Relationship Management -Global Development Organisations (GDOs) at NBC Bank Limited

Relationship Management -Global Development Organisations (GDOs)
locations Head Office NBC
time type Full time
job requisition id R-15946912
NBC
is the oldest serving bank in Tanzania with over five decades of
experience. We offer a range of retail, business, corporate and
investment banking, wealth management products and services.
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Job Summary
Define and execute strategic client plans that
will ensure the development of strong business relationships and the
delivery of profitable and integrated National Bank of Commerce Ltd
products and services, with the purpose of ensuring client
profitability, increased revenue, risk optimisation and consistent
service delivery for Global Development Organisations (dealing with
International Non-Governmental Organisations, Embassies/High
Commissions, Multilateral/Development Organisations)

Job Description​
Key Accountabilities
Sales and Service: -55%

• Lead
  the development and execution of strategic client plans (in
  collaboration with product partners), managing and driving the
  implementation of these client plans.
• Grow portfolio value in
  line with agreed targets. This is achieved through cross sell or up sell
  by providing a variety of products and services to customers
• Conduct
  portfolio returns (vs. prior year and budget) analysis, cross sell for
  portfolio, portfolio, portfolio actual revenue and net profit growth
  analysis and pro-active management of the portfolio pipeline and
  activities using the appropriate tools.
• Identify sales and services opportunities and offering solutions appropriate for the customer’s needs
• Develop
  critical relationships with client decision makers, regularly and
  proactively defining and communicating commercial opportunities for new
  and existing clients
• Utilise all customer contact processes, channels and products to develop a better understanding of customer needs
• Work closely with customer service teams, responding to servicing requests and complaints for customers
• Leverage,
  engage and collaborate with the Bank’s network to ensure that all the
  Bank’s relevant expertise is brought to bear in every client
  interaction, robust and stable client service is maintained, client
  results are delivered and that any impediments to client delivery are
  overcome through the availability of credible internal resources to
  build and leverage strong long-term relationships with the client’s key
  decision makers
• Work proactively with colleagues across the
  group to support the growth of business through referrals in living the
  One Bank mantra
• Promote adoption of digital alternative channels to clients
• Continuously research and analyse the clients’ business context, operations and financial performance.
• Coordinate
  relevant programmes for each client (including thought leadership
  sessions, entertainment and collaborations on corporate social
  activities) and participate in key decision making activities by the
  client to ensure that the Bank is always in the clients’ share of mind.
• Proactively raise the profile and reputation of the Bank in the local community

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Business Focus: -20%

• Support
  in the overall management and coordination of the client relationships
  and client/sector strategy including the provision of input into the
  strategic direction and value proposition of the Bank.
• Maintain
  detailed and current understanding of external markets (at country,
  sector and client level) to ensure that new opportunities for the Bank
  are capitalised and threats are quickly identified.
• Maintain a
  proficient knowledge of products, services and capabilities across the
  Bank (in all relevant geographies and sectors) to ensure relevant and
  informed client conversations.
• Drive and own annual budgets
  together with product houses and monitor actual performance against
  budget, drive product cross-sell and client profitability.
• Manage
  overall client cost and revenue including the monthly tracking of
  revenue contributions per client as well as the understanding of key
  drivers and variances to proactively respond to threats of reducing
  opportunity.
• Conduct set routine activities such as weekly/monthly reporting, reviewing of pricing, interest rates, concessions etc.
• Ensure
  the administration and analysis of the client service surveys, as well
  as the implementation of focused action plans needed to address the gaps
  identified.

Risk Focus: -15%

• Understand and
  apply the relevant governance and compliance procedures to activities
  undertaken and maintain ongoing completion of relevant governance and
  compliance training
• Drive and provide input to timeous
  preparation, review, sign-off and motivation of deal forums, new
  business committee and credit paper submissions (managing end-to-end
  credit process including facility letters, security perfection,
  conditions fulfilment, post sanction monitoring and control etc.) and
  optimally allocate credit limits and manage exposures across product and
  geography (where applicable)
• Guide the development and review appropriate documentation to complete annual credit review.
• Monitor
  and manage credit losses and write-offs, pro-active portfolio
  management resulting in zero losses in the portfolio (including excess
  management and facility conditions compliance)
• Act as the “first line of defence” in all risk matters relating clients under the portfolio
• Ongoing review of client base for potential High Risk clients
• Act as escalation point for any identified risks.

People Focus: -10%

• Continuous learning and self-development through training interventions, secondments, on the job training, shadowing et.c.
• Day to day coaching and development of the team i.e. operational bankers, credit/business analysts, peers e.t.c

NEW TANZANIAN JOBS, INTERNSHIPS AND VOLUNTEERING OPPORTUNITIES 2023 (1,475 POSTS)

Role / Person Specification
Education and Experience Required

• B-degree
  / Advance Diploma / Diploma or Equivalent qualification in Finance,
  Accounting, Economics, Business Administration or any other related
  field
• Other relevant qualifications including post graduate qualifications such as an MSc/MBA is considered a bonus
• At
  least 5 years of experience in Relationship Management, Credit or
  Product environment and Client Service (dealing with Global Development
  Organisations, International Non-Governmental Organisations,
  Embassies/High Commissions, Multilateral/Development Organisations would
  be an added advantage)
• Working general knowledge of local and
  international markets, economies, their drivers, industry dynamics,
  competitor solutions etc
• An up to date knowledge of banking products across trade, cash management, FX, etc
• An up to date knowledge of local and international multi-sectoral industry trends and dynamics
• Proven experience of managing customer relationships

Knowledge & Skills: (Maximum of 6) and Competencies: (Maximum of 8 competencies)

• Deciding and initiating action
• Learning and researching
• Entrepreneurial and commercial thinking
• Relating and networking
• Adapting and responding to change
• Persuading and influencing
• Creating and innovating
• Strong solutioning, selling and negotiation skills
• Excellent diagnostic skills and rigorous approach to problem solving
• Excellent communication and sound financial skills
• Excellent comprehension skills to understand and interpret industry data and economic trends
• Strong formal presentation skills to gain acceptance to solutions, both internally and externally
• Strong Leadership and team-working skills
• Basic IT and banking system knowledge

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Mental & Environmental Demands
(RSA Specific)

Special work requirements:

• Experience in managing Multinational Corporate clients in a reputable organization
• Knowledge of banking and financial environment in Tanzania and overseas
• Commercial or related qualification would be an added advantage

Most complex decision that can be taken without referral to the manager:

• Various as prescribed from time to time

Business change accountability:

• Various as prescribed from time to time

Finance/Resource accountability:

• >=TZS 7.0b Revenues p.a. growing annually

Communication and Interaction required:
Staff in own area
(manager, subordinates, colleagues)
10%

Staff outside own area
10%

Internal customers
(other than staff in own area)
15%

External Customers
60%

Regulators/Government Agencies
1%

Vendors/Suppliers
1%

Other
(e.g. Industry Forums/Associations)
3%
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Qualifications

• Commercial
  mindset – Junior (Meets some of the requirements and would need further
  development), Customer Excellence – Service Delivery (Meets all of the
  requirements), Digital familiarity (Meets all of the requirements),
  Effective communication – Basic (Meets all of the requirements),
  Experience in a similar environment, Higher Diplomas – Business,
  Commerce and Management Studies, Openness to change (Meets some of the
  requirements and would need further development), Product and/or Service
  Knowledge (Meets all of the requirements), Relationship building (Meets
  some of the requirements and would need further development)

Deadline: 2023-02-21.