Strategic Focus

• Responsible for the actual preparation of credit applications and supporting loan documentation
• To ensure an in-depth understanding of all customers in his/her portfolio, using the Customer Value
  Analysis (CVCA/Ecosystems), in order to effectively meet the needs of the customers.
• To assist in the execution of an effective relationship management strategy in line with overall SME
  Banking strategy.
• Ensure that close personal attention is given to provide a full array of customized financial solutions and
  services tailored to meet the growth needs and potential of the portfolio
• To assist in the execution of growth and retention of a portfolio of high value SME Banking relationships
  by performing a proactive and value adding portfolio management.
• Assist in the achievement of financial and non-financial targets for the portfolio.
• To conduct ongoing research and analysis to enable the Relationship Managers SME fully understand
  the clients’ business, context, and identify potential business opportunities for the bank.
• To interpret the research findings and analytics. Make recommendations regarding potential
  opportunities or risks so that the Relationship Managers/HSME can proactively identify solutions or
  mitigate business risks.
• Provision of direct (specialist/ professional) credit evaluation services at the customer interface.
• Deliver Credit helpdesk support for SME Banking Relationship Managers.
• Identifies credit and risk management requirements at the source of the deal negotiation/ business
  proposal.
• Conducts credit evaluation interviews during deal negotiation to obtain enough and appropriate
  information to evaluate business risk and deal variability, from a credit risk perspective.
• Declines non-viable deals at source, however, works in partnership with SME Relationship Manager and
  client to identify alternatives that could bring the deal/ proposal within acceptable parameters relative to
  profitability.
• Recommends appropriate facilities in line with risk evaluation.
• Presents and defends own judgement and senior credit evaluations/analysis to clients in a manner which
  does not negatively affect the business relationship.

Business Acumen and Market Understanding

• Preparation of formal Credit Applications.
• Identifies, quantifies and evaluates sources of risk in relation to profitability of business proposal and
  financial viability of the business entity as a whole, interrogates information obtained to gain a thorough
  understanding of business parameters which create profit/ value as well as the associated risks.
• Utilizes industry risk analysis available to identify and understand contextual threats to existing and
  potential clients.
• Evaluates whether proposals meet sound business criteria and counter-party credit risk falls within
  acceptable parameters, and recommends appropriate business credit facilities, including terms or
  conditions of facilities.
• Prepares credit applications providing sound financial and business justification for deals/ proposals
  within acceptable risk parameters relative to the profitability.

Client Profitability and Risk Management

• Formulates, drives, measures and manages the implementation of agreed initiatives and a retention
  strategy for the portfolio to grow profitably across the SME Banking segment.
• Responsible for achieving DTB ratio growth per client in the portfolio.
• Responsible for driving the SME Personal Banking interplay in partnership with Personal Banking
  segments by proactively identifying and passing personal banking leads
• Use the outcome of the CVCA exercise as a basis for proactively providing guidance to the customers
  pertaining promotion, selling and structuring of financial solutions customised to best meet the financial
  needs of the SME Banking clients
• Proactively drives review process of existing facilities ensuring consistently, thorough and timely
  evaluation of all existing facilities.
• Detects and evaluates shifts or changes in key parameters in a business relationship or industry and
  evaluates the implications of such changes on continued business dealings.
• Analyse information received from client and the client’s performance. Establish reasons for risk
  exposure in excess of credit facilities; evaluate these in relation to business risk parameters.
• Recommends for pricing concessions where possible

Relationship Building

• Ensure a deep understanding of the SME banking’s client’s business through regular value adding
  interactions.
• Complete a customer value chain analysis (Ecosystem) to further understand the customer’s needs
  and identify sales opportunities and deploy bank solutions to meet those needs
• Ensure up to date and accurate customer information
• Identifies opportunities to migrate SME Banking clients to more appropriate client value propositions
• Implements the SME Banking Proposition and keeps abreast of changes to the SME Banking
  proposition

Service Delivery

• Performs a liaison role, at appropriate levels between relevant stakeholders e.g. credit, product
  specialists and other business partners to ensure service expectations are fully met
• Implements a customer relationship management CRM strategy to ensure regular contact of all SME
  Banking clients in the portfolio as per client value proposition.
• Meets and exceed SME Banking customer service expectations. Ensure effective query management
  and client feedback.
• Monitors and manages the delivery of service in line with SLAs, standards and turnaround times within
  the SME Centre
• Understands the implications of substandard delivery.
• Ensures 100% availability of the service to the SME Banking clients.
• Identifies risks/ barriers to business development that emanate from a client’s operating environment
  and develops strategies to mitigate/ overcome these problems with the relevant members of the
  relationship team and the Client.

Client centricity: Contributing to customer and business strategy

a) Industry value proposition
b) Support business in developing new business propositions
c) Directly influence risk appetite
d) Participate in customer visits (as appropriate) to understand customer needs
Support the relationship team in developing industry value proposition
Make at least one client call for new deal being progressed
Review credit paper before presentation to ensure quality

Risk and Conduct: Deliver quality credit and portfolio management
a) Annual review of facilities
b) Ensure full adherence / compliance to Policy and Governance
c) DOCFLOW management
Less than 5% by volume and value of portfolio in outstanding overdue reviews
Outstanding DOCFLOW applications less than three (3) of the assigned applications

Business Transformation and Capability
a) TAT on credit origination
2 days to submit a loan application
b) Credit papers originated are of high quality ensuring all credit due diligence is carried out and all related
aspects well-articulated.
c) Management information
100% of TAT must be within agreed timelines
o 2 days for new facilities to existing client
o 2 Days-New business and new to bank
o 2 days for annual reviews

Credit reworks (addressing credit aspects only)
o Returns allowed – 2 per application any application
o TAT for resubmission
< = 1 Day
Management information
o Ensure updates to Group CC and country CC are provided timely
o Up to date pipeline management template
o Workflow template maintained and up to date
Management information
o Ensure updates to Group Deal forum provided timely
o Up to date pipeline management template
o Workflow template maintained and up to date

Employee Engagement
a) Training and development
b) Succession planning
c) Attend at least 4 training sessions in the year