Relationship Officer- Financial Institutions Group, CIB – Fidelity Bank

With this role, the Senior RO will take up a hybrid responsibility, performing RO tasks and some RM tasks as well.

1. Responsible for the attraction and retention of customers in the Financial Institutions space with focus on Insurance Clients.
2. Understanding Financial Services and Regulations to develop innovative Banking solutions for Insurance Companies.
3. Directly accountable for a defined portfolio of clients, integrating and coordinating all Fidelity Bank products, services and resources in order to maximize the value of the business relationship and ensure profitability for the Bank and the client

3.   DIMENSIONS

Required to provide entire bouquet of banking services and products effectively enough to keep client as customer of the bank.

Responsible as first point of call for assigned corporate clients.

Has limited excess power over client’s accounts.

4.   KNOWLEDGE, SKILLS & EXPERIENCE REQUIRED

Knowledge And Qualifications

1. First Degree
2. 4 Years minimum banking experience preferable in a corporate environment
3. Experience in the FI and more importantly the Insurance space is a plus.

Technical/ Industry Specific

1. In-depth knowledge of the Insurance industry
2. Credit skills
3. Has a conceptual understanding of business mission and strategy, as well as the performance implications of this strategy with regard to market success?
4. Knows and understands the best operating practices specific to the business.

Managerial

1. Ability to work with little or no supervision.
2. Team goal structuring and planning skills Group dynamics and team building skills.
3. Experience in high level management.

Specialist Knowledge

1. Good knowledge and understanding of Banking Financial Services mechanisms and the entire range of products and services useful to corporate organizations, with knowledge of their mechanisms, client benefits, limitations, profitability to the bank, and value in developing strategically long-term business relationships.
2. Ability to utilize this knowledge to identify cross selling opportunities.

Communication and Relationship Facilitation

1. Must have clear verbal and writing ability required for explaining and interpreting financial data and business information. Ability to motivate plans and tactics, business cases, options, benefits, and systems/ operational issues at executive level.
2. Ability to analyze and communicate research findings/ management information data to others.
3. Ability to conduct presentations and negotiate business cases in group forums.

Personal Attributes

1. Must have good time management and multi-tasking skills to be able to respond to Clients’ requests and process transactions swiftly.
2. Apply business acumen and technical financial skills to the overall management of the performance management and development platforms.
3. Must have good interactive skills to communicate effectively with clients.

5.  KEY RESULT AREAS

Strategic Focus

1. Understands the overall strategy of Fidelity Bank and how the strategy of Corporate Banking supports these.
2. Understands the role of the Financial Institutions Unit within the Corporate space
3. Proactively understands the Clients’ strategic direction and long term needs as well as the opportunities and threats to the Clients.
4. Develops and nurtures strategic relationships with the Clients to ensure that the strategy and business objectives of the Client and the Bank are achieved.
5. Continually drives and role models a superior client orientated culture within Corporate Banking.
6. Continually recommends improvements and adaptations to existing systems, processes, and structures in order to ensure current and future viability of Wholesale Banking.

Business Acumen and Market Understanding

1. In-depth understanding of Financial Service trends and Corporate Banking.
2. Aware and has an intimate understanding of the activities of the traditional and non-traditional competitors and the impact on Corporate Banking’s relationship with the Client.
3. Develops an intimate understanding of the clients’ industry and business, analyses their modus operandi, management practices, judgement of various influential decision makers, and market conditions affecting the long-term viability of the business and industry sector.
4. Utilize information management systems and processes to pre-empt selling opportunities and identify opportunities and threats to Clients and the Bank.
5. Effectively use this knowledge to continually provide information to ensure that the products and services of the Bank meet the needs of the Client and stay abreast with world best practice.

Client Profitability and Risk Management

1. Conforms to the Bank’s risk policies and procedures.
2. Monitors markets and pre-empts risk for both the Client and the Bank.
3. Demonstrates general understanding of all areas of risk associated with Corporate Banking clients, products and services. Draws on this information and input from reliable sources (network) to decide on strategies to meet their needs (business financial needs & operational banking service needs) to establish a sound relationship for further business and protect against loss of key clients to competitors.
4. Proactively and quickly identifies potential problem accounts and formulates appropriate risk mitigating strategies.

Relationship Building

1. Appropriately balances technical input and marketing skill to address Client environment and needs.
2. Introduces specialist skills on specific products and product mix at the appropriate time and level in order to create solutions, which effectively satisfies Client needs.
3. Builds relationships across all hierarchical levels within and outside the Bank in order to develop a credible and relevant network, to ensure leading edge financial and market information.

Service Delivery

1. Understands the implications of substandard delivery of the role.
2. Ensures 100% availability of the service and sales support team.
3. Educates the Client in terms of the structure of Corporate Banking and Corporate Service and identifies the individuals accountable for the Client’s sales and service.
4. Identifies barriers to business development that emanate from sales and service delivery dissatisfaction and develops strategies to overcome these problems with the relevant members of the team and the Client.
5. Ensures that client confidence is supported by solid delivery of expected benefits, such as cost-efficient finance, improved efficiency of financial administration, and reliability of required service standards.

People Management

1. Coaches Relationship Officers in all aspects of their work and ensures that the team communication is open and ongoing.
2. Ensures that the Head is up to date with the Client’s existing business and possible opportunities and risks, personal and business needs, and preferences.

Financial Management

1. Understands the budget and target setting process of Corporate Banking and provides relevant and accurate input into this process.
2. Understands and conforms to the financial management processes and procedures of Corporate Banking.
3. Continually makes suggestions to improve and adapt these processes for the benefit of Corporate Banking and the Client.

6.   COMMUNICATIONS AND WORKING RELATIONSHIPS 

All corporate clients of the bank for whom banking services are delivered as the key function of the department.

Risk, trade and legal with whom corporate banking is inextricably involved.

Team members and all members of the department