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Relationship Manager – Financial Institutions Sector (NBFI’s).

Top tier Investment Bank

This is a Front-Office-Roles position in Johannesburg posted March 18, 2014.

Our client is looking for a Relationship Manager for their Coverage Group to cover Domestic Financial Institutions sector (often referred to as NBFI’s or Non-Bank Financial Institutions).

To originate business and identify opportunities to cross-sell for our client and the broader Group in line with shareholders’ strategic objectives
Management of portfolio:

• Set targets for the portfolio in line with product pricing;
• Plan strategic objective for the portfolio;
• Manage opportunity tracking tool;
• Communicate client interactions and feedback to stakeholders with regards to client developments through call reports and face-to-face discussions;
• Initiate client scoping sessions to gain client insights;
• Initiate brainstorming sessions to identify opportunities across the group and manage action items thereof;
• Create innovative solutions for specific product areas;
• Interrogate and manage MIS data to minimize revenue leakage on a continuous basis;
• Proactively manage credit facilities to ensure adequate limits are in place;
• Manage working capital on behalf of clients;
• Source new business in adherence with coverage disciplines i.e. sales campaigns, CAPS, Opportunity Tracker;
• Make cold calls in order to originate business to grow the portfolio;
• Manage escalated unresolved client issues;
• Manage complex relationships within support areas to ensure best outcome for both the client and the bank.

Effective internal and external stakeholder relationship management:

• Build and maintain strong working relationships with all stakeholders, displaying excellent abilities to initiate dialogue and listen, advise, influence, negotiate;
• Initiate meetings with key stakeholders to track progress, manage expectations and ensure stakeholders’ needs are met;
• Ensure client expectations are met or exceeded;
• Use influence and negotiation to achieve win-win outcomes;
• Proactively communicate and share information and encourage discussion and debate (share successes and highlight challenges).

Effective teamwork, self-management and alignment with group values:

• Continually drive and model values;
• Create brand presence for oneself;
• Follow through to ensure that personal quality and productivity standards are consistently and accurately maintained;
• Make an effort to stay relevant and up-to-date with legislation, new developments etc.;
• Take ownership and accountability for tasks and activities and demonstrate effective self-management;
• Maintain a positive attitude and respond openly to feedback;
• Handle stress in ways that do not negatively impact others;
• Continually share, debate and communicate learnings;
• Be proactive in anticipating potential problems and continually monitor progress to ensure small details are not missed;
• Challenge with conviction.

Education and Qualifications:

• Minimum Bachelor’s Degree preferably in Business.

Experience:

• Minimum 7 – 10 years in a similar role and relevant industry;
• Ability to negotiate and influence across all levels including senior stakeholders;
• Strong verbal and written communication;
• Flexibility and drive;
• Driver’s license;
• Self-starter;
• Good working legal and credit knowledge;
• Corporate and Investment banking knowledge, including products not specifically offered within CIB
• Financial Acumen;
• Ability to work under pressure;
• Sound presentation, facilitation and negotiation skills;
• Ability to make cold calls;
• Proven track record in converting opportunities into revenue generation;
• Manage risk in portfolio through proactive credit, collateral and excess management;
• Ability to unearth client needs and match them to appropriate banking solutions;
• Understanding of pricing tools to strategically price clients balancing revenue targets and client retention imperatives.

Technical Pre-requisite:

• Proficient in Microsoft Office.

Competencies:

• Problem Solving;
• Drive and Results Orientation;
• Customer Service Orientation;
• Persuasiveness / Selling Skills;
• Commercial and Financial Acumen;

Contact – terry@capitaltalent.co.za

Skills Required

  • RelationshipswithInstitutionalClients

How to Apply

Please apply online, or forward a copy of your resume to terry@capitaltalent.co.za