Position Overview

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 Corporate & Investment Banking at Kitwe Business Centre:

Role Description

JOB PURPOSE

To grow and sustain a portfolio of Mid Corporate clients and building long-term relationships founded on efficient and reliable support for their business through quality Relationship Management; evidenced by quick turn around on solution delivery to clients, consistent acceptable Net Promotor Scores, and attainment of financial and non-financial objectives.

To deepen the wallet share of existing customer relationships as well as developing new relationships with a view of increasing revenue and market share and delivering product cross sell and maintaining a robust risk control environment.

Under the supervision of the Head Mid Corporates the following are among the Job Key Responsibilities:

• Coordinate the sales efforts for liabilities and assets; extensively market low cost liabilities and identify suitable profitable assets for on – boarding.
• Collaborate with Transaction Banking staff to ensure proposals and tenders have product partner input and are submitted timely.
• To track implementation of solutions with product teams – Transaction Banking, Treasury, Scheme loans, Workplace Banking etc. – within the agreed turnaround time.
• Maximise revenue from the relationships across the portfolio by cross selling products and solutions that increase wallet share as well as track action points contained in call reports to their logical conclusion.
• Proactively Initiate all credit proposes and obtain appropriate approvals.
• Coordinate post approval actions of credit facilities for the Unit.
• Proactively manage and maintain a high standard of operational control including adherence to Risk Management Control Document guidelines, KYC/CDD & Key Control Assessment procedures and other bank policies.
• Deliver and maintain a high level of customer service across all customer touch points.
• Refer to Head Mid Corporates on non-business relationships that are acceptable and profitable to the bank.
• Originate, maintain and develop strategic relationships within the economy with specific emphasis on relationships designated for Large Corporates.
• Manage the corporate loan book within parameters provided by Risk Management and in accordance with acceptable risk management practices as defined by the banks risk frameworks.
• Negotiate terms and conditions and prepare an accurate and detailed information pack for Corporate Credit, to prepare credit applications for new and renewal of loan facilities for Mid Corporate clients.
• Present and defend credit applications in the Credit Committee.
• Attend regular meetings with customers, co-jointly with product teams and other internal stakeholders.
• Attend industry conferences and relevant workshops delivered by regulators.
• Prepare Call Planning reports, Call Reports & Tracking Templates and update the “Deal Pipeline”.
• Complete the wallet sizing for clients timely and appropriately. File all client calls, client communications, internal memos, credit papers on the assigned portfolio.
• Diligently maintain and update client files.
• Timely initiate all credit processes (extensions, excesses full briefs, annual reviews)
• Cross Sell Retail, Trade, Treasury and Transaction Banking products and refer potential clients of the Bank to Commercial and Agriculture.
• Assist Head – Mid Corporates with product knowledge and market research.
• Coordinate and provide input to GLC & credit processes and create bank proposals and track to make certain of their timely delivery.
• Oversee full implementation of credit products and coordinate the implementation of solutions delivered by Product Partners.
• Research, create and follow up on a target list for potential new business.
• Introduce new business to Head – Mid Corporates.
• Ensure proper segmentation & Contra codes are applied against assigned portfolio of corporate customers.
• Jointly work with Corporate Credit & Risk on credit issues with a view of implementing the Zanaco credit processes (Early Alert, Watch List & Provisioning) with the objective of minimal default by proactively restructuring to avoid default where necessary.
• Appraise Head- Mid Corporates of any appropriate market information.
• Identification and onboarding of new customers.
• Incremental business and/or new solutions to existing customers.
• Development and implementation of the sales strategy.
• Assists in coordinating the implementation of Large Corporates customers.
• Assists in coordinating End-to-End post approval activities.
• Tracking and rectifying any income leakage in the unit.
• Any other responsibilities or tasks as assigned by management.

INTERNAL/EXTERNAL CONTACT

• Existing / prospective customers
• Internal stakeholders
• Officials of regulatory bodies e.g. BOZ– for compliance and market information.

Requirements

QUALIFICATIONS/EXPERIENCE

• Grade 12 Credit or above mandatory in Mathematics and English and any other three subjects.
• University degree in a Business-related Field or professional qualification from a recognized university.
• Minimum of Six (6) years in a related role particularly in a corporate sales environment.
• Working knowledge of financial products and services.
• Demonstrated selling, negotiation and communication skills.
• Demonstrates sound knowledge of PowerPoint and presentation skills.

JOB CORE COMPETENCIES

• Results Driven
• Communicating with Impact
• Working in teams
• Building Relationships
• Being Pro – Active
• Resilience
• Analytical thinking
• Team work
• Customer service orientation
• Conceptual thinking
• Negotiation Skills

• Coordinate the sales efforts for liabilities and assets; extensively market low cost liabilities and identify suitable profitable assets for on – boarding.
• Collaborate with Transaction Banking staff to ensure proposals and tenders have product partner input and are submitted timely.
• To track implementation of solutions with product teams – Transaction Banking, Treasury, Scheme loans, Workplace Banking etc. – within the agreed turnaround time.
• Maximise revenue from the relationships across the portfolio by cross selling products and solutions that increase wallet share as well as track action points contained in call reports to their logical conclusion.
• Proactively Initiate all credit proposes and obtain appropriate approvals.
• Coordinate post approval actions of credit facilities for the Unit.
• Proactively manage and maintain a high standard of operational control including adherence to Risk Management Control Document guidelines, KYC/CDD & Key Control Assessment procedures and other bank policies.
• Deliver and maintain a high level of customer service across all customer touch points.
• Refer to Head Mid Corporates on non-business relationships that are acceptable and profitable to the bank.
• Originate, maintain and develop strategic relationships within the economy with specific emphasis on relationships designated for Large Corporates.
• Manage the corporate loan book within parameters provided by Risk Management and in accordance with acceptable risk management practices as defined by the banks risk frameworks.
• Negotiate terms and conditions and prepare an accurate and detailed information pack for Corporate Credit, to prepare credit applications for new and renewal of loan facilities for Mid Corporate clients.
• Present and defend credit applications in the Credit Committee.
• Attend regular meetings with customers, co-jointly with product teams and other internal stakeholders.
• Attend industry conferences and relevant workshops delivered by regulators.
• Prepare Call Planning reports, Call Reports & Tracking Templates and update the “Deal Pipeline”.
• Complete the wallet sizing for clients timely and appropriately. File all client calls, client communications, internal memos, credit papers on the assigned portfolio.
• Diligently maintain and update client files.
• Timely initiate all credit processes (extensions, excesses full briefs, annual reviews)
• Cross Sell Retail, Trade, Treasury and Transaction Banking products and refer potential clients of the Bank to Commercial and Agriculture.
• Assist Head – Mid Corporates with product knowledge and market research.
• Coordinate and provide input to GLC & credit processes and create bank proposals and track to make certain of their timely delivery.
• Oversee full implementation of credit products and coordinate the implementation of solutions delivered by Product Partners.
• Research, create and follow up on a target list for potential new business.
• Introduce new business to Head – Mid Corporates.
• Ensure proper segmentation & Contra codes are applied against assigned portfolio of corporate customers.
• Jointly work with Corporate Credit & Risk on credit issues with a view of implementing the Zanaco credit processes (Early Alert, Watch List & Provisioning) with the objective of minimal default by proactively restructuring to avoid default where necessary.
• Appraise Head- Mid Corporates of any appropriate market information.
• Identification and onboarding of new customers.
• Incremental business and/or new solutions to existing customers.
• Development and implementation of the sales strategy.
• Assists in coordinating the implementation of Large Corporates customers.
• Assists in coordinating End-to-End post approval activities.
• Tracking and rectifying any income leakage in the unit.
• Any other responsibilities or tasks as assigned by management.

• Demonstrated selling, negotiation and communication skills.
• Demonstrates sound knowledge of PowerPoint and presentation skills.
• Results Driven
• Communicating with Impact
• Working in teams
• Building Relationships
• Being Pro – Active
• Resilience
• Analytical thinking
• Team work
• Customer service orientation
• Conceptual thinking
• Negotiation Skills

• Grade 12 Credit or above mandatory in Mathematics and English and any other three subjects.
• University degree in a Business-related Field or professional qualification from a recognized university.
• Working knowledge of financial products and services.