The role of the Senior Relationship Manager, Institutional Banking involves the management of business development activities from prospecting, acquisition, and retention of corporate banking customers along various business lines, focusing on both volumes and incomes. The incumbent reports directly to the Head of Institutional Banking.
Key Responsibilities
Strategy & Business Development (55%)
- Implement the Institutional Banking Unit strategy in line with the overall Bank’s Strategy; to ensure achievement of profitability targets through growth of assets, deposits, revenue maximization, and prudent cost management for the assigned Sector.
- Drive sustainable growth through the delivery of innovative and customized financial solutions to meet identified customer needs.
- Build and maintain productive and strategic relations with customers, suppliers, line manager, and stakeholders to drive the development and delivery of business solutions and revenue growth for the specific sectors or portfolio.
- Ensure strong cross-selling of existing and new products to existing and new clients; and in this process, maintain effective liaison with all relevant business units in the bank.
- Champion the delivery of consistent, seamless, and trusted customer service to ensure customer retention and loyalty.
- Maintain a detailed and current understanding of the industry (at a macro, sector specific, current market structures, regulatory requirements, and issues) to ensure that opportunities are realized and risks mitigated.
- Ensure timely submission of quality credit proposals in conformity with the Credit Policy guidelines and requirements.
- Maintain a strong pipeline for business development and prepare account plans for all customers under the portfolio.
- Maintain a good quality of assigned portfolio within stipulated Non-Performing Loans (NPL) and Portfolio at Risk (PAR) parameters.
- Ensure timely preparation of relevant reports and daily monitoring of accounts to ensure facilities have accurate interest rates and are within the approved limits. Ensure that all the covenants set in the facility documents are met and take remedial actions in line with policy where there is any breach.
Compliance (20%)
- Ensure compliance with both internal and external regulatory requirements.
- Ensure compliance with the Bank’s policies, procedures, and regulatory requirements.
- Work closely with risk and compliance units to ensure effective controls to mitigate business risks associated with institutional banking.
- Develop and continuously review business operational policies and procedures ensuring their compliance.
- Ensure strict compliance with the various local laws, jurisdictions, bank risk standards, and custodial services policy guide as regulated by RBA & CMA.
Human Resources (20%)
- Oversee management of the assigned team.
- Develop career growth and personal development plan for team members.
- Assess the training needs analysis for team members to be incorporated into the overall departmental training plan.
- Lead, motivate, and continuously develop a credible high performing team.
Other (5%)
- Safeguard and promote the bank’s image with the public.
Key Relationships
Direct Reports to this Position
- Relationship Manager
- Assistant Relationship Manager
Customers of this Position:
- Branch Managers
- Business Development Team
- Credit Risk and Monitoring
Key Experience and Competencies
Knowledge, Skills, and Experience required for this Role:
- Business graduate (BA/BSc/HND) from an accredited University.
- At least 5 years’ experience in Corporate Banking is required.
- Professional Qualifications (CPA, ACCA, CFA, AKIB) are an added advantage.
- Master’s Degree in Finance or a Business-Related Field is an added advantage.
Competencies Required for this Role:
- Dynamic, analytical, and self-driven individual with the ability to work under pressure.
- A passion for performance, team player, and achievement in a competitive and dynamic environment.
- Excellent selling, presentation, and negotiation skills.
- Strong networking skills.
- Commercial awareness and customer focus.
- Ability to close deals and pitch customers on offerings in the Bank and Group.
