SME- Business Development Manager-4

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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.

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Job Summary

The main focus of this role is to build and maintain professional business relationships across a portfolio of SME clients of high value by driving challenging sales and income targets, proactively acquiring new clients, solutioning existing clients with cross sell, campaign and product utilisation and proactively managing and improving customer satisfaction and risk and compliance.

Job Description

Key Accountabilities

AccountabilityIncome growth and Financial Targets – 60%

Outputs:

• Driving income and sales targets by cross selling, upselling and acquiring new prospective clients

• Ensure dedicated relationships are maintained and grown by being the single point of entry via appointment based customer interaction as well as On-Site visitation.

• Create and maintain an annual client interaction management plan.

• Ensure the long term sustainability of the portfolio by establishing relationships with new clients and solution-based up-selling to existing clients.

• Create a pipeline of new business by working on leads generation initiatives with Retail, CIB, Commercial, existing client base and within the business growth section of RBB.

• Make effective use of client planning and solutioning tools for the top 30% of the portfolio to ensure in-depth understanding of the clients’ needs, in order to provide clients with the best possible solutions.

• Achieve new business and up-selling sales targets by pro-actively driving cross functional teams (including but not limited to Sector and product Specialist) to find client-centric solutions which must be formalised in strategic proposals and presented to clients in accordance to the distinct Client Value proposition (CVP) for Enterprise Accounts.

• Achieve customer satisfaction targets within the assigned portfolio by improving customer NPS.

• Develop and demonstrate a deep understanding of local and regional market trends and business lifecycle challenges.

• Track and monitor the financial performance of the portfolio by utilizing available MI.

• Apply risk-based pricing for all new sales and pricing reviews in line with standard pricing and fee structure/guidelines and applications. Negotiated pricing by exception based on existing concession models.

• Operate and position Enterprise Banking in a dynamic and highly competitive marketplace by interacting with all relevant stakeholders and driving key initiatives to secure customer retention and growth.

• Achieve sales targets relevant to the strategic initiatives and drivers of the Enterprise Business accounts segment.

• Focus on customer graduation to more customer focused and appropriate value proposition, upgrading the customer to the RBB Business/Commercial cost to serve value proposition.

AccountabilityInternal and Client Relationship Management (20%)

Outputs:

• Actively drive acquisition initiatives through pro-active re-engagement process supported by Enterprise banking campaign initiatives.

• Conduct regular client visits in accordance with the Enterprise Business Value proposition and initiate changes to RBB Product by providing input into product development to better service the customers.

• Own the primary relationship with the client by being the only point of entry to the client and ensure the portfolio is serviced appropriately.

• Proactively educate the customers of the new operating model and value proposition that RBB offers.

• Make use of the middle and back office support networks to ensure effective on-boarding and complete end-to-end service delivery.

• Maintain overall ownership for servicing the client on operational matters by driving relevant internal support networks such as the Business Support Centre.

• Conduct client visits and maintain a client visitation plan to improve customer service.

• Participate in the internal customer surveys to ensure the internal relationships are improved, built and value is extracted from these relationships.