Senior Relationship Manager – Chinese Portfolio

Job Purpose

Drive the successful delivery of the Banks strategy in the Zambia-China corridor/sector(s) locally/regionally, by ensuring the Chinese portfolio is managed to deliver the Bank to its clients, and acquire new relationships.

Provide internal leadership to the resources assigned to the portfolio at analyst level by providing direction that will enable Zanaco Bank to position itself in the sector and drive the realization of goals set.

Leverage sector relationships to achieve high levels of client service, business targets and revenue opportunities across Commercial Division.

Job Key Responsibilities:

• Develop and own a Chinese portfolio in collaboration with the Head CIB to achieve the Commercial and overall bank’s Chinese sector ambitions
• Execute on goals with accompanying plans for their achievement and ensure tracking of key portfolio performance indicators
• Manage relationships with external strategic partners and stakeholders such as regulators, embassies, independent reviewers and development institutions in regards to the Chinese sector.
• Develop a rapport and guide the overall banking relationships with key stakeholders from the sector in a bid to foster a healthy corporate relationship.
• Act as a sector liaison for Commercial and drive collaboration with other functions to achieve the bank’s Chinese portfolio strategy.

• Stay abreast of market developments in Zambia-China corridor with impact reporting and recommend initiatives and frameworks for adoption by the business
• Act as a central liaison for all Chinese engagements with CEO’s Office, Head CIB and Chief Commercial Officer when engagements involve clients of the Bank.
• Drive the growth of the business (revenue and balance sheet) derived from customers and businesses in the sector that are contributing positively towards building sustainable business models in the market.
• Implement structured solutions that create opportunities for deepened relationships between the Bank and Chinese or mandarin speaking businesses.
• Advance an inclusive ecosystem that collaboratively places the Bank as the preferred business partner from the lenses of the regulator, the Chinese corporates, and other key stakeholders.
• Provide analytical support to commercial business units on Chinese projects, or partnerships including screening, identification and appraisal of all prospective and acquired business proposals.
• Adhere to the sustainability framework requirements on businesses to ensure the business portfolio remains within acceptable operational standards and within the Banks risk appetite framework.
• Co-management of ESG risks in the business and customer portfolio
• Conduct an audit of existing client relationships with a view to identifying opportunities for growth and support.
• Ensure strict adherence of the business to corporate governance standards and principles and alignment with international best practice and frameworks
• Conduct verification analysis on borrower clients and issuers against credit policy and procedures and other conditioning policies and procedures as may be applicable.
• Ensure the Banks business activity in the sector remains within the confines of the regulatory framework and guard rails are in place to clearly track and monitor compliance within the portfolio.
• Ensure the Chinese portfolio operates within the risk appetite of the Bank.
• Identify key performance indicators for the Commercial Division Chinese portfolio and implement a tracking and measurement system for progress against division goals and targets
• Prepare timely submission of financial reports as required by Head CIB, Chief Commercial Officer, Management Board, Board of Directors and other relevant committees
• Conduct evaluations value of existing and potential Chinese partnerships to maximize value for customers and the bank
• Continuously build Zanaco Bank’s industry profile with high level, representation at conferences, workshops, expert panels, key industry events, publications and other marketing events which fit Zanaco’s market focus.
• Develop client specific marketing Programmes and assist with the execution of the local/regional sector(s) marketing plan for existing and new clients.
• Build and maintain strategic relationships with key clients to drive the development and delivery of business solutions and revenue growth for the specific sector(s).
• Develop in-depth knowledge of the key clients’ strategy, business context and financial performance.
• Develop and implement strategic client plans (together with the core client delivery teams) in line with the broader strategy.
• Drive the use of client service teams to “hunt in packs” thereby creating an enabler to ecosystem mining in the sector.
• Ensure the administration and analysis of the Client Service Surveys, as well as the implementation of focused action plans needed to address the gaps identified.
• Lead the development of innovative solutions tailored to the Chinese sector(s) needs which will allow Zanaco Bank to meet the sector(s) business requirements.
• Maintain a proficient and relevant knowledge of products, pricing, services and capabilities across the team to ensure relevant and informed client conversations
• Leverage research products offered by the bank for the client’s advantage and focus on enhancing cross-selling opportunities and originating profitable transactions in conjunction with the product areas
• Manage the level of exposure and set limits within the bank’s risk appetite for the particular sector(s).
• Act as the “first line of defense” as required by the Credit Standard.
• Manage effectively, the analyst resources.

INTERNAL/EXTERNAL CONTACT

• Customers, funding organizations, co-operating partners and industry associations, Chinese Embassy

• Internal: All internal Business Units

QUALIFICATIONS/EXPERIENCE

Education:

• University Degree in Business or relevant discipline
• Certification / Experience in managing Chinese/Mandarin portfolios.
• Commercial credit analysis certification will be an added advantage
• Chinese/Mandarin language speaking, reading and writing at proficient level will also be an added advantage.Minimum Experience:
• Five (5) years relevant experience preferably in a banking environment with relationship Management at Senior level
• Experience in and exposure to Development finance, credit appraisal, environmental sustainability frameworks and Zambia’s China partnership.

JOB CORE COMPETENCIES

• High levels of competency in quantitative and qualitative research methods
• Ability to communicate effectively with customers and internal stakeholders with all levels of staff up to and including executive management
• Ability to learn and use complex concepts quickly
• Team player
• Efficient time management.
• Ambitious and energetic, able to get things done.
• High level of maturity, integrity and responsibility in handling confidential information.