Manager Preferred Banking & SME Lending Solutions

Reports to: Chief Commercial Officer

Key responsibilities: 

• Client relationship management: Develop and sustain strong, strategic relationships with both existing and prospective Preferred Banking and SME clients. Serve as the primary point of contact for all client interactions, ensuring prompt resolution of inquiries and concerns. Gain a deep understanding of clients' goals, challenges, and objectives to deliver customized banking solutions that align with their needs. Conduct regular client reviews and proactively offer solutions that address evolving needs. 

• Lending solutions: Oversee the evaluation of creditworthiness for SME and Preferred Banking clients by analyzing financial statements, business plans, and other relevant documentation. Provide bespoke lending solutions, including term loans, working capital financing, and other credit facilities, tailored to each client's specific requirements. Ensure proper risk assessment and credit structuring while adhering to the bank’s credit policies and regulations. 

• Advisory and portfolio management: Advise the Managing Board, Credit Committee, and Risk Manager on key aspects of the Credit Portfolio, including loan loss provisions and ECL. Ensure accurate documentation and efficient credit facility management in collaboration with the Credit Documentation Department. 

• Business development: Identify and pursue opportunities to expand the client base for both Preferred Banking and SME segments. Work closely with the sales team to generate new leads, convert prospects into clients, and grow the SME and Preferred Banking portfolios. Conduct research on industry trends and competitor activities to identify and capitalize on new business opportunities, contributing to the bank’s growth objectives. 

• Departmental planning: Develop and implement an annual plan for the department, outlining the objectives and strategies for timely realization, while considering the implications for the internal organization. Regularly review departmental KPIs and adjust strategies to meet business goals. 

• Product and service advisory: Provide expert guidance on a comprehensive range of banking products and services tailored to the needs of Preferred Banking and SME clients. Proactively promote additional products and services to enhance client value and address their evolving financial requirements. 

• Credit risk management: Monitor and analyze the financial performance of assigned client accounts to ensure alignment with the bank’s financial targets. Perform regular reviews to identify and mitigate potential risks associated with SME lending and Preferred Banking, ensuring the overall health of the portfolio. 

• Credit policy and manual: Contribute to the creation and enhancement of the credit policy and credit manual.  

• Contract negotiation and documentation: Negotiate contract terms, pricing agreements, and other key contractual elements with clients to achieve mutually beneficial outcomes. Ensure compliance with regulatory and internal policies by working closely with legal and compliance teams throughout the negotiation and documentation processes. 

• Compliance and regulatory adherence: Ensure that all lending and client management activities adhere to relevant regulations and internal compliance standards. Collaborate with legal and compliance teams to ensure that all contracts and client transactions meet regulatory requirements. 

• Client onboarding and support: Oversee the client onboarding process, ensuring a seamless transition and integration into the bank’s systems. Provide ongoing support and personalized service to address any issues or questions that arise post-onboarding, enhancing client satisfaction and retention. 

• Industry and market insights: Stay informed about industry trends, market conditions, and competitor activities. Use these insights to provide relevant advice to clients, identify new business opportunities for the bank, and adapt strategies to changing market conditions. 

• Strategic planning and budgeting: Responsible for drafting the annual department plan, managing the associated budget, and creating a comprehensive plan that details how objectives will be efficiently achieved, while ensuring alignment with the organization’s overall goals. 

• Training and development: Partner with the People & Culture Department to design and implement training programs aimed at enhancing team skills and performance. Develop training materials and conduct workshops to support high service standards and compliance, while focusing on continuous improvement and team growth. 
• Perform other duties as assigned: Additional responsibilities may be required as needed, ensuring flexibility in addressing evolving business needs and supporting the overall success of the team and clients.

 

Requirements:  

 

• Educational background: Bachelor's degree in finance, Business Administration, Economics, or a related field is required. Advanced degrees or professional certifications in financial management, lending, or related fields are highly advantageous. 

• Experience: 7-10 years of experience in relationship management, lending, or financial services within the SME sector. Demonstrated success in managing client relationships, delivering effective financial solutions, and achieving business development goals. Experience in a managerial or leadership role is a plus. 

• Knowledge of SME and Preferred Banking sector: In-depth understanding of the SME and Preferred Banking sector, including common challenges, financial needs, and business operations. Proven ability to tailor banking solutions to meet the unique requirements of SME clients and manage complex client portfolios effectively. 

• Sales Expertise: Proven track record in sales and cross-selling financial products and services. Ability to identify and capitalize on growth opportunities, maximize portfolio performance, and drive revenue through proactive client engagement and business development strategies. Experience in managing a sales team or leading sales initiatives is beneficial. 

• Relationship management: Strong client relationship management skills with a focus on building trust, ensuring long-term client loyalty, and managing high-value client accounts. Expertise in negotiating contract terms, pricing agreements, and managing client expectations to secure business and enhance client satisfaction. Leadership experience in managing and developing a team of relationship managers or specialists is a plus. 

• Working knowledge of MS Office: Proficiency in MS Office software (Word, Excel, PowerPoint) is required. Ability to leverage MS Office tools for reporting, data analysis, and presentation purposes 

 

Skills: 

 

• Analytical thinking: Ability to analyze processes, identify areas for improvement, and develop effective solutions.   

• Leadership and team management: Proven ability to lead teams and work effectively both independently and collaboratively. Demonstrated leadership in driving team performance and operational improvements.  

• Effective communication: Strong written and verbal communication skills for reporting and interacting with stakeholders.   

• Problem solving: Ability to address and resolve issues and compliance challenges effectively.   

• Organizational and time management skills: Strong organizational skills with the ability to manage multiple tasks and meet deadlines in a dynamic environment.   

• Adaptability: Ability to adapt to changes in regulations, procedures, and organizational priorities.   

• Attention to detail: High level of accuracy in documentation and reporting to ensure compliance and quality.   

• Ethics and integrity: High ethical standards and the ability to act with integrity in all situations.  

• Financial acumen: Advanced understanding of financial principles and practices.  
  
   Application Deadline: April 6th, 2025.