Relationship Manager

JOB DESCRIPTION

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A.       JOB IDENTIFICATION

Job Title        : Relationship Manager, Asset Management

Group           : Corporate Banking and FI

B.       ORGANISATIONAL RELATIONSHIPS

Directly Reports to   :      Head, Financial Institutions

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C.       JOB SUMMARY

To develop, manage and grow relationships with Asset Management Companies, Pension Fund Managers, Mutual Funds, Unit Trust Schemes, Insurance Companies, Investment Advisory Firms, Development Finance Institutions (DFIs), and other Institutional Investors. The role is responsible for mobilizing institutional deposits and investments, delivering treasury and transaction banking solutions, generating sustainable fee and interest income and providing exceptional client service while ensuring compliance with all regulatory and internal policy requirements.

D.    SPECIFIC DUTIES & RESPONSIBILITES

1. Regular/Routine Responsibilities

Business Development & Relationship Management

•       Identify and acquire new Asset Management and Institutional Investor relationships.

•       Build and maintain strong relationships with fund managers, investment managers, trustees, and other key decision-makers.

•       Develop and implement relationship plans to grow deposits, investments, and overall client profitability.

•       Conduct regular client visits and business reviews to identify opportunities and address client needs.

•       Promote the Bank’s products and services to maximize wallet share and enhance customer retention.

Deposit Mobilization & Revenue Generation

•       Mobilize institutional deposits and investment balances from Asset Management and Institutional Investor clients.

•       Market treasury products, fixed deposits, cash management solutions and other liability products.

•       Drive growth in fee income and interest income through treasury, foreign exchange, transaction banking, custody and related services.

•       Identify and execute cross-selling opportunities across the Bank’s product suite.

Client Advisory & Service Delivery

•       Provide clients with market intelligence on interest rates, treasury products, and investment opportunities.

•       Work closely with Treasury and Product teams to structure appropriate solutions for clients.

•       Coordinate with relevant departments to ensure efficient service delivery and prompt resolution of client issues.

Portfolio, Risk & Compliance Management

•       Manage and monitor assigned relationships to ensure portfolio growth, profitability and quality.

•       Prepare credit proposals and business recommendations where applicable.

•       Monitor client activity and identify potential business and risk issues.

•       Ensure compliance with KYC, AML/CFT requirements, internal policies and regulatory guidelines.

•       Maintain accurate and up-to-date client records and documentation.

Reporting & Market Intelligence

•       Prepare periodic portfolio and performance reports.

•       Monitor developments within the Asset Management, Pension, Insurance and Investment sectors.

•       Provide market intelligence and business insights to support decision-making.

Periodic Responsibilities

•       Participate in industry engagements and networking activities relevant to the Asset Management sector.

•       Support strategic initiatives within the Financial Institutions Department.

•       Perform any other duties as may be assigned by the Head, Financial Institutions.

E. MACHINES & OTHER EQUIPMENT USED

·       Laptop and telephone

F.        WORK GUIDE & REFERENCES

·       Total Bank’s SOPs

·       Credit Policy Guide

·       Banking Act

·       Regulatory bodies guidelines, directives

G.       SPECIFICATIONS

Minimum Education: A good first degree in Finance, Economics, Banking, Business Administration, Accounting, or a related discipline. A relevant Master's degree will be an advantage.

Minimum Experience: Minimum of 8-10 years’ experience in Corporate Banking, Financial Institutions, Treasury Sales, Institutional Banking, Asset Management, Investment Banking, or Relationship Management.

Required Knowledge, Skills and Abilities

• Strong understanding of Asset Management, Pension Funds, Insurance and Institutional Investment Markets.

• Knowledge of treasury products, fixed-income instruments and liquidity management solutions.

• Strong business development and relationship management skills.

• Good understanding of corporate and institutional banking products.

• Knowledge of credit analysis and risk management principles.

• Excellent communication, negotiation, and presentation skills.

• Sound understanding of banking regulations and compliance requirements.

Generic Skills

• Initiative

• Entrepreneurship / Taking Ownership

• Customer Focus

• Self-Management

Supervisory Skills

• Relationship Management

• Stakeholder Management

• Influencing and Negotiation

• Organization and Coordination Skills

• Teamwork and Collaboration