Chief - Business Banking

Summary

Reporting to the Managing Director, the role is a rich, multi-faceted combination of strategy, management and hands-on commercial responsibility. The Chief of Business Banking is responsible for leading a team of relationship managers to deliver tailored financial services and products including development financing loans, credit lines, investment strategies and financial consulting to address members’ needs and achieve the unit’s strategic objectives. The incumbent will leverage the JN Group’s existing client base and products, collaborating with subsidiary Managing Directors to generate sales and revenue for JN Bank and JN Group subsidiaries. He/she will be fully focused on the following key results areas: Ø Customer Relationship Management & Lead Generation to both existing and new customers within the private and public sectors. Ø Business Origination and Revenue Generation achieving targeted annual loan, sales and revenue targets based on the organization’s goals. Ø Credit Analysis and Risk Management ensuring regulatory compliance and adherence to internal policies and risk appetite. To achieve this, the role will embrace the use of all technology platforms and will involve working with various stakeholders from Credit, Marketing, Sales, Cyber Security, and Compliance.

Responsibilities

The Head of Merchant Acquiring and Credit Card Sales will be required to:

• Origination and Revenue Generation:

  • • Continually review the marketplace, conducting research and needs assessments to identify business opportunities.
  • • Source/originate new clients and foster high quality business opportunities with existing clients through proactive idea generation and prospecting.
  • • Identify customer needs and recommend solutions to address these needs, such as financing, streamlining of cash management operations, and developing foreign currency solutions.
  • • Maximize customers’ financial value while driving revenue growth through providing financial solutions such as loans, deposits and cross-selling all applicable bank and Group services.
  • • Using a diagnostic approach, support clients’ strategic and business planning processes, providing advice and consultation on financial needs and services.

• Customer Relationship Management:

  • • Efficiently manage a portfolio of corporate clients, providing world-class relationship management and top-quality risk control.
  • • Develop an intimate knowledge of all customers in assigned portfolio, coordinating all aspects of the relationships and providing high-quality customer experience.
  • • Provide a consultancy-based approach to customers, leveraging the expertise of the relationship management team members as needed.
  • • Prepare credit applications and recommendations for adjudication.
  • • Ensure appropriate specialists and partners are engaged in the unit and briefed and equipped to handle clients’ business, key needs and on-going requirements.
  • • Oversee all credit aspects of the relationship including annual reviews, early problem recognition and remedial management.

• Credit Assessment and Maintenance:

  • • Develop and maintain a working knowledge of the clients’ company, industry and regulatory issues, impacting economic/political trends and client requirements to develop appropriate credit solutions.
  • • Analyze client requests, prepare and submit credit applications containing complete and detailed financial analysis to support requests for new and/or increased credit facilities.
  • • Conduct and assess business risk, credit and financial analysis both for existing clients and for new financing opportunities and prospected clients and ensure the adherence to the Bank’s AML and KYC standards.
  • • Expand a portfolio of accounts with varying/complex financial needs with the objective of revenue growth and good credit quality in line with the bank’s credit standards, policies and processes.

• General Management:

  • • Appropriately assess risk when business decisions are made, demonstrating consideration for the firm's reputation and safeguarding the bank, its clients and assets, by driving compliance with applicable laws, rules and regulations, adhering to policy.
  • • Apply sound ethical judgment regarding personal behavior, conduct and business practices, and escalating, managing and reporting control issues with transparency.
  • • Oversee a team of business relationship officers ensuring a culture of excellence in customer service and operational efficiency.
  • • Streamline the operations of unit for maximum efficiency and client experience.

Desired Traits and Characteristics

• • An outstanding high achiever, with a proven track record of improving business performance.
• • Entrepreneurial, with an excellent understanding of the risk/reward relationship and the ability to leverage knowledge of industry trends and regulatory frameworks to assess and anticipate members’ needs.
• • Adept at building and motivating high-performing teams, with first class customer service delivery ingrained in his/her work ethics.

Required Skills

• • Excellent leadership and influencing skills.
• • Talent development and performance management skills with the ability to foster a collaborative work environment.
• • Demonstrated business development, networking and prospecting skills.
• • Client relationship management skills with the ability to manage complex or strategically important client/stakeholder/partner relationships.
• • Strong credit and financial statement analysis capabilities.
• • Market research/analysis and business intelligence skills including the design of market research, market gaps and competitor analysis.
• • Foresighting skills with the ability to anticipate changing circumstances and barriers to stakeholder engagement and the ability to minimize these.

Qualifications

• • Post Graduate Degree in Management Studies, Business Administration, Finance, Economics or equivalent.
• • At least 6 years’ experience at the management level with responsibility for a major functional area such as Retail or Corporate/Commercial Sales.
• • Comprehensive knowledge of lending practices, credit analytics and financial modelling.
• • Proven expertise in risk assessment and valuation.
• • Superior interpersonal skills to negotiate and work effectively with customers across varied business segments.
• • In-depth experience with product development and enhancing sales processes.
• • Working knowledge of savings and mortgage policies, procedures and practices.
• • Thorough knowledge of the Banking Services Act 2014, the Banking Amendment Act 1997 and the BOJ Regulations.
• • Working knowledge of the Data Protection Act.

Additional Information and Instructions

Interested applicants are invited to apply by uploading a cover letter and current résumé as one document: G. Andre Latty - Executive, Group People and Culture 75 Knutsford Boulevard, Kingston 5, Jamaica W.I. CLOSING DATE FOR APPLICATIONS: APRIL 6, 2025 We thank all candidates for responding, however, only those short-listed will be contacted *Current JN Group employees who refer a candidate hired for this role will be eligible for an incentive! Send referrals to talentacquisition@jngroup.com.

About Jamaica National Bank Limited

JN Bank, a member company in the JN Group, is the third largest bank in Jamaica. We are 100 percent Jamaican-owned with a member base of over 1 million people worldwide and assets totalling $257B. We are a bold and courageous financial institution dedicated to financial inclusion and using business as a force for good. We will always help you find a way, go where no one has gone before to facilitate extraordinary life experiences, create wealth and sustain long-term value…. that’s our promise!

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