Relationship Officer – Corporate Banking

MAIN ACTIVITIES

Sales & Business Development Support

• Work with the Relationship Managers to grow the business through product volume, new client acquisition and increase the number of products held per client.
• Develop and implement client strategies in conjunction with product partners and relevant parties to identify the right product and service opportunities.
• Cultivate existing relationships, understand and anticipate clients’ needs as well as identify incremental sales opportunities.
• Visit and assess possible needs for the client or cross selling opportunities and provision of financial solutions and ensure value chain maximization; prepare & attach a call report for the client .i.e. post visit analysis of the client.
• Assist the Relationship Manager(s) in handling the administrative part of managing client relationships.
• Maintain product knowledge and work closely with the product team in crafting tailor–made solutions according to customer’s needs.
• Obtain all account opening and required documentation from the customers in order to support all customer transactions and applications.
• Act as backup for Relationship Managers during their absence (Client and business query resolutions).
• Support in Hit Lists maintenance of potential clients in the relevant sector as well as sanitization of the hit lists in liaison with the relevant stakeholders.
• Wallet Sizing – review positions with existing clients/institutions with an aim of cross selling and mining all potential available business.
• Participate in sales planning initiatives and design appropriate relationship plans to generate new business throughout marketing calls, promotions and presentations.

Maintain Quality Loan Book

• Obtain all the necessary documents for a thorough analysis of a facility request as per the bank’s lending manual & credit policy.
• Comprehensively analyze the account statistics for the last one year and ensure the credit proposals have been well analyzed and presented by liaising with the Credit team and product technical teams.
• In liaison with the potential/existing corporate client and RMs, do customer visits prior to completing the Loan application.
• Respond as appropriate to the actionable points based on the analysis of the account plans.
• Present the completed loan application to the Credit Committee and obtain its approval/decline.
• Monitor the progress on perfection of securities and ensure that the perfection of securities has been done correctly; the correct amounts have been charged, where necessary, the property has been insured against all perils for the full amount and the Bank’s interest is noted in the insurance documents.
• Confirm that all the conditions have been met by the client and complete the compliance certificate.
• Focus on portfolio growth in assets and liabilities and cross selling of other Bank’s products.
• Advise the customer on the status of their credit applications via an appropriate letter of offer/letter of reject.

Credit Administration and Audit

• Follow through of the credit application from the proposal stage to disbursement.
• Follow up on closing of outstanding covenants and advise the credit analysts appropriately.
• Ensuring the portfolio under management remains of good quality and as per the bank’s credit policy.
• Daily verifying that each client under the portfolio is within the limit/no arrears positions and there are no signs of development of ‘hardcore’ position in case of overdrafts. Ensure pre-approval of excesses is obtained.
• Promptly advise the Remedial Credit Unit clients that require their attention before the position gets from bad to worse.
• Monitor to ensure correct interest rates are marked to avoid income leakage.
• Keep abreast with the developments in the international markets, banking industry in general and particularly the industry/sector in which each of the clients operates and relate it to the client’s business.
• Obtain status reports on the client, directors, guarantors if any, suppliers etc.
• Make regular customer visits and ascertain the level of activities, stocks, etc.
• Obtain and analyse annual/management reports on annual/quarterly basis
• Strict adherence to all regulations, statutes, standards, practices and all internal processes and procedures as per the relevant manuals and comply with all relevant external legislation and regulations with regard to Compliance requirements.

Portfolio Monitoring and Control:                                                                

• Effectively and efficiently manage the Department Credit Administration (PAR, Excess, and Collateral).
• Interrogation of the account plans to ensure all leads identified are closed.
• Attend and participate in the daily morning huddle for the team to drive business and focus on opportunity
• Follow up and coordinate with analysts on all facility requests and all other department requests presented to them for approval.
• Monitoring of the Departmental loans PAR to maintain a low PAR of not more than 3% on a weekly trend 
• Prepare and give responses on Corporate PAR on behalf of the Department for Early Alert Meetings.
• Ensure clients are advised on renewal of overdraft limit expiry dates to ensure timely review of overdraft limits at least 3 months prior to expiry. 
• Ensure all Fees and Commission are recovered and correct interest rates are maintained to avoid income leakage
• Ensure offer letters and all security documents are obtained and correct.
• Ensure there is proper filing and documentation on the credit files.
• Preparation of response to audit report, in charge of department audit review and implementation to ensure the department maintains a rate not lower than satisfactory.
• Managing the portfolio in compliance to Bank’s policies on KYC, AML and prudential guidelines.
• Ensure the covenants highlighted in approval conditions are adhered to consistently.
• Strict adherence to all regulations, statutes, standards, practices and all internal processes and procedures as per the relevant manuals and comply with all relevant external legislation and regulations with regard to Compliance requirements.
• Ensure that as a staff you actively contribute to the department/division attaining a “Satisfactory” rating in both internal and external audit by performing your role to the required standards and adhering to all internal processes and procedures as per relevant manuals, policies and regulations of the Bank.
• Ensure that all risk management requirements within your remit are addressed and where necessary escalated through the available.

Customer Experience                                                                                 

• Make a follow up of the issues raised/captured under the call report with the customer/person/relevant department.
• Ensure that customers enjoy quality service. 
• Ensure non-investigative queries are responded to within the same day.
• Investigative client queries should be handled within 48 hours with a final or holding response
• Ensure a focused efficient and effective customer service framework which will increase the flow of business from existing customers and generate business from new customers.
• Make regular customer visits, to keep abreast of their activities.
• Provide excellent customer service and assist to open new accounts for clients and maintain necessary documents for all operations and maintain effective relationships with clients.
• Maintain knowledge of all bank products, credit standards, services and trends to provide efficient customer service.

Risk & Compliance

• Contributes to the flow of staff communications, by attending regular staff meetings – morning huddles and weekly progress meetings;
• Adherence to dress code, code of conduct and HR policies and procedures and follows laid down grievance and disciplinary procedure to ensure a conducive work environment;
• Monitor and ensure compliance of facility covenants to ensure performance and profitability;
• Provide regular call reports for all facilities to enhance our Monitoring & Evaluation;
• Monitor service delivery to bank customers to ensure high levels of efficiency and effectiveness;
• Work closely with risk and compliance units to ensure effective controls to mitigate against operational and business risks;
• Ensure implementation and compliance with operational policies and procedures, AML/CFT Policies;
• Compliance to the Environmental Social Management (ESM) policy and procedure in day to day business.

DECISION-MAKING AUTHORITY

• The RO in their course of work, make regular client visits to review business requirements, assessing assets and securities held or offered and obtaining related financial documents to be able to put forward any borrowing requests from clients and making recommendations for consideration by approving authorities; 
• The RO is charged with conducting reviews and renewals of existing portfolio managed relationships for Banking Facilities and any banking service requirements and making recommendations for consideration by approving authorities;
• Processing ad-hoc/additional/new requests/excesses under managed portfolio and making recommendations for consideration by approving authorities.

ACADEMIC BACKGROUND

• At least 4 years’ experience in banking with at least 2 years in sales and business development.
• Sound knowledge of Business Banking/SME products, services and processes together with exposure in retail banking branch operations.

SKILLS & COMPETENCIES

PROFESSIONAL CERTIFICATION

• Diploma in Banking – AKIB (added advantage)

HOW TO APPLY  Fill in the job application form below.