Background

Zanaco Bank Plc is inviting applications from suitably qualified and experienced individuals for the following job aimed at contributing to the Bank’s strategic vision, in the Commercial Division under the Retail Banking Department at Kitwe Business Centre:

Role Description

JOB PURPOSE

• Manage relationships under the Mines & Metals portfolio for the Copperbelt region under the supervision and guidance of the Head – Mines & Metals on a daily basis.
• Attain targeted sales goals, performance targets and customer net promoter score through the effective management of the portfolio
• Directly responsible for the management of the portfolio to ensure smooth running of each account.
• Review account plans for all networked customers with a view to enhancing business volumes and earnings
• Conduct joint calls with product partners with emphasis on cross selling to increase wallet share for the Bank.
• Ensure no loss of valued corporate relationships
• Quarterly review of portfolio performance per account

Requirements

• Under the supervision of the Head Mines & Metals the following are among the Job Key Responsibilities:
• Responsible for implementing marketing strategies to develop existing portfolio and development of new opportunities.
• Identify and implement marketing strategies and business opportunities development and implementation of network sales process to drive pipeline growth and deal execution.
• Understand customer needs and provide them with products and services to achieve business objectives
• Provide support in structuring propositions to maximize business opportunities of an acceptable quality.
• Negotiate terms and conditions and prepare credit applications for new and renewal of loan facilities for corporate clients
• Present and defend credit applications in the Management Credit Committee sittings/meetings
• Establish and effective sales call cycle for key customers, partners and contacts and update the “deal pipeline”.
• Complete the wallet size for clients timely & appropriately file all client calls, client communications, internal memos, credit papers on the assigned portfolio.
• Timely initiate all credit processes (extensions, excesses full briefs, annual reviews)
• Cross Sell Trade, Treasury and transaction products and refer potential clients of the Bank for Commercial and Agric and Retail.
• Assist Head – Global and Large Corporates with product knowledge and market research
• Preparation of the credit appraisal and performance of all necessary due diligence procedures for clients seeking credit.
• Monitoring performance of all accounts and credit facilities in the portfolio.
• Be aware and fully understand all the terms of the credit policy.
• Act in accordance with the relevant regulatory requirements and standards
• Manage the loan book within parameters set by risk management
• Assess risk and business strategies of the portfolio and ensure compliance with regulatory requirements.
• Act as the “first line of defense” as required by the Credit Standard.
• Collate all action points raised in call reports, track and drive each action to its conclusion.
• Assist in the communication and implementation of any action necessary to improve service in respect of complaints/compliments received.
• Any other responsibilities or tasks as assigned by management.

INTERNAL/EXTERNAL CONTACT

External:

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

Internal:

• All internal Business Units

QUALIFICATIONS/EXPERIENCE

• University Degree in Business or relevant discipline
• Certification / Experience in the Mining Sector will be an added advantage
• Commercial credit analysis certification will be an added advantage
• 6 years relevant experience preferably in a banking environment with relationship Management or credit analyst skills in a similar portfolio.
• Experience in and exposure to Development finance, credit appraisal, environmental sustainability frameworks and Zambia’s mining regulatory framework.
• Working knowledge of financial products and services.
• Demonstrated selling, negotiation and communication skills.
• Demonstrates sound knowledge of PowerPoint and presentation skills.

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

• Manage relationships under the Mines & Metals portfolio for the Copperbelt region under the supervision and guidance of the Head – Mines & Metals on a daily basis.
• Attain targeted sales goals, performance targets and customer net promoter score through the effective management of the portfolio
• Directly responsible for the management of the portfolio to ensure smooth running of each account.
• Review account plans for all networked customers with a view to enhancing business volumes and earnings
• Conduct joint calls with product partners with emphasis on cross selling to increase wallet share for the Bank.
• Ensure no loss of valued corporate relationships
• Quarterly review of portfolio performance per account
• Responsible for implementing marketing strategies to develop existing portfolio and development of new opportunities.
• Identify and implement marketing strategies and business opportunities development and implementation of network sales process to drive pipeline growth and deal execution.
• Understand customer needs and provide them with products and services to achieve business objectives
• Provide support in structuring propositions to maximize business opportunities of an acceptable quality.
• Negotiate terms and conditions and prepare credit applications for new and renewal of loan facilities for corporate clients
• Present and defend credit applications in the Management Credit Committee sittings/meetings
• Establish and effective sales call cycle for key customers, partners and contacts and update the “deal pipeline”.
• Complete the wallet size for clients timely & appropriately file all client calls, client communications, internal memos, credit papers on the assigned portfolio.
• Timely initiate all credit processes (extensions, excesses full briefs, annual reviews)
• Cross Sell Trade, Treasury and transaction products and refer potential clients of the Bank for Commercial and Agric and Retail.
• Assist Head – Global and Large Corporates with product knowledge and market research
• Preparation of the credit appraisal and performance of all necessary due diligence procedures for clients seeking credit.
• Monitoring performance of all accounts and credit facilities in the portfolio.
• Be aware and fully understand all the terms of the credit policy.
• Act in accordance with the relevant regulatory requirements and standards
• Manage the loan book within parameters set by risk management
• Assess risk and business strategies of the portfolio and ensure compliance with regulatory requirements.
• Act as the “first line of defense” as required by the Credit Standard.
• Collate all action points raised in call reports, track and drive each action to its conclusion.
• Assist in the communication and implementation of any action necessary to improve service in respect of complaints/compliments received.
• Any other responsibilities or tasks as assigned by management.

• 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
• Demonstrated selling, negotiation and communication skills.
• Demonstrates sound knowledge of PowerPoint and presentation skills.

• University Degree in Business or relevant discipline
• Certification / Experience in the Mining Sector will be an added advantage
• Commercial credit analysis certification will be an added advantage
• Experience in and exposure to Development finance, credit appraisal, environmental sustainability frameworks and Zambia’s mining regulatory framework.
• Working knowledge of financial products and services.