Relationship Manager - Public Sector

Overview

Empowering Africa’s tomorrow, together…one story at a time.

With over 100 years of rich history and strongly positioned as a local bank with regional and international expertise, a career with our family offers the opportunity to be part of this exciting growth journey, to reset our future and shape our destiny as a proudly African group.

Job Summary

• Identify and drive business development, primarily with new and existing customers across Tanzania or more Key Account portfolios
• Assist Key Account Director with product knowledge, sales research, customer relationship development, and research into solutions to meet customers’ needs using market and industry information and risk management for the portfolio(s)
• To manage the co-ordination of evaluation and execution of large, structured transactions, under the supervision of, or assisting a more senior manager. The value of these transactions will typically be between £5m and £1bn
• Develop practical and appropriate credit solutions (or Lending structures) through understanding customer needs
• Monitor and control nominated accounts within Key Account portfolios
• Assist Key Account Director in business development activities, business planning, customer acquisition and strategy
• Business research, marketing, advertising & sponsorship campaigns, production of MI, Pricing and covenant structures.

Job Description

Main accountabilities and approximate time split

Relationship Management Planning 20%

• Assist the Key Account Director in the creation and co-ordination of annual Customer Relationship plans for all customers. Including input from product specialists and Credit Risk teams. This will ensure a consistent and coordinated marketing approach from across the Group to the portfolio
• Review the Relationship Plans to create a recommended action plan for each quarter, relating primarily to the Operational Product Set and focus on increasing wallet share
• Assist in the communication and implementation of any actions to improve service in respect of complaints/compliments received

Deal Origination & Business Development 20%

• Research current & new markets, identify target names, prepare client strategies
• Establish & co-ordinate tenders, advertising, marketing and sponsorship campaigns
• Prepare deal pitch documents and support Head Public Sector in delivering presentations to customers
• Undertake financial analysis to develop optimal funding and product solutions

Sales & Service 20%

• Assist in the planning and co-ordination of any marketing approaches for new business and actively develop existing relationships
• Determine the products that most effectively meet customer needs and be able to sell, at short notice, on a proactive and reactive basis
• Drive strategic targets through the implementation of group, central and local campaigns.
• Attend team meetings on a regular basis to maintain dialogue/sharing of information to ensure up to date knowledge of marketplace, business development activity/initiatives, competitors and people issues etc.
• Develop and maintain contacts with Public Sectors customers.
• Identify cross selling opportunities & ensure followed up
• Proactively anticipate, respond to and seek to exceed the expectations of customers

Customer/KBI Contact 20%

• Support seminars for customer and KBIs to provide information and trail new products to meet future customer requirements
• Use feedback gained on Product /Service offerings to inform / identify and contribute to the development of distinctive service/product offerings which would be appropriate to the industry
• Support the Head of Public Sector in the sale of complex solutions using a diagnostic approach. This will require the jobholder to have an in-depth understanding of customer needs and to take a holistic view of the customers business
• Attend customer visits with the Head of Public Sector and/Head of CIB
• Develop, monitor and maintain good working relationships with contacts within own network of KBIs
• Provision of information on a customer’s business via research using various sources e.g. trade journals / brokers reports / Internet / Bloomberg and rating agencies.

Business & Risk Management 20%

• Attend meetings with customers,…