JOB DESCRIPTION
Job Title
RELATIONSHIP officer-INVESTMENTS
Job Code
Dept:
Sales
Group:
Retail Banking
Job Purpose In a brief one or two-sentence statement answer the question “WHY DOES THIS JOB EXIST?” and “WHAT IS IT EXPECTED TO ACCOMPLISH?”
The job holder is expected to deliver set investment targets by efficient and satisfactory delivery of all relevant investment products/ services to the upper/middle class target audience.
Sales of investment products offer the opportunity for the bank to earn fee income which are risk free and not subject to interest rate movements.
Investment sales are a key part of retail bank’s overall strategy to diversify its revenue streams
2. Reporting Lines
2.1 Reports directly to:
Relationship Manager, Investments (Team Manager)
3. Job Dimensions
3.1 Quantifiable What are the numerical/ financial dimensions for which the job position is solely and directly responsible. E.g. No. customers – annual sales/expense budget, sales, equipment
The job holder would be responsible for generating the assigned revenues as stated in the Objectives, through the sales of Investments and Bancassurance. In addition, the job holder would also be responsible for cross sell targets. Targets would be reviewed and revised periodically.
3.2 Non Quantifiable Define main function(s) of job and ‘client’ – HR Strategy for whole bank
Customer Relationship Management (internal and external)
Prompt response to customer complaints
The job holder is expected to make qualitative contributions in terms of:-
Ensuring realistic commitments are made to customers and render them excellent service to differentiate ourselves from the competition.
To target internal customers (bank staff) and make them aware of the investment options.
To ensure in the event of any complaints, the same is addressed within a reasonable time period. To make sure any service failure is redressed immediately to avoid any threat to the bank’s reputation and ensure such issues do not repeat in the future.
3.3 Key Results Areas State 2 or 3 key results/deliverables of the job position. E.g ‘Reducing computer downtime
Sales Volume Delivery
Client Relationship Management
To ensure agreed sales targets are achieved.
To enhance and deepen relationships with clients through regular client contact
To prepare and implement portfolio structures with the appropriate asset mix suitable to the customer risk profile
4. Main Tasks & Responsibilities (List main regular activities)
BASIC DISCIPLINE
Ensure basic discipline is maintained through timely reporting to office.
Ensure adherence to dress code and code of conduct
DAY TO DAY ACTIVITIES
To develop and manage direct client relationships and be responsible for the day-to-day relationship with the client as well as providing investment advice as defined by his risk profile
Prospecting to ensure 4 meetings a day.
Prepare daily sales reports
TRAINING
Ensure attendance at each sales training programs
Be adequately trained to prevent mis-selling
WEEKLY SALES REVIEWS
Attend weekly review meeting to ensure there is no gap in planned v/s actual numbers set out for the week
Take corrective action wherever there is a discrepancy in planned v/s actual delivery
Discuss issues pertaining to the time period and resolve the same immediately
Discuss success stories with other team members that would have a positive impact on business
Draw up goals for the subsequent week
Monthly presentation and analysis of one competition product offering
COMPLIANCE & QUALITY
Ensure strict compliance on documentation provided by the customers.
Ensure compliance policies are understood and strictly implemented
Bring in quality customers to the bank, which leads to quality references thus ensuring each case is profitable to the bank.
Ensure clean and healthy sourcing without resorting to quick-fix measures and fraudulent practices that may affect performance of the portfolio
Deliver superior service to match and exceed customer expectations to achieve ‘customer delight’
MARKET INTELLIGENCE
To maintain in-depth knowledge of global and local financial markets so as to be abreast with current market trends
Provide customer and competition feedback to BDM/other team members
ACHIEVE TARGETS ON OTHER PRODUCTS
To ensure all cross sell opportunities are effectively leveraged and closed
To explore and identify cross-sell opportunities for other asset/liability products
5. Occasional Duties (Activities performed occasionally – please state the frequency)
Attend industry conferences and investor meets to understand market trends
Invite customers for regular customer seminars and other micro marketing activities.
Manage and assist customers in case of absence of the respective Relationship Officer.
6. Main Contacts and Working Relationships
Communicates with (Job title)
Internal or External
Purpose of Contact: (e.g. Pass/receive information or influence/persuade/
negotiate ) Frequency
Daily/weekly
monthly/
occasional
Sales Coordinators : Dubai/ HO
Internal
Daily Reports, MIS, etc
Daily
Operations
Internal
To ensure timely investment booking
To check status of customer bookings/customer issues
Daily
Team Manager
Sales Manager
Internal
Internal
For reporting daily activities/receive information
For discussion of sales activities
Daily
Occasional
7. Background Knowledge & Experience.
7.1 Minimum Education level required:
Bachelors, Business Management
7.2 Professional Qualifications
Masters, CFA or related course (not compulsory)
7.3 Work Experience
NIL in case of an MBA or CFA. Otherwise, 1 year or less sales experience in related field.
7.4 Special Skills / Attributes required for the Job
Aggressive, go getter with good communication and negotiation Skills
Excellent, networking skills
Basic understanding of global and regional financial markets and products.
Job Holder Signature
Date
Line Manager Signature
Date
Approved By (Group Head)
Date
