principles for optimal credit portfolio management execution (for instance reduced excesses, unauthorised overdrawn accounts and overdue reviews).
• Analyse, identify and recommend adaption of operational procedures to minimise risk.
• Educate customers regarding the value of using self-service digital and non-digital channels channels (For instance online Banking, ATMs and Mobile Banking, BOA-Pay) to empower customers and minimise ad-hoc service requests.
• Proactively drives review process of existing facilities ensuring consistently, thorough and timely evaluation of all existing facilities.
• Detects and evaluates shifts or changes in key parameters in a business relationship or industry and evaluates the implications of such changes on continued business dealings.
• Analyse information received from client and the client’s performance. Establish reasons for risk exposure in excess of credit facilities; evaluate these in relation to business risk parameters.

People Management

• Responsible for inspiring, motivating, leading and managing the relationship management team

• Creates an environment where learning and development are emphasised and valued

• Takes a personal responsibility for coaching and mentoring of Assistant the relationship manager

• Effectively delegates authority and responsibility, in line with business objectives, to ensure the empowerment, motivation and effectiveness of direct reports

• Ensures that poor performance is managed effectively through performance management principles of the bank

• Monitors and manages the performance and development of the staff including one on one feedback sessions and performance reviews

• At least 4 years’ practical sales and credit experience with proven results
• Management experience of individual projects and project portfolio ideally working with Financial Services.
• Strong interpersonal skills and a good team player.
• Good business acumen
• Great leadership and Communication skills
• Willingness to travel for stakeholder meetings, regulatory consultations, and operational reviews as needed.
• High ethical standards and a commitment to the values of the Bank.
• Utmost professional integrity.