Private Banker (North) (m/f)

Duties

New business development

• Acquire new customers (high net-worth affluent individuals) as per the criteria outlined in the segment value proposition and reflected by the market segment strategy and sales targets
• Pro-actively identify cross-sell opportunities within own portfolio of customers to maximize life cycle opportunities. Be guided by the segment value proposition and sales targets as to what the priority products are both from a bank and customer perspective
• Conduct a needs analysis with all new and existing customers to ensure that product opportunities identified are appropriate to meet the customer’s needs and priorities
• Comprehensively explore customers’ short and long term financial goals/aspirations and keep up to date with changes in the financial needs and financial position of customers. Appreciate the implications of the customers’ lifecycle position and priorities
• Ensure that the Customer is central to the entire life cycle approach of maximizing sustainable value add to both the Customer and the Bank
• Establish, build and strengthen one-on-one relationships with customers, based on mutual respect, to retain customers and gain word-of-mouth referrals
• Commitment to Service excellence and superior service delivery aligned to SLA’s and turnaround time commitments

Private Banking Processes

• Ensure that customers are well informed with regards to lending application processes (e.g. vehicle finance, home loans, overdraft, credit card, personal loans, etc.), credit maintenance processes (e.g. annual reviews) and account conduct expectations (e.g. minimum account balances, provision for debit orders and cheque payments, etc.)
• Clearly and transparently inform customers of contract/account terms and conditions, fees, rates and commissions where applicable. Be prepared to articulate the value added if challenged on pricing
• Ensure that qualifying customers (as defined by the market segment value proposition) are timeously migrated from the Branch to the Private Bank
• Retain ownership of customer requests, complaints and applications – follow every task through to completion keeping the customer updated on progress
• Ascertain when customers require specialist advice and arrange appropriate introductions with specialists
• Generate and pass on leads. Follow up to ensure that the customer is satisfied with the service received
• Manage credit and operational risks in accordance with laid down policies and procedures
• Establish and build knowledge and understanding of product and credit application processes to eliminate reworking and ensure acceptable turnaround times for customers

Success Indicators

• Sales targets achieved/exceeded
• Significant increase in new-to-bank relationships
• Continuous referrals from existing customers in portfolio
• High cross-sell ratios at a customer and portfolio level
• Minimal customer attrition – high level of portfolio growth
• Increase in market share
• High performing Client Service Manager

Requisites

• Up to 8 years extensive sales/marketing experience. Deep knowledge of the private banking / wealth management
• Good knowledge of competitor offerings and strategies to target the affluent/high net worth market
• Thorough understanding of the local affluent/high net worth market
• Understanding of the high net-worth individual and affluent market – typical profile, lifestyle, financial needs, etc.
• Sound knowledge of all products and channels relevant to this market, including qualifying criteria, product/channel features and benefits, pricing, product/channel combination possibilities and efficient product usage through self-service channels.
• Good understanding and interpretation of financial statements
• Understanding of the bank’s products in respect of service level agreements and the bank’s service provision networks
• Understanding of which products are most required by high net-worth individuals and/or most beneficial to this market as well as appreciation of which products are most profitable to the bank
• Knowledge of local market environment and financial issues that may impact portfolio
• Thorough understanding of credit principles as well as application and maintenance processes
• Relevant Business/Financial Degree ( Business Administration/Management/Finance/Marketing)
• Required Competencies:
• Deciding and Initiating Action
• Relating and Networking
• Persuading and Influencing
• Presenting and Communicating Information
• Analysing
• Delivering Results and Meeting Customer Expectations
• Entrepreneurial and Commercial Thinking

Notes

• Only shortlisted applicants will be contacted