RELATIONSHIP MANAGER: COMMERCIAL

Job Mission / Objective

To acquire, manage, retain and grow a portfolio of commercial banking clients by providing tailored financial solutions, maintaining strong client relationships, identifying business opportunities, and ensuring adherence to regulatory and bank policies. The Relationship Manager serves as the primary point of contact for clients and is responsible for achieving portfolio growth, profitability, risk management and customer satisfaction objectives.

Requirements

Client Relationship Management:

• Manage and grow a portfolio of commercial banking clients.
• Develop a deep understanding of clients’ businesses, industries, financial positions and strategic objectives.
• Act as the primary relationship contact between the bank and clients.
• Conduct regular client visits and relationship reviews.
• Identify opportunities to deepen wallet share through cross-selling and up-selling.
• Ensure high levels of client satisfaction and retention.
• Resolve client complaints and service-related issues promptly.

Business Development and Revenue Growth

• Acquire new-to-bank commercial clients.
• Identify opportunities to increase deposits, lending, trade finance, treasury, transactional banking and other banking solutions.

• Develop and implement portfolio growth strategies.
• Build referral networks with internal and external stakeholders.
• Maintain a healthy sales pipeline and convert opportunities into revenue-generating relationships.
• Achieve agreed sales and financial targets.
• Ensure Business Profitability and Growth in conjunction with the Operational Banker through retention, attraction, and expansion of customers in portfolio.
• Ensure approval of customer’s lending needs are met in conjunction with the Operational Banker through high-quality applications.
• Ensure that portfolio is 100% self-funded through the attraction of correctly priced deposits.
• Successfully close cross and up-selling opportunities received from Operational Banker and own sources.
• Distribute further leads to internal business partners.
• Achieve Non-Interest Revenue targets.

Credit and Risk Management:

• Conduct preliminary assessments of client creditworthiness.
• Gather and analyse financial statements and business information.
• Prepare and submit quality credit applications and recommendations.
• Monitor portfolio risk indicators and identify early warning signals.
• Ensure all facilities are reviewed and renewed within stipulated timelines.
• Minimise impairments and non-performing loans within the portfolio.
• Escalate risks and exceptions in accordance with approved governance frameworks.

Financial Analysis:

• Analyse client financial statements, cash flow projections and business performance.
• Assess funding requirements and recommend suitable banking solutions.
• Evaluate financial trends and market developments impacting clients.
• Support credit decision-making through sound financial interpretation.

Academic Requirements:

• Matric
• Bachelor’s degree in finance, Banking, Accounting, Economics, Commerce or related field - required
• Relevant postgraduate qualification advantageous

 Work Experience:

• Minimum 5–8 years’ experience in Commercial Banking or Relationship Management.
• Proven experience managing clients with annual turnover of R150 million to R750 million.
• Demonstrated experience in structuring and managing complex lending facilities.
• Strong track record in business development, portfolio growth and revenue generation.
• Experience engaging with business owners, CEOs, CFOs and executive management teams

FAIS Compliance:

• The role is FAIS Affected.
• Must be registered with the Financial Sector Conduct Authority (FSCA) hold the necessary FAIS qualifications (e.g., RE exams, Fit & Proper requirements).

Skills / Specialized Know How:

• Complex commercial lending structures.
• Working capital finance.
• Property finance.
• Asset-based finance.
• Trade and supply chain finance.
• Treasury and foreign exchange solutions.
• Cash management and transactional banking.
• Financial statement analysis for medium-sized businesses.
• Industry and sector analysis.
• Risk-adjusted return measurement.

Benefits

• Medical Aid
• Pension Fund
• Working remotely (Hybrid)