Relationship Manager

The Land and Agricultural Development Bank of South Africa (Land Bank) is South Africa's only specialist agricultural bank established in 1912, the bank's sole objective is to serve South African commercial and emerging farmers and bring specially designed financial services within their reach. These services enable farmers to finance land, equipment, improve assets and obtain production credit. The Land Bank provides financial services that have moved with the times and continues to provide services to agri-business and constantly reviews its offerings to ensure that they match the needs of an industry. As change has swept across the sector in South Africa the socio-economic makeup of agriculture has altered, bringing new entrants from historically disadvantaged backgrounds on to the land, these new farmers, facing the challenges of establishing sustainable agri-businesses across the agricultural value chain, Land Bank has been a commercial lifeline offering appropriately designed financial products that facilitate personal and commercial viability in a sector that is vital to the sustainability of South Africa and its people.

MAIN PURPOSE OF THE JOB

The Relationship Manager is responsible for fostering single-client ownership throughout the entire client lifecycle. The Relationship Banker is responsible for the end-to-end Client Relationship Management, and Client Experience Management.

Markets Land Bank and Land Bank Insurance products and services to existing clients and/or new clients with the aim of growing the lending Loan Book in relations to the Client Segmentation model for commercial and development farmers.

On receipt of client interests, the Relationship Manager views past performance of clients and assess potential of the deal. Advises clients on the requirements for applications and sends 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 Agriculture Economics & Advisory Division (e.g. Agriculture Specialist); Risk Management (e.g. Credit Managers and Analyst) to construct deals.

To provide recommendations on the viability of the loan application based on analysis and interpretation of, amongst others:

o Management shareholding structure, organisational structure

o Governance matters

o Competitive advantage

1. Facilitate Development Transformation Of The Agricultural Sector (Developmental Effectiveness)

• Presents the Land Bank to prospective clients via presentations, farmers unions etc.
• Educates the community regarding the products and services provided by the Land Bank and Land Bank Insurance.
• Identifies potential clients and follows up on interest.
• Reviews clients requests for potential applications.

2. Growth, Profitability And Financial Performance ( Financial Sustainability)

• Ensure the growth of the loan book.
• Manage NPL ratio –measure role-ins at stage 1 and 2 to ensure portfolio health.
• Net interest margin – Ability to price portfolio correctly to ensure overall portfolio is positive.
• Ability to pass on leads to insurance to generate non-interest income.
• Customer growth – 6 New to Bank customers on boarded with loans disbursed by end of financial year.

3. Client Relationship Management And Preservation Strategy (Stakeholder Management And Client Centricity)

• Engage clients by doing visitations and calls.
• Engage customers and resolve escalated customer complaints / issues promptly and effectively with relevant feedback captured and appropriately communicated.
• Meet with current clients to review services provided and determine if there is an additional sales opportunity and strengthen existing relationships through personalized service.

4.Stakeholder Relationship Management (Stakeholder Management and Client centricity)

• Effectively collaborate with internal stakeholders to ensure that business needs are being met.

o Align and collaborate with stakeholders such as credit and legal.

• Liaise with key stakeholders internally to support appropriate agreements when required.
• Work collaboratively with Client Analyst, Agriculture Specialist, Credit 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.

5. People management (Organisational effectiveness)

• Implement personal training and development plan and meet personal targets.
• Manage and support Client Analyst.

6. Process Improvements (Organisational effectiveness)

• Implement improvements to processes and ways of work to improve efficiencies and support targets.
• Share learnings with other and collaborate with other Relationship Managers.

7. Governance, enterprise risk management, and compliance (Governance)

• Ensure compliance to policies.
• Escalate issues of concern or risk to the relevant parties and line management. Consistently keep track of loan application process and progress.
• Provide feedback to the line manager on progress and specific problem areas.

• Relevant 3 year qualification in commerce, business, banking, or other relevant and equivalent qualifications.
• Experience in the management of client relationships, preferably in a financial and customer facing environment - 3 to 5 years.
• Knowledge to assess a business case for an agricultural farming business and the competency to interpret financial statements, and do financial calculations. - 1 to 2 years.
• Basic knowledge of credit principles and practices and relevant legislation - 3 years.

• Microsoft Office
• Analytical Skills
• Customer Service Orientation
• Financial / Business Acumen
• Agricultural Industry
• Organisational analysis and market evaluation
• Strategy analysis and governance assessments
• Credit Risk assessment
• Structuring of Corporate and Commercial transactions

• Valid SA driver's license
• Willing to travel extensively
• Extended hours as and when required