Senior Relationship Manager Commercial

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 Commercial & Agriculture Banking Department to be based on the Copperbelt – Kitwe:-

Job Purpose

• Responsible for overseeing the building and maintaining customer relationships, maximising business levels, service and profit performance in the assigned Commercial Banking portfolio whilst maintaining the portfolio within acceptable risk levels.
• The role holder is also responsible for supporting the Head Commercial Banking in the development and implementation of the commercial banking strategy and customer service and risk mitigation strategies as well as supervising the relationship managers in his/her region to ensure effective performance.

Under the supervision of the Head – Commercial Banking the following are among the Job Key Responsibilities:-

• Provide input into the development of the Commercial Banking strategy/strategies in liaison with the Head Commercial Banking.
• Ensure that all work activities are aligned to the Commercial Banking strategy and plans.
• Comprehensively assess client products and requirements and develop proposals for value addition and service provision along the full value chain of client products and services so as to increase the client’s profitability.
• Provide advisory services and support for clients by setting up relevant alliances and networks with key partners to increase client profitability.
• Develop and maintain a healthy client and deal pipeline and achieve expected pipeline conversion rates within assigned region.
• Participate actively in business development meetings by updating business on new developments regarding challenges, and opportunities existing in our business.
• Generate proposals to increase the value of the Commercial Banking portfolio through the identification of new products, potential alliances and leveraging off Bank product and service capabilities.
• Maintain and grow customer relationships and identify opportunities in those relationships for ZANACO and to work on those opportunities to their successful conclusion.
• Identify business requirements in respect of the product and solution requirements needed to satisfy Commercial Banking customer needs and requirements.
• Perform regular customer visits and keep abreast with developments in various markets and industries that Commercial Banking customers operate in.
• Market the Bank’s products which include short term loans, cash advance, offshore facilities, guarantees, trade finance services etc.
• Cross-sell the banks products to Commercial banking clients in liaison with other business units.
• Maintain the portfolio of customers within acceptable risk parameters.
• Adhere to risk and compliance requirements.
• To maintain a healthy constant touch with Commercial Banking clients and ensure their mandates/requests to the bank are actioned on time so as to build client loyalty and first to mind banker of choice status.
• Receive, respond to and resolve customer complaints.
• Achieve desired returns on capital and growth targets with regard to the Commercial banking within assigned portfolio.
• Monitor regional portfolio performance to ensure liability and income target achievement.
• Provide input into the Commercial banking budget and ensure effective management, cost reduction and increased profitability.
• Ensure conversion of client/deal pipelines in line with targets.
• Perform up to date financial analysis on customer businesses and do regular assessments of business and management risk on customers.
• Adhere to the Bank’s Credit Policy Framework on all customer accounts.
• Achieve better than required impairment levels.
• Define the targets and responsibilities of direct reports.
• Manage and implement the performance contracts of all relationship managers.
• Internal/External Contact
• External: Commercial Banking clients
• Internal: All Divisions

Qualifications And Experience

• Grade 12 Credit or above mandatory in Mathematics and English and any other three subjects.
• A University Degree in relevant subject
• At least five (5) years banking experience/ or related field
• Credit origination skills
• Relationship management
• Stakeholder management
• Sales skills
• Demonstrated complaint handling and resolution skills

Job Core Competencies

• Verbal and written communication
• Delighting customers
• Networking/Liaison
• Persuading and selling
• Drive for results
• Analytical thinking
• Team work

How to Apply

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: