Job description

Manage a set of existing Small Enterprise (SE) relationships and originate new SE relationships in business communities around branch locations to achieve assigned financial and non-financial objectives by meeting borrowing and non-borrowing needs of customers in target segments (borrowers, transactors, 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 and up-selling/deep-selling/cross-selling other bank products, and seamlessly take over new relationships originated by DS and relationships downgraded by ME team using the defined customer on-boarding procedure. Constantly identify opportunities to upgrade customers to ME category by identifying customer needs and profiling. Be responsible for the quality and soundness of the assigned SE portfolio, including KYC reviews, monitoring for due diligence, and anti money laundering procedures. Improve share of wallet and target to be the primary bank for each relationship in the assigned portfolio; enhance relationship revenue from existing borrowing and non-borrowing accounts by cross-selling the complete range of banking products. Assume complete ownership of customer relationship management for the assigned portfolio, provide superior customer service, conduct annual/periodic credit facility reviews in the existing portfolio in a timely manner, and recommend appropriate credit facilities in line with the bank’s credit policy to maximize earnings while containing risks to an acceptable level and identifying candidates for downgrades/upgrades. Follow up and monitor assigned relationships to ensure satisfactory account conduct and early rectification of credit-related issues. Implement and maintain complete control aspects including documentation, periodical client visits/call reports, stock inspections, and formal credit checks/informal market feedback to monitor the assigned portfolio effectively, and maintain acceptable portfolio quality. Screen the market for NTB opportunities, liaise between internal and external advisors to ensure precision of agreements, develop the on-the-job learning curve of SSO to enable them to grow professionally, 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 as set out by the bank, update the branch manager and regional SE manager on a regular/weekly basis for better controls on sales and relationship management, and regularly upgrade existing SE customers to the ME segment by offering need-based solutions per client profile and requirements. Qualifications include banking sales and service experience with proven relationship management qualities, advanced vocational know-how of the subject matter (credit, trade, operating system, legal), excellent communication and negotiation skills, at least 4 years of relevant banking experience in local or international markets, and MBA/CA or adequate relevant experience for regular graduates, with a positive attitude, strong work ethic, and teamwork.