Fabricator

Lead and manage a team of Relationship Managers to acquire and nurture client relationships by offering bank's products and services to achieve financial and non-financial business objectives. The role holder will develop, implement & monitor a strategy for the unit along with the Head of Elite to ensure key objectives and milestones are met during the year. Also responsible to maintain quality of the portfolio and improving the service quality of the Elite Segment.

The role is a key enabler, ensuring & proactively managing the requirements of the team on all fronts such as (but not limited to) training & development, clear processes & guidelines, availability of suitable products & services and active engagement with key stakeholders such as (business performance, compliance, credit, product teams etc.)

Qualifications

Supervision of Subordinates

• Drives the Relationship Managers and mentors them towards client acquisition and sales of investment solutions.
• Conducts regular huddles with sales staff and daily sales reviews.
• Works closely with and provides guidance to the sales team throughout the sales process from client opportunity planning, client meetings, proposal preparation and negotiation, and ultimately deal close ensuring an efficient process.
• Organises and supervises the activities and work of subordinates to ensure that all work within the section is carried out in an efficient manner which is consistent with operating procedures and policy.
• Monitors calling activity and diary check for appointments.
• Provides on-the-job training and constructive feedback to subordinates to support their overall development
• Identify sales staff for training, and manages staff issues including hiring and exits
• Co-manages key client relationships and ensures best services standards at all times
• Ensures treatment of clients is fair and suitable products are marketed to clients in a transparent manner
• Scans competition on a regular basis
• Motivates and encourages team for superior performance

Customer Acquisition :

• Achieves monthly acquisition volume in the assigned geographical territory and monitors productively targets.
• Prepares a structured calling program to identify business opportunities and explore customer needs with the aim of matching the bank’s products.
• Develops and manages the intermediary channel in assigned territory (intermediary channel partners, business consultants) for referring new and quality business to the bank.
• Monitors the business operating environment with respect to market trends, interest rates, asset and liabilities positions, trade volume, credit facilities etc. on an on-going basis.
• Improves quality of submissions.

Relationship Management :

• Monitors performance of the team and ensures achieving sales and retention level targets.
• Maintains and enhances relationships with key customer accounts and prospective customers to ensure business continuity and growth.
• Expands share of wallet from key clients.
• Monitors the performance of all accounts assigned to the Relationship Managers on an on-going basis.
• Provides regular updates to Head of Elite (Region) on performance of the accounts and on key market thrusts.
• Ensures that the quality of the portfolio is maintained by reviewing all proposals, identifying and assessing all risk inherent in credit exposures.
• Analyses the client’s financial statements, management practices etc. to assess the credit risk for the client and ensure that the credit quality of the portfolio is not compromised.
• Recommends rejects or approves credit facilities, within prescribed limits, after a comprehensive analysis.
• Ensures provision of high quality and timely service to clients.

Internal Collaboration :

• Develops service level targets and manages the coordination of the section with other departments to meet client service expectations.
• Engages with key stakeholders including Credit, Operations, Technology, Branches, etc. to deliver timely and effective level of client experience to our clients.

People Management Responsibilities :

• Defines goals and key performance indicators for each member of the team and ensure effective implementation of the FAB performance management process.
• Develops talent within the team by providing guidance and coaching to achieve the defined goals.
• Ensures continuity for clients & business