Relationship Manager, Commercial Banking at Stanbic IBTC Bank - Lagos

Job Title: Relationship Manager, Commercial Banking - Lagos

Job ID: 12546
Location: Lagos, Nigeria

Position Description
To grow and retain a portfolio of commercial banking relationships by performing both a pro- and re-active value adding role to those customers, ensuring that appropriate personal attention is given to customers and that the customers are provided with products, services and advice that meet their needs

Required Skills and Qualifications
Problem solving, planning and decision making

Problem solving

• Apply industry knowledge, an understanding of business and financial risks, as well as product knowledge, pricing and taxation, to analyse 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.
• 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 Focus value proposition to meet and maximise relationship growth and portfolio profitability targets. Set 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, although Credit’s decision in terms of sanctioning loans is final and the Credit Management team can veto the incumbent’s viewpoint.

Required Competencies
Knowledge, experience and personal competencies

Knowledge

• Relevant business related tertiary qualification with experience
• Years of experience – 3 years plus
• Strong numerical skills and financial acumen to analyse, evaluate and identify trends in complex consolidated financial statements, balance sheets and ratios.
• A sound understanding of cash - flow cycles pertaining to the industry being analysed.
• A good knowledge of financial spreadsheet applications (e.g. Excel) to capture and analyse financial data.
• Good knowledge of general banking practices and procedures.
• A good understanding of the principles and practices of business economics and the current business economic environment.
• A good current knowledge of different industry sectors and sector risk profiles/ trends; this includes an understanding of the impact of climactic conditions on the agricultural market (if there are agric clients in the portfolio).
• A thorough knowledge of multi-level products available to commercial banking customers (features & benefits) and pricing structures.
• A good knowledge of financial investment options, vehicle and asset finance and electronic banking options for lead generation purposes.
• Good knowledge of Personal Banking product offerings.
• A good knowledge of competitor offerings and structures.
• A sound knowledge and understanding of Credit principles and practices, including an understanding of credit application, securities and balance sheet requirements.
• A strong working knowledge of the terms and conditions of multiple legal entities (companies, close corporations, sole proprietorships etc.) in the commercial market and the legislative restrictions & requirements governing these from a financial services perspective.
• Sound understanding of current taxation laws as they apply to the portfolio of customers.
• Negotiation skills.
• A good working knowledge of administration processes and procedures pertaining to Commercial Banking transactions.
• Excellent verbal and written communication skills.
• Knowledge of how to use the Group Reference Guide to access/ look up relevant information.

Experience

• Previous portfolio relationship management experience (3 - 6 years) 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.
• Previous working experience in Credit is preferable to gain practical exposure to lending principles and to establish credible relationships.

Personal competencies

• Highly numerate/ Data rational: Is good with numerical data, operates on facts, enjoys assessing and measuring.
• Inquisitive and curious: is keen to understand and learn about all facets of the Business client, which also encompasses the Macro and Micro Economic environment.
• Socially Confident: Self-assured, enjoys meeting people, creates a good impression in social situations, is good with words and knows what to say (even when communicating disagreeable information).
• Persuasive: Enjoys selling and negotiating, changes the opinions of others, is convincing with arguments.
• Conceptual: Enjoys the complex and the abstract, intellectually curious.
• Analytical: Identifies and analyses patterns and trends, sees the relationship between cause and effect, has an enquiring mind.
• Critical: Good at probing the facts, challenges assumptions, sees disadvantages.
• Observant: Is quick to identify potential opportunities, notices the details of situations and is in touch with the local environment.
• Innovative: Generates ideas, shows ingenuity and thinks up solutions.
• Forward planning: Prepares well in advance, enjoys setting targets, plans activities.
• Controlling: Takes the lead, directs, manages, supervises and organizes others.
• Systematic: Likes to get every detail right, methodical and organized, precise, accurate, neat and tidy with paperwork.
• Resilient: Maintains enthusiasm despite set backs, is rarely upset by criticism, and is emotionally restrained.
• Displays empathy and helpfulness towards others.

Drive

• Active: Energetic, vigorous, enjoys being out & about.
• Results orientated: Strongly motivated to compete and achieve impressive results, strives to improve, has a “can do” attitude and enjoys challenges.

Knowledge Competencies

Business Knowledge and Contribution
Risk Management –Project Management –People Management Financial Management –Change Management - Knowledge Management –

Inter – personal Competencies
Delivering Results –Serving Our Customers –Communicating with Impact Working in teams Building Relationships –Leadership –

Personal Competencies
Being Pro – Active –Resilience –Problem Solving Style –Acting with Integrity Empowering