Manager Relationship private banking
Standard Bank Group is the largest African banking group by assets offering a full range of banking and related financial services. "Africa is our home, we drive her growth” Our vision is to be the leading financial services organisation in, for and across Africa, delivering exceptional client experiences and superior value. This sets the primary goals and standard of excellence we intend to achieve in the medium term. With a heritage of over 150 years, we have an on-the-ground presence in 20 countries in sub‑Saharan Africa; fit-for-purpose representation outside Africa; and a strategic partnership with the Industrial and Commercial Bank of China (ICBC). In line with the realities of risk, regulation, technology and competition that characterise our operating context, we continue to invest significantly in our diversified operations; our people and culture; our systems and infrastructure; and our brand. In doing so, we understand that our commercial success and social relevance over the long term depends on placing our clients at the centre of everything we do, and ensures that the outcomes of our activities are a catalyst for growth on this continent we call home. The long-term foreign currency ratings for The Standard Bank of South Africa, the single largest operating entity within the Standard Bank Group, are: Fitch Ratings BBB- (negative), Moody’s Baa2 (negative) and Standard & Poor’s BBB- (negative). The group is listed on the JSE Limited, share code SBK, and the Namibian Stock Exchange, share code SNB. The largest bank in the world, ICBC, is a 20.1% shareholder in the group. Other than the 20.1% ICBC shareholding, 32.9% of Standard Bank’s shareholder base is foreign. We subscribe to the Code of Banking Practice, a set of principles governing banking in South Africa and ensuring the highest standards of professionalism, integrity and fairness.
Job Purpose:
- Provide a relationship-based offering to high net-worth affluent individuals through a pro-active, highly responsive personal approach to meet the financial needs and service expectations of high net-worth individuals.
- Proactively promote a relationship-based offering through operating as a dedicated and primary point of contact for the customer and providing financial solutions which meet the customer’s expectations in accordance with the segment value proposition.
- leverage the group’s reach & expertise resource capabilities to add value to both the customer and the bank.
- Maintain a high level of integrity, professionalism and ethical standards whilst building valuable long-term relationships with customers.
Output:
- Acquire new customers (high net-worth affluent individuals) as per the criteria outlined in the segment value proposition and reflected by the Country segment strategy and sales targets.
- Pro-actively identify cross-sell opportunities within own portfolio of customers to maximise life cycle opportunities. Be guided by the segment value proposition and sales targets as to what the priority products are both from a bank and customer perspective.
- Conduct a needs analysis with all new and existing customers to ensure that product opportunities identified are appropriate to meet the customer’s needs and priorities.
- Comprehensively explore customers’ short and long term financial goals/aspirations and keep up to date with changes in the financial needs and financial position of customers. Appreciate the implications of the customers’ lifecycle position and priorities.
- Conduct a comprehensive calling/contact management programme for all customers within own portfolio supported by call reports that document the salient issues and future opportunities identified.
- Pro-actively manage the portfolio to maximise revenue for the Bank (referring to fees, margins and sales), minimise costs and risks, whilst maintaining and entrenching the customer’s relationship with the Bank appropriately.
- Ensure that the Customer is central to the entire life cycle approach of maximising sustainable value add to both the Customer and the Bank.
- Establish, build and strengthen one-on-one relationships with customers, based on mutual respect, to retain customers and gain word-of-mouth referrals.
- Place equal emphasis on investment (non-borrowing) and borrowing customers.
- Commitment to Service excellence and superior service delivery aligned to SLA’s and turnaround time commitments.
- Ensure that customers are appropriately educated regarding the value of using self-service channels (Internet Banking, ATMs & Mobile Banking) to empower customers and minimize adhoc service requests. Assist with migration. Facilitate the migration of customers to self-service channels where appropriate.
- Ensure that customers are well informed with regards to lending application processes (e.g. vehicle finance, home loans, overdraft, credit card, personal loans, etc), credit maintenance processes (e.g. annual reviews) and account conduct expectations (e.g. minimum account balances, provision for debit orders and cheque payments, etc).
- Clearly and transparently inform customers of contract/account terms and conditions, fees, rates and commissions where applicable. Be prepared to articulate the value added if challenged on pricing.
- Ensure that qualifying customers (as defined by the Country segment value proposition) are timeously migrated from the Branch to the Private Banking Suite.
- Retain ownership of customer requests, complaints and applications – follow every task through to completion keeping the customer updated on progress.
- Acquire new customers (high net-worth affluent individuals) as per the criteria outlined in the segment value proposition and reflected by the Country segment strategy and sales targets.
- Pro-actively identify cross-sell opportunities within own portfolio of customers to maximise life cycle opportunities. Be guided by the segment value proposition and sales targets as to what the priority products are both from a bank and customer perspective.
- Conduct a needs analysis with all new and existing customers to ensure that product opportunities identified are appropriate to meet the customer’s needs and priorities.
- Comprehensively explore customers’ short and long term financial goals/aspirations and keep up to date with changes in the financial needs and financial position of customers. Appreciate the implications of the customers’ lifecycle position and priorities.
- Conduct a comprehensive calling/contact management programme for all customers within own portfolio supported by call reports that document the salient issues and future opportunities identified.
- Pro-actively manage the portfolio to maximise revenue for the Bank (referring to fees, margins and sales), minimise costs and risks, whilst maintaining and entrenching the customer’s relationship with the Bank appropriately.
- Ensure that the Customer is central to the entire life cycle approach of maximising sustainable value add to both the Customer and the Bank.
- Establish, build and strengthen one-on-one relationships with customers, based on mutual respect, to retain customers and gain word-of-mouth referrals.
- Place equal emphasis on investment (non-borrowing) and borrowing customers.
- Commitment to Service excellence and superior service delivery aligned to SLA’s and turnaround time commitments.
- Ensure that customers are appropriately educated regarding the value of using self-service channels (Internet Banking, ATMs & Mobile Banking) to empower customers and minimise adhoc service requests. Assist with migrationFaciltate the migration of customers to self-service channels where appropriate.
- Ensure that customers are well informed with regards to lending application processes (e.g. vehicle finance, home loans, overdraft, credit card, personal loans, etc), credit maintenance processes (e.g. annual reviews) and account conduct expectations (e.g. minimum account balances, provision for debit orders and cheque payments, etc).
- Clearly and transparently inform customers of contract/account terms and conditions, fees, rates and commissions where applicable. Be prepared to articulate the value added if challenged on pricing.
- Ensure that qualifying customers (as defined by the Country segment value proposition) are timeously migrated from the Branch to the Private Banking Suite.
- Retain ownership of customer requests, complaints and applications – follow every task through to completion keeping the customer updated on progress.
- Ascertain when customers require specialist advice and arrange appropriate introductions with specialists. Generate and pass on leads. Follow up to ensure that the customer is satisfied with the service received.
- Determine when new or existing customers require Business Banking or CIB expertise and arrange introductions accordingly. Interact and build strong working relationships with Business Banking and CIB colleagues to entrench the holistic customer relationship with the bank.
- Interact frequently and build strong working relationships with enabler and fulfilment functions (including credit specialists, product specialists and wealth specialists) to shorten turnaround times and SLA’s are adhered to.
- Manage credit and operational risks in accordance with laid down policies and procedures.
- Take accountability for credit management of portfolio, including the completion of referral reports, taking action regarding exception reports to eliminate accounts in excess, ensure that all accounts are limited and that reviews occur timeously.
- Establish and build knowledge and understanding of product and credit application processes to eliminate reworking and ensure acceptable turnaround times for customers.
- Maintain proper records (filing, update customer records on bank system, etc).
- Ensure limits are loaded, market segment codes are correct, and all fields are captured accurately on the system. Take responsibility for the integrity of all data pertaining to the portfolio.
- Attend to all correspondence relating to the portfolio, including e-mails, phone calls, messages, documentation, faxes, queries and complaints, etc.
- appropriate Monitor initial activation and usage of transaction accounts and proactively take steps to mitigate dormancy.
- Follow proper procedures when closing accounts, including the recovery of outstanding funds/fees and retention of cheque books/cards.
- Manage subordinate (Transactional Banker / Private Banker’s Assistant) in accordance with HR performance management best practise- recruitment/development/retention/reward & recognition.
- Cooperate and work effectively with others in pursuit of team goals by sharing information, providing support, showing care and being considerate of other team members.
- Actively seek to improve others’ skills and talents by providing constructive feedback, coaching and training opportunities to develop their abilities.
Qualifications
Minimum Qualifications
- Type of Qualification: First Degree
- Field of Study: Business Commerce
Experience Required
Affluent Clients
- Personal & Private Banking
- 5 years
- Experience in completing credit applications successfully.
- Experience in sales, service, relationship management, credit applications and financial acumen (i.e., proven sales track record in the Financial service industry.)
Additional Information
Behavioral Competencies:
- Conveying Self-Confidence
- Developing Expertise
- Embracing Change
- Establishing Rapport
- Following Procedures
- Impressing People
- Meeting Timescales
- Seizing Opportunities
- Showing Composure
- Team Working
- Upholding Standards
- Valuing Individuals
Technical Competencies:
- Banking Process & Procedures
- Commercial Acumen
- Customer Understanding ( Consumer Banking)
- Financial Acumen
- Product Knowledge (Consumer Banking)
- Risk Identification
- Risk Reporting
