Senior Relationship Manager, Business Banking at Standard Chartered Bank

In 1965, the Standard Bank of South Africa merged with the Bank of West Africa acquiring businesses including a banking operation in Nigeria, which dated back to 1894. The name was then changed to Standard Bank of West Africa. Four years after the merger, Standard Bank Nigeria was incorporated locally to take over the business in Nigeria. In 1971, 13% of the share capital was placed with Nigerian investors. The end of the civil war saw a major economic upturn and as a consequence, the military government sought to increase local control of the retail-banking sector, hence the Bank’s investment in Standard Bank Nigeria (renamed First Bank of Nigeria in 1979) was reduced to 38%. Standard Chartered remained a shareholder of First Bank of Nigeria until 1996.

Standard Chartered re-entered Nigeria in 1999 and opened to customers on 15 September 1999 as a wholly owned subsidiary of Standard Chartered Bank Plc, headquartered in United Kingdom. It now has 42 branches located in Lagos, Port Harcourt, Abuja, Ibadan, Kano, Kaduna, Maiduguri, Ota, Aba, Onitsha and Onne offering a wide range of products and services in Retail, Corporate and Institutional Banking. It employs over 900 employees and sees Nigeria as a growth centre.Job Summary
The Senior SME Relationship Manager drives revenue growth by onboarding and deepening relationships with business clients with annual turnover of up to USD100 million, leveraging the Bank’s global network and capabilities in International Trade.

Drive growth in Trade Finance and deposit mobilization by acquiring, managing, and deepening relationships with Small and Medium Enterprises (SMEs) with annual STOs of up to N150billion, ensuring effective retention of customers.
Promote trade products such as Letters of Credit (LCs), Bills for Collection, Bank Guarantees, Import/Export finance, and structured trade solutions.
Grow the bank’s trade finance and deposit book through structured marketing and relationship strategies.
Work closely with the Trade Operations and Treasury teams to deliver seamless end-to-end service
Ensure efficient processing and timely execution of trade transactions.
Focus on building sustainable banking relationships, increasing low-cost deposits, and cross-selling appropriate financial solutions to SME clients.
Source, onboard, manage and Increase penetration of NTB Trade SME portfolio accounts.
Identify and Sell SME products to SME clients through consultative approach and detailed understanding of customers’ business(es) and internal offerings to enhance revenues and profit.
Improve customer experience and service delivery to SME clients
Focus more on cash rich clients/sectors like Trade, Maritime, Oil & Gas, IT, NGO, Health, schools, General Commerce and high revenue clients.
Create quality Risk Assets from a tail base to high revenue base
Awareness and understanding of the wider business, economic and market environment in which the Group operates.

Key Responsibilities

Strategically identify and acquire Trade and SME clients with deposit potential, with a focus on current accounts/low-cost deposits.
Onboard and grow a portfolio of SME Trade clients, ensuring consistent deposit inflows and enhanced account utilization.
Prospect and onboard Trade SME businesses across various sectors. Understand their business cycles to offer tailored deposit and payment solutions that align with their needs.
Engage NTB clients via leads sourced from Supplier & Buyer ecosystem, Alliances, Targeted lists and Store catchment with full range of SME banking liability products
Activate NTB clients, set up and educate clients on remote channel usage i.e., online, POS, Client Centre, ATM.
Ensure all accounts in portfolio are qualified for RM management.
Drive deepening activities with high value/potential clients using full range of SME products and collaboration with specialist
Analysis of needs and provision of SME products and services
Understand client businesses to ensure needs are met via SME products and Services by leveraging analytics backed next best conversations
Develop a feedback system which will adequately keep the Head SME Client Relationship & Sales abreast of key customer service developments, weakness and strengths in the competition via weekly call reports, that will effectively assist in overall SME strategic/franchise planning
Share minutes of meeting with clients same day of the meeting (as specified in the operating rhythm)
Share contact plans every Monday morning or first working day of the week with your LM (as specified in operating rhythm)
Call memos to be collated and submitted every Friday morning or last working day of the week with your LM (as specified in operating rhythm). Call memos to be documented on all calls.
Liaise and provide leadership in areas of expertise, particularly in the provision of products and services to customers.
Provide feedback to senior management, marketing and product management on customer’s needs and the efficiency of marketing strategies and tactics.

Business

SME Banking – The SME Business at Standard Chartered serves Businesses with annual turnovers of up to USD 100million (NGN 150 billion)

Processes

Adhere strictly to the Bank’s policies and Department Operating Instructions

Risk Management

Ensure you remain alert to the risk of money laundering and assist in the bank’s efforts in combating it by adhering to the key principles in relation to:
Identify your customer, knowing your customer, reporting suspicions, safeguarding records and not disclosing suspicions to customers

Regulatory & Business Conduct

Display exemplary conduct and live by the Group’s Values and Code of Conduct.
Take personal responsibility for embedding the highest standards of ethics, including regulatory and business conduct, across Standard Chartered Bank. This includes understanding and ensuring compliance with, in letter and spirit, all applicable laws, regulations, guidelines and the Group Code of Conduct.
Effectively and collaboratively identify, escalate, mitigate and resolve risk, conduct and compliance matters.

Key stakeholders

Sales support teams (CMPS, Treasury, Trade, SME Trade service, SME Credit Analysts, SME Products, Client Experience, BRM/Assurance
Branch managers and Head of Operations on issues to SME customers
Branch departmental, GTO & credit managers and staff for SME customer’s account opening, servicing and administration
Product Development and Analytics>product review, development, implementation and analysis
SBIM for scorecard/KPI discussions

External Stakeholders

Customers
Regulators
Competition

Other Responsibilities

Here for good and Group’s brand and values in Nigeria SME Banking unit]; Perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures; Multiple functions (double hats)

Our Ideal Candidate

Good first degree or requisite technical skills gained through professional associations and practical experience.
Deep knowledge of trade finance instruments and global trade regulations
Good working knowledge of SME products and industry lending products