Senior Relationship Officer – Chinese Business

1. Selling

With focus on the Chinese business which include-FMCGs, Manufacturers, Processors, Contractors, Energy, Importers etc.

• Establish credibility and overall profitability for the bank and the client by providing qualified leads to the relevant areas within the bank e.g treasury, project finance, Trade Finance, Working Capital, Assets etc.

• Generate business from new & existing clients, through strategic penetration into identified market/ sectors across the entire portfolio spectrum, while managing profitability of client portfolio in line with the credit policy.

• Drive business through developing a strong network.
• Identify champions within the client’s ecosystem and foster relationships to ensure that the bank obtains leading edge information about the client’s business objectives, opportunities and threats.
• Create and periodically update customer databases for potential and existing customers and recommend financial solutions based on customer value line with set targets.

2. Business Acumen and Market Understanding

• Utilise information management systems and processes to pre-empt selling opportunities and threats to clients and the bank.
• Continuously provide information to ensure that the products and services of the bank meet the needs of the client.

3. Strategic focus

• Understand the overall strategy of Centenary bank and how the strategy of Chinese business supports the bank business
• Continuously recommend improvements, adaptations to the existing systems, Processes and structures to ensure current and future viability of corporate banking

Develop and nurtures strategic partnerships with the clients to ensure that the strategy, business objectives of the client and the bank are achieved.

4. Customer Relationship Management

• Ensure provision of high quality and timely service to clients by attending to client requests and maintaining a direct interface with clients. through direct visits/phone/mail etc.
• Maintain and enhance existing customer relationships and attract prospective customers to ensure business continuity and growth.
• Manage and grow an assigned portfolio of clients, promote corporate products and services, and identify business development opportunities to grow market share.
• Manage the assigned portfolio and ensure that the different processes are in line with the bank standards of quality and profitability.
• Attend to customer complaints, escalate as per procedures, and follow up till resolution.

5. Performance and coaching

• Ensure that the Commercial banking team is up to date with the clients’ existing business, possible opportunities and preferences
• Provide coaching to other team members.

6. Client monitoring

• Monitor the performance of the client’s accounts (financial performance etc.) on a regular basis or through the daily Monitoring Reports, identify deviations and take corrective actions.
• Identify barriers to business development that emanate from sales and service delivery dissatisfaction and develop strategies to overcome these problems with the relevant members of the team and the client.

7. Risk, control and compliance

• Conduct Know Your Customer (KYC) as per defined procedures and compliance requirements.
• Proactively and timely identification of potential problem accounts and formulate appropriate risk mitigating strategies
• Ensure compliance to law and regulations in all dealings with the clients.
• Analyse and report potential fraudulent transactions as per internal policies and regulations.
• Keep proper records in terms of local financial legislation and regulatory requirements.

8. Research and Market Information

• Keep abreast of the best practices and updates in the sector (economic context/national & international) to continuously improve service and operational efficiency.

• University Degree in related field.

• 3 years’ experience in managing a portfolio in a corporate business environment.
• Sales track record in a financial services industry.
• Comprehensive credit and risk management experience
• Good understanding of the Chinese language.
• Chinese national is an added advantage.

• Financial Management skills
• Interpersonal Skills.
• Communication and relationship development Skills
• Analytical skills
• Product Knowledge
• Financial and business acumen
• Delivering Customer Expectations
• Formulating Concepts and Strategies
• Leading and Supervising
• Relating and Networking
• Writing and Reporting