Senior Relationship Manager at Zambia National Commercial Bank

Zambia National Commercial Bank Plc (Zanaco) is inviting applications from suitably qualified and experienced individuals for the following job aimed at contributing to the Bank’s strategic vision, in the Commercial Division under the Global Corporates Department to be based at Head Office:-

SENIOR RELATIONSHIP MANAGER

JOB PURPOSE

The Senior Relationship Manager will manage relationships in the Global Corporate portfolio under the supervision and guidance of the Head – Global Corporates and will be responsible for the smooth running of each account.

Under the supervision of the Head Global Corporates the following are among the Job Key Responsibilities:-

• Assist Head Global Corporates with product knowledge and market research.

• Act as a principal point of contact in the absence of Head Global corporates.

• Attain targeted sales goals, performance targets and customer net promoter score and ensure no loss of valued corporate relationships.

• Review account plans for all networked customers with a view to enhancing business volumes and earnings.

• Conduct joint calls with product partners with emphasis on cross selling (Trade, Treasury and transaction products) to increase wallet share for the Bank and refer potential clients of the Bank for Commercial and Agric and Retail.

• Conduct regular review of portfolio performance per account.

• Collate all action points raised in call reports, track and drive each action to its conclusion.

• Establish an effective sales call cycle for key customers, partners and contacts and update the “deal pipeline”.

• Assist in the communication and implementation of any action necessary to improve service in respect of complaints/compliments received.

• Identify and implement marketing strategies to develop existing portfolio and development of new opportunities to drive pipeline growth and deal execution.

• Understand customer needs and provide them with products and services to achieve business objectives.

• Provide support in structuring propositions to maximize business opportunities of an acceptable quality.

• Monitoring performance of all accounts and credit facilities in the portfolio and manage the loan book within parameters set by risk management.

• Negotiate terms and conditions and prepare credit applications for new and renewal of loan facilities for corporate clients.

• Present and defend credit applications in the Management Credit Committee sittings/meetings.

• Complete the wallet size for clients timely & appropriate file all client calls, client communications, internal memos, credit papers on the assigned portfolio and initiate all credit processes (extensions, excesses full briefs, annual reviews) in a timely manner

• Preparation of the credit appraisal and performance of all necessary due diligence procedures for clients seeking credit.

• Assess risk and business strategies of the portfolio and ensure compliance with regulatory requirements.

• Any other duties as assigned by management

INTERNAL/EXTERNAL CONTACT

• External: Existing / prospective customers, Officials of regulatory bodies e.g. BOZ– for compliance and market information.

• Internal: All Divisions.

QUALIFICATIONS AND EXPERIENCE

• Grade 12 Credit or above mandatory in Mathematics and English and any other three subjects.

• Degree in Economics, Business Administration and any Finance related field of study.

• Minimum Experience: At least five (5) years in a related role particularly in a corporate sales environment.

• Working knowledge of financial products and services.

• Fluency in Mandarin is an added advantage

JOB CORE COMPETENCIES

• Verbal and written communication

• Good interpersonal skills

• Drive for results

• Negotiation skills

• Presentation skills

• Analytical thinking & Problem Solving

• Teamwork

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