Senior Client Relationship Manager / Corporate and Commercial Banking

Our client, a Bank, is seeking to fill the position of Senior Client Relationship Manager / Corporate and Commercial Banking. This is a permanent position, based in Port of Spain.

Our client, a Bank, is seeking to fill the position of Senior Client Relationship Manager / Corporate and Commercial Banking.

This is a permanent position, based in Port of Spain.

JOB SUMMARY

The Senior Client Relationship Manager must contribute to the overall success of the Corporate and Commercial Banking in Trinidad ensuring specific individual goals, plans, initiatives are executed/delivered in support of the team’s business strategies and objectives. He/she ensures all activities conducted are in compliance with governing regulations, internal policies and procedures.

The incumbent must possess a broad knowledge of financial products and services and focuses on the cross-sell, up-sell, retention of existing commercial customers. He/she is responsible for identifying prospects in target markets, developing prospect acquisition strategies, maintaining prospect relationships, maintaining a sustainable prospect sales pipeline, conducting prospect sales calls, qualification of opportunities based on customer information and high level of due diligence. The incumbent is part of the coverage team with the Credit Solutions Group on deal structuring, negotiation and pricing for new and existing customers with key emphasis placed on profitability to the Bank.

DUTIES & RESPONSIBILITIES

• Champions a customer focused culture to deepen client relationships and leverage broader Bank relationships, systems and knowledge.
• Promotes the development and profitable growth of the commercial banking portfolio in the assigned market area by:
  • Developing and implementing a structured marketing strategy to maximize business development opportunities for sustainable growth;
  • Developing strategic sales plans for prospects and existing customers;
  • Identifying prospects/referrals from both internal/external networks;
  • Analysing prospect lists and prioritising business development opportunities based industry/market data and customer analytics;
  • Partnering with Credit Solutions Group who has primary responsibility for credit deal structuring and negotiation;
  • Partnering with internal resources for non-credit related products;
  • Referring customers and prospects to the appropriate Commercial Bank segment as appropriate.
• Pursues an aggressive business development program within the assigned market area according to agreed upon growth objectives by:
  • Leading the direct selling of credit and non-credit commercial products to prospects and customers;
  • Maintaining an appropriate ongoing sales pipeline and calling program;
  • Identifying and facilitating the involvement of key Bank resources and stakeholders to further business interests;
  • Maintaining effective follow-up with prospects/referrals on any unsuccessful opportunities;
  • Update client or contact information accurately and in a timely fashion.
• Builds and maintains a high market profile in the assigned market area with both internal and external contacts by:
  • Planning and completing relationship activities which generate sales opportunities and/ or provide value to the customers;
  • Building and maintaining an awareness of local market and general economic conditions;
  • Meeting with key industry and business leaders, as well as other centres of influence;
  • Participating in local professional and community events and associations to develop and expand network of contacts;
  • Liaising with Bank product specialists to stay abreast of new enhancements, products and services as necessary.
• Ensures all aspects of assigned relationships receive ongoing attention, as required to maintain, improve, grow and retain the relationship by:
  • Promoting and encouraging a strong relationship with the Credit Solutions Group;
  • Using strong knowledge of the Bank's diverse products and services to ensure the banking
  • needs of each relationship are well understood and documented;
  • Actively seeking customer feedback on Bank products and services and the delivery of customer service;
  • Liaising with the Credit Solutions Group for fulfilment (including documentation, liaison with 3rd parties, security registration), monitoring and reporting actions, including the completion of annual reviews as required;
  • Liaising with the Business Service Centre and all service activities;
  • Partnering with all internal product specialist groups including the Credit Solutions Group, as required ensuring customer needs are met;
  • Leading the direct selling of credit and non-credit products and partners with all internal product specialist groups as required ensuring customer needs are met services as necessary.
• Understands how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.
• Actively pursues effective and efficient operations of their respective areas in accordance with the Bank’s Values, its Code of Conduct and the Global Sales Principles, while ensuring the adequacy, adherence to and effectiveness of day-to-day business controls to meet obligations with respect to operational, compliance, AML/ATF/sanctions and conduct risk.
• Champions a high performance environment and contributes to an inclusive work environment.

QUALIFICATIONS AND EXPERIENCE

• Undergraduate degree in business or economics or work equivalency. Other training requirements as determined by the Bank from time to time.
• A minimum of three (3) to five (5) years of commercial banking experience with a strong knowledge of the corporate & commercial banking marketplace and a detailed knowledge of the assigned market area's key prospects, major companies and competitive positioning within the assigned market area.
• A very strong understanding of the Corporate & Commercial Bank's objectives, strategies, structure as well as its lending and deposit products and services.

We wish to thank all applicants for their interest, however, only those favourably considered will be contacted.