Commercial Banker

Commercial Banker

MAIN PURPOSE OF THE JOB

Markets Bank products and services to existing clients or new clients with the aim of growing the

direct lending Loan Book. On the receipt of client interest views past performance of clients and

pack through for completion. For viable deals visits clients and performs an analysis on the

institution/organisation of a new potential transaction. Acquires all documentation prior to deal

structuring. Works in consultation with members of the Origination team in the Provincial Office

and the Credit Analysts in Head Office to construct the deal. To provide recommendations on
- Management shareholding structure, organizational structure
- Governance matters
- Competitive advantage
- Value proposition
- Distribution channels

QUALIFICATIONS AND EXPERIENCE
- Relevant 3-year qualification in commerce, business, banking, or other relevant and

equivalent qualifications
- 3-5 years’ experience in the management of client relationships, preferably in a financial

and customer facing environment.
- 1-2 years knowledge to assess a business case for an agricultural farming business and

the competency to interpret financial statements, and do financial calculations.
- 3 years knowledge of credit principles and practices and relevant legislation

Critical Competencies;
- Agricultural Industry
- Organizational analysis and market evaluation
- Strategy analysis and governance assessments
- Credit Risk assessment
- Structuring of Corporate and Commercial transactions

KEY PORTFOLIO AND PERFORMANCE FOCUS AREAS

1. Sales Targets and Client Interactions
- Reviews targets set and plans approach to achieving goals
- Plans for client canvassing approaches on a weekly basis
- Presents the Bank to prospective clients via presentations, farmers unions etc.
- Educates the community regarding the products and services provided by the Bank
- Identifies potential clients and follows up on interest
- Deals with client queries as the first point of contact and resolves issues
- Meets with current clients to review services provided and determine if there is an

additional sales opportunity

2. New Client Reviews and Application Advice
- Determines past performance of clients and level of potential business

requirements

farmers

set ups
- Advise clients on governance and legislative requirements that may impact business

such water permit rights for irrigation and environmental assessments

3. Institutional Assessment
- For viable or potential clients conduct full institutional assessments
- Assess clients management expertise, experience and skill mix
- Shareholding structure and assessment of individual shareholders as well as project

operating structure
- Organisational structure and the extent to which it supports strategy execution
- Governance set up, board of directors, board committees and charters,

complementarity of board skill mix, etc.
- Adequacy of human capital in terms of numbers and skill base. Human capital plan and

strategy
- Organisational policies, procedures, systems, processes, internal control environment,

etc.

4. Finalising Proposed Loan Application

Conducts all checks and addresses defaults with clients
- Gather all relevant documentation and review all information to determine

financial robustness
- Actively engage and collaborate with Risk Management (Credit) throughout

the deal structuring process to ensure alignment, strengthen the quality of

processes and deal outcome - If deal is approved sell to client

including terms and conditions, interest rates

5. Stakeholder Relationship Management
- Adopt a customer service ethos.
- Build, foster and maintain consistent, effective and strong relationships with existing and

new clients within the allocated portfolio
- Follow the operational plan to ensure a consistent and meaningful customer visitation

programme, including onsite farm visits.
- Keep all stakeholders regularly informed of the status of the projects and, or

transaction/s.
- Log all interactions with clients and relevant role players for reference purposes, log

complaints and compliments as per policy procedures and ensure that required action is

taken
- Identify the relevant role players in accordance with business requirements and

dependencies.
- Support national and localised sales campaigns.

6. Compliance and Risk Management
- Escalate issues of concern or risk to the relevant parties and line management.
- Provide feedback to the line manager on progress and specific problem areas.

7. Business and Team Support
- Work collaboratively with Business Analyst, Agriculture Specialist: Origination, Credit

and Portfolio Management to address matters and review complex transactions thereby

mitigating any potential risk and ensure that the required results for the allocated

portfolio are achieved.
- Ensure the conclusion of agreed terms and agreements working in collaboration with

the Conveyancer and Intermediaries as applicable. Provide a