SENIOR RELATIONSHIP MANAGER WANTED AT ZANACO
Zambia National Commercial Bank Plc (Zanaco) is inviting applications from suitably qualified and experienced individuals for the following jobs aimed at contributing to the Bank’s strategic vision, in the Commercial Division under the Corporate Banking Department in the Institutional Banking Section situated at Head Office and in Kitwe:-
SENIOR RELATIONSHIP MANAGER (X3) – HEAD OFFICE (X2); KITWE (X1)
JOB PURPOSE
Coordinate the sales efforts for liabilities & assets; extensively market low cost liabilities and identify suitable assets for on-boarding. Collaborate with GTS staff to ensure proposals and tenders have IB input and are submitted timely. To ensure and track implementation of solutions with product teams – GTS, Treasury, Scheme loans etc. – within the agreed turnaround time. To maximise revenue from the relationships across the portfolio by cross selling products and solutions that increase wallet share as well as track action points contained in call reports to their logical conclusion.
Under the supervision of the Head – Institutional Banking, the following are among the job’s key responsibilities:-
Originate, maintain and develop relationships in corporate market and or more in the specifically defined portfolio so as to attract and retain cheap liabilities
Prepare Call Planning, Call Reports & Tracking Templates and update the “deal pipeline”
Complete the wallet size for clients timely & appropriate file all client calls, client communications, internal memos, credit papers on the assigned portfolio.
Timely initiate all credit processes (extensions, excesses full briefs, annual reviews)
Proactively initiate all credit proposes and obtain appropriate approvals Coordinate post approval actions of credit facilities for the Unit
Cross Sell Trade, Treasury & GTS products and refer potential clients of the Bank for SMEs, Agric and Retail
Assist Head – Institutional Banking (IB) with product knowledge and market research (Desk top)
Manage a corporate loan book within parameters provided by Risk Management
Negotiate terms and conditions and prepare information pack for Corporate Credit to prepare credit applications for new and renewal of loan facilities for IB clients
Present and defend IB credit applications in the Credit Committee
Attend regular meetings with customers, product teams and other internal stakeholders
Track and coordinate the implementation of transaction banking solutions to customers
Act as a principal point of contact in the absence of Head – Institutional Banking (IB) & Director Corporate Banking
Introduce new business to Head – Institutional Banking (IB)
Assist the Head – Institutional Banking (IB) s’ business development activities, business planning, customer acquisition and strategy, business research and marketing
Collate all action points raised in call reports and track and drive each action to its conclusion. This is an integral part of the role
Assist in the communication and implementation of any action necessary to improve service in respect of complaints/compliments received
Jointly work with Corporate Credit & Risk on credit issues with a view of implementing the Zanaco credit processes (Early Alert, Watch List & Provisioning) with the objective of minimal default by proactively restructuring to avoid default where necessary
Appraise Head, Institutional Banking of any appropriate market information
Identification and onboarding of new customers
Incremental business and/or new solutions to existing customers
Development and implementation of the sales strategy
Assists in coordinating the implementation of Institutional Banking customers
Assists in coordinating End to End post approval activities
Ensuring that there is no income leakage in the unit
INTERNAL/EXTERNAL CONTACT
External: Existing and prospective customers, Government officials, Chamber of commerce, officials of regulatory bodies for compliance and market information, competitors
Internal: All Divisions
QUALIFICATIONS AND EXPERIENCE
Minimum 5 Credits Grade 12 Certificate including Mathematics and English
University Degree in Economics, Business Administration, Social Sciences and any Finance related field of study
At least three (5) years in a related role particularly in a corporate sales environment
Working knowledge of financial products and services
Demonstrated selling, negotiation and communication skills
Demonstrated sound knowledge of PowerPoint and presentation skills
JOB CORE COMPETENCIES
Excellent verbal and written communication skills
Excellent social/interpersonal skills
Delighting customers
Networking/Liaison
Persuading and selling
Attention to detail
Drive for results
Analytical thinking
Team work
APPLICATTION PROCEDURE
All applications must have an application/cover letter and detailed curriculum vitae indicating the position being applied for in the subject line and should be sent by email to vacancies@zanaco.co.zm no later than Monday, 5th December 2016.
Kindly note that you do not need to send us copies of your qualification certificates at this point.
ONLY SHORTLISTED APPLICANTS WILL BE COMMUNICATED TO.
THE CHIEF HUMAN RESOURCE & TRAINING OFFICER
HUMAN RESOURCES AND TRAINING DIVISION
ZAMABIA NATIONAL COMMERCIAL BANK PLC
HEAD OFFICE
P.O.BOX 33611
LUSAKA
SENIOR RELATIONSHIP MANAGER (X3) – HEAD OFFICE (X2); KITWE (X1)
JOB PURPOSE
Coordinate the sales efforts for liabilities & assets; extensively market low cost liabilities and identify suitable assets for on-boarding. Collaborate with GTS staff to ensure proposals and tenders have IB input and are submitted timely. To ensure and track implementation of solutions with product teams – GTS, Treasury, Scheme loans etc. – within the agreed turnaround time. To maximise revenue from the relationships across the portfolio by cross selling products and solutions that increase wallet share as well as track action points contained in call reports to their logical conclusion.
Under the supervision of the Head – Institutional Banking, the following are among the job’s key responsibilities:-
Originate, maintain and develop relationships in corporate market and or more in the specifically defined portfolio so as to attract and retain cheap liabilities
Prepare Call Planning, Call Reports & Tracking Templates and update the “deal pipeline”
Complete the wallet size for clients timely & appropriate file all client calls, client communications, internal memos, credit papers on the assigned portfolio.
Timely initiate all credit processes (extensions, excesses full briefs, annual reviews)
Proactively initiate all credit proposes and obtain appropriate approvals Coordinate post approval actions of credit facilities for the Unit
Cross Sell Trade, Treasury & GTS products and refer potential clients of the Bank for SMEs, Agric and Retail
Assist Head – Institutional Banking (IB) with product knowledge and market research (Desk top)
Manage a corporate loan book within parameters provided by Risk Management
Negotiate terms and conditions and prepare information pack for Corporate Credit to prepare credit applications for new and renewal of loan facilities for IB clients
Present and defend IB credit applications in the Credit Committee
Attend regular meetings with customers, product teams and other internal stakeholders
Track and coordinate the implementation of transaction banking solutions to customers
Act as a principal point of contact in the absence of Head – Institutional Banking (IB) & Director Corporate Banking
Introduce new business to Head – Institutional Banking (IB)
Assist the Head – Institutional Banking (IB) s’ business development activities, business planning, customer acquisition and strategy, business research and marketing
Collate all action points raised in call reports and track and drive each action to its conclusion. This is an integral part of the role
Assist in the communication and implementation of any action necessary to improve service in respect of complaints/compliments received
Jointly work with Corporate Credit & Risk on credit issues with a view of implementing the Zanaco credit processes (Early Alert, Watch List & Provisioning) with the objective of minimal default by proactively restructuring to avoid default where necessary
Appraise Head, Institutional Banking of any appropriate market information
Identification and onboarding of new customers
Incremental business and/or new solutions to existing customers
Development and implementation of the sales strategy
Assists in coordinating the implementation of Institutional Banking customers
Assists in coordinating End to End post approval activities
Ensuring that there is no income leakage in the unit
INTERNAL/EXTERNAL CONTACT
External: Existing and prospective customers, Government officials, Chamber of commerce, officials of regulatory bodies for compliance and market information, competitors
Internal: All Divisions
QUALIFICATIONS AND EXPERIENCE
Minimum 5 Credits Grade 12 Certificate including Mathematics and English
University Degree in Economics, Business Administration, Social Sciences and any Finance related field of study
At least three (5) years in a related role particularly in a corporate sales environment
Working knowledge of financial products and services
Demonstrated selling, negotiation and communication skills
Demonstrated sound knowledge of PowerPoint and presentation skills
JOB CORE COMPETENCIES
Excellent verbal and written communication skills
Excellent social/interpersonal skills
Delighting customers
Networking/Liaison
Persuading and selling
Attention to detail
Drive for results
Analytical thinking
Team work
APPLICATTION PROCEDURE
All applications must have an application/cover letter and detailed curriculum vitae indicating the position being applied for in the subject line and should be sent by email to vacancies@zanaco.co.zm no later than Monday, 5th December 2016.
Kindly note that you do not need to send us copies of your qualification certificates at this point.
ONLY SHORTLISTED APPLICANTS WILL BE COMMUNICATED TO.
THE CHIEF HUMAN RESOURCE & TRAINING OFFICER
HUMAN RESOURCES AND TRAINING DIVISION
ZAMABIA NATIONAL COMMERCIAL BANK PLC
HEAD OFFICE
P.O.BOX 33611
LUSAKA
