Institutional Client Group Relationship Manager at Rand Merchant Bank (RMB)

Job Title: Institutional Client Group Relationship Manager

Location: Lagos

Job Type: Full-time

About Rand Merchant Bank (RMB):

Rand Merchant Bank (RMB), a division of FirstRand Bank Limited, is a leading African corporate and investment bank and part of one of the largest financial services groups in Africa. We offer our clients innovative, value-added advisory, funding, trading, corporate banking, and principal investing solutions.

Job Description:

To initiate and enable new business origination and to initiate and maintain strategic client relationships for the allocated sector clients to enable improved Company profitability, market share and competitive positioning

Build and maintain professional working relationships with all stakeholders, displaying excellent abilities to initiate dialogue listen advise influence and negotiate to achieve win-win outcomes
Initiate meetings with key stakeholders to track progress manage expectations and ensure stakeholders requirements are delivered
Preserve relationships despite airing conflicting views and seek mutual gains when addressing conflicts
Anticipate consequences and adapt problem solving based on continual feedback
Act speedily to resolve problems queries and complaints
Adapt communication styles to meet the needs of different audiences
Set targets for the portfolio in line with product pricing
Plan strategic objective for the portfolio
Manage opportunity tracking tool
Communicate client interactions and feedback to stakeholders with regards to client developments
Initiate client scoping sessions to gain client insights
Initiate brainstorming sessions to identify opportunities across the group and manage action items thereof
Create innovative solutions for specific product areas Interrogate and manage MIS data to minimise revenue leakage on a continuous basis
Proactively manage credit facilities to ensure adequate limits are in place
Manage working capital on behalf of clients
Source new business in adherence with coverage disciplines, i.e., sales campaigns, liabilities, cash, CAPS, Opportunity Tracker
Make cold calls in order to originate business to grow the portfolio
Manage escalated unresolved client issues
Manage complex relationships within support areas to ensure best outcome for both the client and the bank
Understand the alignment of Company and Business
Unit strategic objectives in relation to the broader First Rand Group strategies
Understand the range of product and solution offerings provided by the Business units and align Client Action Plans to Company and BU origination and client growth drivers
Establish and maintain relationships with business partners to strengthen collaborative working relations to improve the effective and efficient execution of Client and Sector objectives in line with business requirements
Contribute to the attainment of the Coverage budget by formulating annual strategies for the allocated client portfolio and new business
Display an in-depth knowledge of relevant systems and interdependencies between these systems
Work with data inputs, e.g., MIS, call reports, Opportunity Tracker and Client Action Plan, to build origination and growth projection models that are integrated and forward-looking
Manage multi-disciplinary projects to ensure successful deployment of origination, implementation and retention initiatives
Assess effectiveness of Relationship Management outputs and stakeholder engagement by measuring changes in revenue generation, qualified leads, internal and external client satisfaction and retention
Continually drive and model RMBs values
Create brand presence for oneself
Follow through to ensure that personal quality and productivity standards are consistently and accurately maintained
Make an effort to stay relevant and up-to-date with legislation, new developments etc
Take ownership and accountability for tasks and activities and demonstrate effective self-management
Maintain a positive attitude and respond openly to feedback
Handle stress in ways that do not negatively impact others
Continually share, debate and communicate learnings
Be proactive in anticipating potential problems and continually monitor progress to ensure small details are not missed
Challenge with conviction
Understand and execute on the needs, demands, perceptions and banking behaviours of allocated client portfolio to ensure that the engagement and solutioning approach is deliberate
Manage the development of client relationships by implementing and improving tactics that recognise client life-cycle, satisfaction and retention, including the co-ordination and deployment of specialist product and strategy partners to client as required
Ensure on-going monitoring of the client, which may include annual credit and pricing reviews, covenant requirements, allocation and review of facilities
Support and enable collegial performance by ensuring an environment of knowledge-sharing, feedback and inclusion