Senior Relationship Manager, Business Banking

JOB SUMMARY
Key Responsibilities

• RM is responsible for origination and would work closely with Acquirer and CSM in on boarding clients, deepening relationships, and driving revenue growth. 
• RM is responsible for post deal account maintenance and managing the risk associated with the portfolio. 
• Oversee CSM who has the responsibility for post transactional activities and the CA for credit related activities.

Business

• Drive deepening activities with high-value or high potential clients with full range of BC products, continuous analytics support, and collaboration with Business Specialists.
• Meet clients when required (i.e. once a month) 
• Acquire and activate new clients referred from ETB clients directly to Business Clients RM/Team
• Maintain integrity of clients’ credit portfolio through monitoring, early action and remediation actions

Processes

• Relationship deepening by proactively reaching out to & engaging with high value Business Clients & “Hidden larger Businesses” as per the mandated protocols
• Acquiring from ETB client referrals (MGM)
• On boarding clients on Business working capital (BWC) proposition.
• Supporting the client on any client-initiated needs
• Delivering on transactions, service requests, Mobile/Web training
• Updating CDD/ AML
• Managing Client’s credit situation

People & Talent 

• Work close with CA and CSM to make sure the credit files are complete and up to date
• Attend various internal or external sales/ non sales meetings like ASTAR, CAT, MTM calls, Portfolio Review Meeting and convene the consortium meetings where we are the lead bank. 
• Maintain record of Confidentiality Agreement (Sales Team Leader to maintain file & copies will also be held by signatories to the agreement) 
• Provides feedback to management and internal departments regarding customer service quality, product issues, customer complaints etc.

Risk Management

• Ensure adherence to risk management, both reputational and operational.
• Ensure you remain alert to the risk of money laundering and assist in the bank’s efforts in combating it by adhering to the key principles in relation to: -
• Identifying your customer, knowing your customer, reporting suspicions, safeguarding records, and not disclosing suspicions to customers.
• Ensure you remain alert to the risk of money laundering and assist in the Bank’ efforts in combating it by adhering to the key principles in relation to identifying your customer, knowing your customer, reporting suspicions, safeguarding records, and not disclosing suspicions to customers

Governance 

• Ensure adherence to the Risk Management Framework, Group Code of Conduct and various Policies, Procedures and Guidelines of the Bank by the Business Banking, Relationship team.

Regulatory & Business Conduct 

• Display exemplary conduct and live by the Group’s Values and Code of Conduct. 
• Take personal responsibility for embedding the highest standards of ethics, including regulatory and business conduct, across Standard Chartered Bank. This includes understanding and ensuring compliance with, in letter and spirit, all applicable laws, regulations, guidelines and the Group Code of Conduct.
• Manage Medium Enterprises Portfolio to achieve the outcomes set out in the Bank’s Conduct Principles: 
• Effectively and collaboratively identify, escalate, mitigate, and resolve risk, conduct and compliance matters.
• Embed the Group’s Values and Group Code of Conduct to ensure adherence with the highest standards of ethic. Comply with relevant policies, processes, and regulations, as part of the Bank’s culture.

Key Stakeholders
Internal

• Head, Business Banking.
• Head, Medium Enterprises.
• Head, Client Relationships.
• Trade Product Manager & Trade Operations.
• Head, Credit Analysis.
• Credit & Risk team.
• Financial Markets & CMPS.
• Transactional Banking & CRC.
• Client Deepening and Portfolio Strategy Manager
• Portfolio Monitoring & Controls Manager
• Business Operations & Risk Management.
• Branch Managers.
• Client Experience team.
• CFCC
• Legal

External

• Clients 
• Legal Firms
• Accountants

Other Responsibilities

• Embed Here for good and Group’s brand and values in Kenya, CPBB Medium Enterprises.
• Perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures; Multiple functions (double hats). 
• Origination, ensure quality client acquisition, identify prospect, and convert in line with Bank’s appetite and ME Segment Strategy.
• Client Onboarding & Deal Execution.
• Account Management & Portfolio Quality

Role Specific Technical Competencies

• Business Performance Management
• Business Case Justification    
• Problem solving    
• Business Markets    
• Customer Behaviour and Preferences    
• Collaboration    
• Take the lead 

Qualification

Product broadening

• Understanding of businesses and financials.
• Enhanced multi-product Business Banking knowledge.
• Market and competition knowledge.

Client engagement

• Presentation and soft skills tailored to engaging business owners.
• Internal stakeholder engagement skills.
• Closing deals.

Ability to drive and manage client interaction.

• Communication and presentation skills.
• Negotiation and objection handling.
• Client training on digital solutions.

Journey completion

• Discipline and time management to handle a client portfolio
• Ability to solve problems and close issues without handing over
• Strong analytical ability
• Understanding of BC KYC/CDD principles