Job Description

The Relationship Manager is responsible and accountable for originating Flow business within a sector. This activity can be for new prospective clients and for existing clients through origination and cross-sell banking solutions. They are responsible for originating flow business within the allocated clients as part of a cross-functional team.

Responsibilities:

The ideal candidate will fulfil the role of a Relationship Manager, with the following Key Performance Requirements on Clients:

Client Strategy Execution

In conjunction with the cross-functional team, implements the strategy for Flow activities 

Must understand client Flow needs 

Must understand sector and client value drivers

Participates in design sessions with all client interfacing teams in the Client Group, IBD, Markets & Transact business units and provides insights from the voice of the client 

Contribute with relevant data & insights at the periodic strategy review & revision sessions led by the ICG Head/Senior Relationship Manager who has overall accountability for the client 

Escalation contacts for Client Service issues in Flow activity 

Holds the product houses accountable to solve services issues for clients within a reasonable period (doesn’t solve the issue themselves)

Craft client strategy plans on acquiring new Flow activity and contribute to the broader client strategy crafted by ICG Head/ Senior Relationship Manager 

Retain and penetrate existing clients across other products within Flow

Ensure seamless end to end process for clients in delivering new Flow solutions to them

Manage pricing negotiations with clients in relation for Flow activity

Drive Flow profitability across clients allocated

Build strong client relationships with key senior executives within their client portfolio who are responsible for awarding Flow business

Strong Flow product knowledge and expertise

Account Management Framework & Client Action Planning

Participates in the Client Action Planning process for clients they are directly responsible for within assigned sector portfolio as part of a cross-functional team

Ensure on-going monitoring of the client which may include annual credit and pricing reviews, covenant requirements, allocation, and review of facilities

Accountable for ad-hoc and annual client pricing

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, client satisfaction (internal and external) and retention

Flow Business Origination/Business Development

Formulating annual strategies with Senior Relationship Manager for the allocated client portfolio and new business for Flow activities 

End-to-end management of the Flow sales process, anticipating client needs and responding with innovative solutions to client’s emerging needs 

Ensures MIS information is accurate and reflects the converted opportunities

Data Analytics & Insights Generation

Excel, PowerPoint, and Word proficiency 

Work with data inputs e.g., MIS, Call Reports and Client Action Plan to build origination and growth projection models that are integrated and forward looking

Client Relationship System adoption and call report discipline

Financial Performance Management

Delivers targets of Flow activity for client in portfolio (e.g., revenue growth, profitability, cross sell, retention, conversion, satisfaction, etc.) 

Reviews overall client & sector performance and defines plans to optimize performance across all Flow product offering 

Risk Aware / Management

Manage and anticipate risk that may arise through our Flow activity with clients: AML, Credit, Exchange control risks, covenants adherence.

Qualification:

Candidate should have a relevant graduate degree and at least 5 -10 years of work experience preferably having worked in commercial or corporate banking and is interested in working in a small team environment with a high degree of client contact.

Experience:

Candidate should have relevant experience in financial sector client base – Banks and non-bank financial institutions including:

Sound knowledge of general banking products and industry specific knowledge. 

Experience in customer acquisition/ sales, retention of designated client portfolio.

Strong communication skills, conceptual thinking coupled with strong analytical capability is required. 

Report writing skills as well as presentation skills are essential. A high level of proficiency with 

MS-Word, MS-Excel and MS-Power Point is required. 

Candidate must also have strong research capabilities and must be able to perform company and sector related research with the ability to analyse the financial statements of companies. 

Candidate should be self-motivated to take on multiple tasks, should enjoy working in a constantly changing environment, have strong attention to details, interact well with others and enjoy working within a team-based environment.  

General Competencies:

Strong Interpersonal and networking skills

Relationship Management

Excellent presentation, written and oral communication skills

Analytical and problem-solving skills 

Proactivity and flexibility 

Customer focus (internal and external customers)

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Job Details

Take note that applications will not be accepted on the below date and onwards, kindly submit applications ahead of the closing date indicated below.

06/01/25

All appointments will be made in line with FirstRand Group’s Employment Equity plan. The Bank supports the recruitment and advancement of individuals with disabilities. In order for us to fulfill this purpose, candidates can disclose their disability information on a voluntary basis. The Bank will keep this information confidential unless we are required by law to disclose this information to other parties.