Standard Bank Group Recruitment 2017

Posted on :

31 Jul, 2017

Category :

Business Management Jobs in Ghana

Our vision is to be the leading financial services organization in, for and across Africa, delivering exceptional client experiences and superior value. This sets the primary goals and standard of excellence we intend to achieve in the medium term. With a heritage of over 150 years, we have an on-the-ground presence in 20 countries in sub‑Saharan Africa; fit-for-purpose representation outside Africa; and a strategic partnership with the Industrial and Commercial Bank of China (ICBC).

In line with the realities of risk, regulation, technology, and competition that characterize our operating context, we continue to invest significantly in our diversified operations; our people and culture; our systems and infrastructure; and our brand. In doing so, we understand that our commercial success and social relevance over the long term depends on placing our clients at the center of everything we do, and ensures that the outcomes of our activities are a catalyst for growth on this continent we call home.

Job Description

Job Title: SME Business Manager

Job Purpose

  • To provide a proactive business banking sales and service management function that will retain and grow a portfolio of SME customers by identifying and implementing value adding and specialized business banking financial product solutions from a range of standard and/or customized offerings.

Key Responsibilities/Accountabilities

Profitable growth in Sales
• Explains, promotes, sells and/or customises a range of appropriate Standard/Stanbic Bank product offerings/financial solutions that meet the financial needs of SME customers.
• Proactively acquire new client relationships and opens new business accounts on a face-to face basis.
• Cross-sell additional value adding products and services to existing customers to assist them in growing their businesses.
• Identify and refers sales leads to business stakeholders, e.g. Vehicle and Asset Finance; Electronic Banking; Bancassurance, Global Markets, Trade Finance, Private Banking, CPL, etc.
• Analyses existing customer data to identify expansion and/or additional business opportunities utilising available MIS and contact management strategy.
• Analysing SME portfolio potential and client share-of-wallet to build an effective sales pipeline.
• Serve as a preferred point contact for all new business leads referred by branches and other business units.
• Develops and implements a client-calling schedule in line with Customer Value Proposition (CVP).
• Ensure effective and appropriate pricing across all products.
• Carefully manage and monitor concessions to prevent revenue leakage.
• Formulate and ensure implementation of sales action plans for a portfolio of SME clients that will facilitate the achievement of business objectives.
• Research and analyze the local market to understand key business drivers, influences and competitor activity.
• Opportunity Management: Proactively seek to grow network of external clients i.e. Brokers, accountants, etc. with the view of continuously increasing lead sources and potential sales opportunities in market
• Identify strengths and weaknesses in the local SME market and ensure that suitable tactics are implemented to address concerns and maximize strengths.
• Ensure effective Business/Personal interplay between SME and other relevant stakeholders i.e. Private banking, Expert suites etc. to maximize sales opportunities and leads.
• Ensure regular feedback around sales figures, sales initiatives, and client contacts (calling programs and visits) to Head, Enterprise Banking.
• Identifies opportunities to migrate top-end relationships to Commercial or Corporate Banking.

Customer service quality and efficiency

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• Providing proactive and superior customer service as measured by customer feedback/customer satisfaction surveys, including Customer Evaluation of Bank Service (CEBS) surveys.
• Provides central information/ query service point for the portfolio.
• Performs a liaison role between customers and back – office service fulfillment and credit functions.
• Interacts with clients and conducts a needs analysis to assist clients to better understand their financial requirements.
• Accurately and efficiently processes customer mandates/documentation requirements for banking facilities.
• Drives the use/sale of alternative self-service banking channels.
• Educate customers on the benefits of utilizing self-service channels.
• Educate and refer clients to the Contact Centre where appropriate.

Lending support and risk management

• Utilise a comprehensive knowledge of lending products, and the client’s business to recommend appropriate financing options and solutions to clients.
• Explain credit loan facility options and qualifying criteria to customers.
• Support customers in the completion of credit application information requirements, e. g. balance sheets, financial statements and management accounts.
• Motivate and submit non-scored and scored credit applications.
• Notifies customers regarding the approval/decline of credit loan facilities and keep customers informed throughout the process.
• Monitors daily referrals to ensure that client facilities are managed within the set parameters.
• Exercise discretion regarding account conduct based on a close knowledge and understanding of client activities.
• Plans and implements annual credit reviews for the portfolio.
• Applies risk based pricing models and manage concessions appropriately.
• Engage Quick Loan DSAs where relevant based on client needs to assist clients in completing Quick Loan applications.

Legislative compliance

• Conduct a needs analysis to identify customer needs effectively when opening new accounts or giving product advice.
• Ensure complete disclosure to customers in terms of accreditation, service fees, and commission.
• Ensures the adherence to all internal risk related policies and guidelines, including KYC.
• Ensure proper record keeping in terms of local financial legislation and regulatory requirements.
Operational administration
• Follow-up with branch and processing centre’s service teams to ensure that service level agreements are met regarding the quality of documentation submitted.
• Continuous interaction with Credit to ensure that all applications are processed within agreed timeframes and to also ensure that all bottlenecks in the application process is resolved.
• Timeously submit reworks and escalate adverse credit decisions in where justified.
• Maintaining sales scorecard and ensure correctness of information.
• Ensure a dormancy level of less than 5% for the portfolio.
• Ensure up-to-date contact details are recorded for all clients within the portfolio.

People management
• Responsible for inspiring, motivating, leading and managing the RM Assistant
• Ensures skills assessments and competency-based training takes place as and when required.
• Ensure poor performance is addressed appropriately.
• Conduct performance appraisals and direct the staff training and development plan.
• Builds organisational capabilities through evaluating likely future requirements and ensuring that individuals are provided with the best possible development opportunities in line with these.
• Takes personal responsibility for coaching and mentoring others.
• Effectively delegates authority and responsibility, in line with business objectives, to ensure the empowerment, motivation and effectiveness of all direct and indirect reports.
• Encourages team members to express their views, resolves issues raised by the team, escalates issues if required, and provides feedback to teams on an ongoing basis.
• Develops and maintains an open communication channel with  the RM Assistant to foster greater co-operation and teamwork – This includes regular one-on-one feedback sessions, conducting mid-year and final performance appraisal for the RM Assistant.
• Ensures that the RM Assistant is appropriately and consistently rewarded and recognised for his/her achievements and outputs.
• Ensures that disciplinary action and grievances are addressed and aligned to the Standard/Stanbic Bank policies and procedures.
Preferred Qualification and Experience

  • Relevant business related tertiary qualification is a pre-requisite
  • Post-graduate studies e.g. MBA is an advantage
  • 3-4 years Business Banking experience, with exposure to portfolio and contact management.
  • Experience as a Business Banker/managing a portfolio in the small business environment 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 SME market and/or;
  • Previous experience as an Account Analyst responsible for servicing business clients and preparing Credit applications.
  • Proven successful sales track record in the financial services industry.
  • Experience in management of teams or sales teams.
  • Comprehensive credit/risk management experience.

Knowledge/Technical Skills/Expertise
• Comprehensive knowledge of Business Banking administration systems, procedures and processes.
• Thorough knowledge of all Business Banking products as well as Trade Finance and Forex.
• Thorough knowledge of Banking Legislation and its application in a sales context.
• Knowledge of the SME customer value proposition.
• Knowledge of Managing Local Markets sales principles and processes.
• Knowledge of sales and service delivery benchmarks and standards.
• Knowledge of risk management principles, the credit process and lending criteria.
• Knowledge of business economics and financial management principles.
• Financial acumen to manage budgets and cost to income ratios.


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