Relationship Manager at Stanbic IBTC Bank

Stanbic IBTC Bank is the largest bank in Africa and our highly visible brand, award-winning service, and strong global presence helps us maintain our market-leading position. We place huge value on the talent of our people to drive our continued success, and to support our plans for growth. We now need a talented and resourceful Relationship Manager to help us fulfil our business objectives and build customer loyalty.

Job Position: Relationship Manager, VAF Portfolio Sales, Vehicle & Asset Finance Sales

Job ID: 9255

Job Description

• To execute vehicle and asset finance (VAF) sales opportunities within the Supplier channel, in order to achieve the desired targets and build and manage effective relationships.
• This job focuses on portfolio relationship management of a supplier base requiring development and maintenance of strong relationships to ensure VAF obtain their chosen and required share of the supplier business
• The position augments the overall VAF strategy and critically enhances new business opportunities from previously untapped channels.)

Key responsibilities

• Achievement of market share (relative to dealer and supplier).
• Turnover (new business payout).
• Achievement of margin and ROE targets.
• Effective credit risk management.
• Number of deals (new business payouts).
• Non-funded income (cross sales/insurance products and fees).
• Achievement of Fleet sales (where applicable).
• Cost management.
• Effective people management.
• Take-up rate (as per channel / segment).
• CSI - Customer Satisfaction Index.
• DSI - Dealer Satisfaction Index.

Key performance measures
Sales and financial targets as per Balance Scorecard and annual budgets:

• Profitable Growth In Portfolio Sales
• Attains new business targets specifically allocated to the Supplier channel. 
• Achieves targets in line with ROEs, by driving and securing quality business priced for risk.
• Proactively identifies and develops business potential..
• Gathers and submits information about competitor activity and market developments.
• Maximises bank profitability and ensures value add to customers through cross-selling, specifically focusing on non-funded income and acquisition opportunities.
• Number and quality of leads written
• Portfolio profitability measured by contribution

Service & Sales Management

• Services and sells to existing and potential customers through the use of effective service and sales management and the marketing of VAF products.
• Grows new customer base by networking, cold calling and effective sales and service tactics.
• Cross-sells VAF’s insurance products as well as maximises fees recovered on the portfolio to the extent that profits are maximised and customers’ needs are met.
• Interacts with clients to obtain and analyse financial material, e.g. debtors’ lists; management accounts; cash-flow budgets; in terms of agreed covenants.
• Assists with related queries, where possible, and facilitates when specialist advice is required.
• Ensures effective presentations and proposals to customers with the aim of growing the portfolio.
• Ensures successful retention of existing customers in assigned portfolio by strengthening and expanding relationships.
• This is achieved by intimately understanding the customer’s business requirements and servicing their financial needs with regards to asset financing.
• Conducts ongoing and accurate territory and portfolio analysis to identify business potential and ensures that this forms the basis of service and call programmes.
• Tracks and manages sales targets and budgets.
• Mines (i.e. investigates and understands) customer’s portfolio data to identify opportunitis for additional facilities.
• Maintains ongoing knowledge of portfolio performance to ensure corrective actions can be taken early.
• Prepares and motivates Business Application Committee (BAC) and  Credit Committee papers when applicable.

Other

• Customer satisfaction index
• Customer retention
• Risk: Quality of business measured by % nonperforming loans (joint accountability with Credit)
• Quality of call reports and annual reviews
• Quality of Credit documentation
• Internal process
• Successful implementation of internal systems and Projects
• Audit/ compliance rating around your core area.
• Data integrity

Required Skills and Qualifications

• Experience  Minimum of 5 years work experience in a business related role with banking / finance preferred.
• 3 to 5 years in a high pressurised sales and/or relationship management environment.
• Previous portfolio relationship management experience (3 - 5 years in total) as a Business Manager and/or Relationship Manager managing a portfolio in the VAF business environment is preferable. This experience provides an understanding of how businesses operate, as well as understanding the business risks, industry risks and financial requirements pertaining to the commercial market.
• Experience in a financial services environment and a customer facing environment.
• A minimum of 6 months previous working experience in Credit is preferable to gain practical exposure to lending principles and to establish credible relationships.

Qualifications

• Bachelor Degree (Accounting and/or Mathematics/ Business/Finance or Commerce).
• A Post Graduate financial qualification is an advantage.

Required Competencies

• Problem solving, planning and decision making Problem solving
• Applies industry knowledge, an understanding of business and financial risks, as well as product knowledge, pricing and taxation, to analyse complex customer needs and proactively formulate creative and constructive solutions, extrapolated along the lines of accepted policy and legislation, to meet sophisticated financial requirements not encountered before.
• This requires substantial learning and past experience in a Relationship Manager role to critically evaluate and assess many complex and diverse variables (such as consolidated balance sheets, inter-company loans and borrowings, complex industry and market dynamics, cash flows, playability and the productive value of property etc.) to generate feasible financial solutions for the future.
• Thinks laterally to creatively adapt leverage and customise multiple and innovative solutions that go beyond the standard product range or previous solutions, to provide value add for the client and the bank, within the parameters of Credit.

Planning

• Plans portfolio sales and service tactics in line with the VAF value proposition to meet and maximise relationship growth and portfolio profitability targets. Sets goals, priorities and service standards to achieve new business acquisition, portfolio expansion and retention targets.

Decision making

• Is required to operate independently under managerial direction (rather than control) within portfolio, broad policy and procedural parameters. May go outside of established methods to reach given objectives but will always remain within accepted broad policy guidelines.
• The Relationship Manager exercises a controlling impact on the results of the portfolio managed and is likely to be the most influential person in the financial solutions and advisory team, although Credit’s decision in terms of sanctioning loans is final and the Credit/ VAF Banking Management team can veto the incumbent’s viewpoint.

Knowledge 

• Knowledge of banking and credit practices, principles, credit applications, securities and balance sheet requirements.
• Knowledge of current legislation i.e. Companies Act, Consumer Protection Act, Financial Advisory and Intermediary Services Act (FAIS) and the Financial Intelligence Centre Act (FICA).
• Industry sector knowledge (financial services).
• Strong knowledge of credit principles and practices, including an understanding of credit application, securities and balance sheet requirements.
• Knowledge of the various asset classes, industries and sectors to ensure informed decision making, effective applications and solutions provided.

Personal competencies Personal competencies

•  Strong negotiation and conflict management skills to create a cooperative and collaborative working environment where conflict is defused and managed.
• Must display excellent verbal communication and public speaking skills - proven ability to communicate with impact when conducting presentations and road shows.
• Analytical: Identifies and analyses patterns and trends, sees the relationship between cause and effect, has an enquiring mind.
• Forward planning: Prepares well in advance, enjoys setting targets, and plans activities
• Observant: Alert, is quick to identify potential opportunities, notices the details of situations and is in touch with the local environment.
• Conceptual: Enjoys the complex and the abstract, intellectually curious.
• Critical: Good at probing the facts, challenges assumptions, sees disadvantages.
• Innovative: Generates ideas, shows ingenuity and thinks up solutions, creates opportunities for others to innovate.
• Highly numerate/ Data rational: Is good with numerical data, operates on facts, enjoys assessing and measuring.
• Results orientated: Strongly motivated to compete and achieve impressive results, strives to improve, has a “can do” attitude and enjoys challenges
• Change Orientated: Accepts and adapts to change, enjoys doing new things, seeks variety, prefers novelty to routine
• Team orientated: Enjoys working in a team, is supportive of and patient with others.

Application Closing Date
13th July, 2012

How To Apply
Interested and qualified candidates should:
Click here to apply online