Relationship Manager - Corporate Banking

Summary

Retain, grow and acquire a portfolio of Corporate Banking clients in order to contribute to the strategic business priorities of profitable volume growth. Cross-sell, up sell and retain existing business clients. Manage client portfolio of borrowing and non-borrowing accounts ensuring effective relationship management. Meet financial objectives related to the profitable growth and retention of individual assigned portfolio in the growth segment of business accounts.

Responsibilities

• • Develop individual market and sales plans in order to acquire new clients.
• • Build, advance and actively replenish a pipeline of prospective clients in order to achieve new client acquisition goal.
• • Develop needs-based sales strategies with input from appropriate company partners for all clients and prospects in order to create or increase revenue, client profitability and client loyalty.
• • Use sales enablers including targeted prospecting and pre-call planning tools in client interactions.
• • Price business and collect fees within prescribed guidelines, maintaining a balance of sales results, portfolio profitability and relationship building.
• • Maintain an ongoing sales pipeline with a minimum aggregate value and number of clients.
• • In conjunction with the Credit Solutions Manager, conduct financial analysis and recommendation of terms, conditions, pricing and covenants.
• • Prepare credit applications in tandem with the Credit Solutions Manager.
• • Ensure prompt follow-up for acceptance of the authorization and react swiftly to any problems, amendments, extensions, reporting to senior management where necessary.
• • Build and maintain a market profile in the assigned market area with both internal and external contacts.
• • Ensure any and all support from other departments of the Bank on fulfillment, client portfolio monitoring and servicing are completed.
• • Complete credit reviews, where applicable, in association with the Credit Solutions Manager within the appropriate timeframe.
• • Complete the satisfactory monthly Relationship Manager Portfolio Activity Log inclusive of documented action plans.
• • Monitor portfolio and take appropriate and immediate action to correct instances where unavoidable lending excesses occur or where collateral is deemed “out of order”.
• • Perform other job-related duties assigned from time to time.

Required Skills

• • Good networking and interpersonal skills.
• • Analytical skills and ability to assess lending risks.
• • A general knowledge of the assigned market areas, key industries and competitive positioning within the assigned market area.
• • An understanding of the commercial bank’s objectives, thorough knowledge of segment, strategies, structures, as well as its lending and deposit products and services.
• • Thorough knowledge of the Banking Act 1992, the Banking Amendment Act 1997 and the BOJ Regulations regarding Credit Classification, Provisioning and Non-accrual Requirements.
• • Knowledge of and ability to exercise best contemporary management and supervisory practices including handling difficult team members.
• • Ability to be persuasive in marketing the Bank’s products and services.
• • Strong knowledge of the Bank’s commercial lending and deposit products and services.
• • Demonstrated success with business development activities including prospects and referrals.
• • Knowledge of computer applications used by the Bank.

Qualifications

• • Bachelor’s Degree in Management Studies, Finance or Economics from a recognized tertiary institution.
• • A minimum of five (5) years’ working experience in the Banking industry.
• • At least 5 years’ working experience in general credit including corporate lending and loan administration.
• • A thorough knowledge of the Corporate and commercial banking marketplace in Jamaica.

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