Role Overview
The Relationship Manager – Liabilities is responsible for developing and nurturing strategic relationships with corporate clients to ensure the Bank maximizes customer wallet size, deposit mobilization, non-funded income, and liability growth while managing operational and credit risks.
Key Responsibilities
- Develop and nurture strategic relationships with clients to ensure that the Bank maximizes the business potential / wallet size of the customer.
- Continually recommend improvements and adaptations to existing systems, processes, and structures to ensure current and future viability of client relationships.
- Acquire new corporate-level clients while continuously monitoring and nurturing relationships to ensure satisfaction with the Bank’s services and solutions.
- Develop and package winning value propositions targeting major relationships with high potential for cheap deposits, quality assets, non-funded revenues, and wide value chain/ecosystems.
- Identify key contacts and Key Business Influencers within clients' businesses and foster relationships to gather strategic information regarding business objectives, opportunities, and threats.
- Develop an intimate understanding of the client’s industry and business, analyzing their modus operandi, management practices, and market conditions affecting long-term sustainability.
- Introduce specialist skills on specific products and product mix at the appropriate time and level to create solutions that effectively satisfy client needs.
- Initiate and monitor customer/Bank contact at all levels, ensuring clients enjoy the highest standards of service.
- Proactively monitor markets and pre-empt risks for both the Bank and the client through timely identification of potential problem accounts and formulating risk mitigation strategies.
- Keep abreast of market developments, targeting projects carried out by National and County Governments, Parastatals, and private sector Corporates to onboard them and their ecosystems.
- Scope for and onboard collections business and main operations accounts from cash-rich corporates in the assigned region.
- Fully activate Salesforce effectiveness through comprehensive account plans, deal pipelines, customer visits, call reports (DILO), and accelerated conversions to meet signed KPIs.
Desired Qualifications and Skills
- A Bachelor’s degree in a Business-related field: Marketing, Economics, Business Administration, Finance, Accounting, or any other relevant field from a recognized university.
- A minimum of 3 years’ experience as a Relationship Manager managing corporate and institutional clients.
- Knowledge of various bank products and services, including those under development.
- Knowledgeable in Trade Finance transactions and associated processes with experience in corporate lending, especially to state-owned institutions.
- Excellent understanding of credit, business, and industry-associated risk profiles across diverse industries.
- Analytical and presentation skills for pitching proposals, responding to Requests for Proposals (RFPs), and preparing credit applications.
- Solid awareness in operational risk and quality while driving service excellence.
- Good knowledge of financial institutions and professional bodies.
