Relationship Manager - Corporate Banking

Job Title: Relationship Manager - Corporate Banking

About the Role:

We are seeking a suitable candidate for Relationship Manager - Corporate Banking to join our Corporate Banking team in the capacity of Retain, grow and acquire a portfolio of Corporate Banking clients in order to contribute to the strategic business priorities of profitable volume growth; Cross-sell, up sell and retain existing business clients; Manage client portfolio of borrowing and non-borrowing accounts ensuring effective relationship management; Meet financial objectives related to the profitable growth and retention of individual assigned portfolio in the growth segment of business accounts.

Key Responsibilities:

• Develop individual market and sales plans in order to acquire new clients.
• Build, advance and actively replenish a pipeline of prospective clients in order to achieve new client acquisition goal.
• Develop needs-based sales strategies with input from appropriate company partners for all clients and prospects in order to create or increase revenue, client profitability and client loyalty.
• Use sales enablers including targeted prospecting and pre-call planning tools in client interactions.
• Price business and collect fees within prescribed guidelines, maintaining a balance of sales results, portfolio profitability and relationship building.
• Maintain an ongoing sales pipeline with a minimum aggregate value and number of clients.
• In conjunction with the Credit Solutions Manager, conduct financial analysis and recommendation of terms, conditions, pricing and covenants.
• Prepare credit applications in tandem with the Credit Solutions Manager.
• Ensure prompt follow-up for acceptance of the authorization and react swiftly to any problems, amendments, extensions, reporting to senior management where necessary.
• Build and maintain a market profile in the assigned market area with both internal and external contacts.
• Ensure any and all support from other departments of the Bank on fulfillment, client portfolio monitoring and servicing are completed.
• Complete credit reviews, where applicable, in association with the Credit Solutions Manager within the appropriate timeframe.
• Complete the satisfactory monthly Relationship Manager Portfolio Activity Log inclusive of documented action plans.
• Monitor portfolio and take appropriate and immediate action to correct instances where unavoidable lending excesses occur or where collateral is deemed out of order.
• Perform other job-related duties assigned from time to time.

Required Qualifications:

• Bachelors Degree in Management Studies, Finance or Economics from a recognized tertiary institution.
• A minimum of five (5) years working experience in the Banking industry.
• At least 5 years working experience in general credit including corporate lending and loan administration.
• A thorough knowledge of the Corporate and commercial banking marketplace in Jamaica.
• Good networking and interpersonal skills.
• Analytical skills and ability to assess lending risks.
• A general knowledge of the assigned market areas, key industries and competitive positioning within the assigned market area.
• An understanding of the commercial banks objectives, thorough knowledge of segment, strategies, structures, as well as its lending and deposit products and services.
• Analytical skills and ability to assess lending risks.
• Thorough knowledge of the Banking Act 1992, the Banking Amendment Act 1997 and the BOJ Regulations regarding Credit Classification, Provisioning and Non-accrual Requirements.
• Knowledge of and ability to exercise best contemporary management and supervisory practices including handling difficult team members.
• Ability to be persuasive in marketing the Banks products and services.
• Strong knowledge of the Banks commercial lending and deposit products and services.
• Demonstrated success with business development activities including prospects and referrals.
• Knowledge of computer applications used by the Bank