ROLE:RELATIONSHIP OFFICER – EQUITIES SALES
REPORTS INTO: EQUITIES SALES MANAGER
DEPARTMENT/UNIT: EQUITIES SALES- CFC STANBIC FINANCIAL SERVICES
MAIN PURPOSE OF THE JOB
- To ensure growth in company revenue by providing responsive, pro-active, proficient and efficient services to existing and potential clients in order to grow market share and retain existing business.
- To alert clients to wealth creation opportunities offered by the stock exchange.
- To develop, maintain and build strong long-standing relationships with existing and potential clients by providing insights into the stock exchange, with a bias towards institutional and high net worth clients.
- To contribute to the achievement of sales and client retention targets by constantly monitoring the status of existing accounts.
- Source for business from local clients.
- Carry out KYC on new clients to establish client’s investments needs so as to help them make efficient investment decisions suitable to their profiles.
- Meet agreed on sales targets.
- Build relationships, earn trust and buy in from customers in order to get repeated and referral business and promote customer retention.
- Understand the overall sales strategy of the company and drive business towards achieving this purpose.
- Proactively understand the clients’ strategic direction and long-term needs as well as the opportunities and threats to the client.
- Develop and nurture strategic relationships with the clients to ensure that the strategy and business/personal objectives of the client and the company are achieved. Consistently deliver high quality service to all customers; internal & external.
- Maintain confidentiality of customer information at all times.
- Prospecting for new clients through networking opportunities provided both internally and externally and actively following up leads to close a deal.
- Establish and manage relationships with other market players mainly licensed members of the NSE, custodians. Keep updated with current market trends both local and international, utilize research reports and actively look for information to be able to give recommendations to both existing and potential clients.
- Be part of the team involved in formulating sales and marketing strategies and campaigns especially those targeting potential investors.
- Manage your clients’ portfolio and advice them accordingly on any buy or sell decisions.
- Carry out and ensure that clients have met the KYC documentation requirements for the company.
- Ensure that all buy and sell orders originating from clients to the dealing team have proper approvals and complete documentation.
- Educate clients on the existing company policies and procedures as well as basic introduction to the stock market and how it operates Be part of the team called on to give presentations to potential clients on the company as well as the stock market.
- Ensure that integrity and honesty is maintained at all times in all client dealings
- Relationship management.
- Portfolio management.
- Growth in clients’ contribution through growth of portfolio.
- Ensure achievement of the targets allocated.
- Acquisition of new clients and retention of existing clients.
- Improvement in overall service – customer feedback/satisfaction.
- Conscientious (perseveres with tasks, completes jobs once started, concerned about meeting deadlines).
- Emotionally mature (remains calm under pressure, avoids outbursts).
- Has integrity (does what s/he says will do, is reliable and consistent).
- Is sociable (puts people at ease, is quick to establish rapport).
- Displays rational focus with data (is good with data, operates on facts).
- Has a strong service ethic (service focused, goes the extra mile in ensuring that the needs of others are met and surpassing client expectations).
- Results orientated (ensures tasks result in required output).
External Relationships
- Build and maintain a portfolio of clients by consistently offering professional, pro-active financial service.
- Adapt the nature and mode of communication to suit the client’s social and financial standing.
- Establish credibility with the client at initial contact by correctly identifying possible needs.
- Consolidate the relationship through developing rapport and building trust.
- Secure the clients’ trust through reliable service. Proactively manage client portfolios.
- Mine the existing base of cross selling opportunities.
- Develop relationships with key service providers within the business.
- Develop a good working relationship with the Institution Sales Trading team.
- Negotiate service standards to ensure that the value proposition is upheld.
- Know when to introduce other experts/specialists to the client
- Required to follow laid-down policies and procedures at all times.
- Deal with a wide range of customer queries, showing sensitivity to customers’ individual requirements as well as the bank’s laid-down operational/procedural limitations.
- Refer problems falling outside of parameters to the relevant departments for resolution.
- Able to take the initiative within limits of authority.
- Planning is generally on a daily basis within regular activity cycles. Able to deal efficiently with work volumes while remaining focused on priority issues.
KEY SKILLS, KNOWLEDGE, EXPERIENCE AND PERSONAL COMPETENCIES
Knowledge, experience and personal competencies
Qualifications
- Tertiary qualification
- Sales and marketing qualification.
- Product Knowledge.
- Selling skills.
- Financial management skills.
- Basic knowledge of competitor products.
- Knowledge of support functions in the business.
- Understanding investment options – portfolio management.
- Sound knowledge of retail sales processes, products and related documentation.
- Articulate in the communication/presentation of product and policy information to clients when providing recommendations and financial solutions.
- Socially confident (is able to put people at ease and is a persuasive, proactive communicator).
- Fosters confidence among clients by open and sincere communication.
- Is an effective networker at all levels within and outside the office.
- Is able to actively listen to and readily empathize with clients needs.
- Service oriented – willing to go the extra mile.
- Diplomatic, tactful and tolerant in relaying or receiving information.
- Team player mature, a self driven, fast and accurate worker who has experience in leading a team of co-workers and should be able to work with little or no supervision.
Education Level:
A Business Degree holder from a recognized University (min – 2nd class upper or equivalent) with a minimum of 2 years exposure in stock broking / operational duties.
Professional Qualifications
Sales and marketing qualification is desirable.
CUSTOMER COMMITMENT DRIVERS
THE BANK IS ALSO COMMITTED TO PROVIDING EXCELLENT SERVICE AND EMPLOYEES ARE REQUIRED TO ALIGN THEIR BEHAVIOR TO THE FOLLOWING CUSTOMER COMMITMENT DRIVERS:
Competence
Competent and reliable staff that are honest and trustworthy.
High customer regard
Unconditional positive regard for customers – a sincere appreciation and recognition of who a customer already is and the life he/she chooses to live.
It gives the customer a sense of pride, worthiness and dignity. “Make me feel proud of whom I am and how I choose to do things”.
Promptness
Prompt service performed right the first time and prompt query/complaint resolution.
Financial Services leadership
Stock broking that is technologically advanced, innovative in introducing new ideas, and is modern and progressive.
APPLICATION PROCESS
If you believe you are the right candidate, please email your application and CV to jobs@stanbic.com on or before 15th November 2012. Quote the title of the job you are applying for as the subject matter of your email.
Only Shortlisted Candidates will be notified
