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Senior Relationship Manager, Priority At Standard Chartered Bank Nigeria

Date Posted: 02/May/2017
Deadline: Not Specified

Standard Chartered Bank Nigeria - We attract talented individuals. Not only can they give you the benefit of their experience, they also reveal a closer, more personal look at the wide range of global opportunities we offer. At the core of the Group's people strategy is our focus on employee engagement. Engagement is a key driver of productivity and performance, which creates the foundation of our performance culture. 

We encourage and focus on the behaviours that bring out the very best from every employee, assessing their performance not just on results but on how those results were achieved. To further embed these behaviours we have a remuneration programme in place, carefully designed to incentives our employees to live our values every day.

Senior Relationship Manager, Priority

Job ID: 549737
Location: Port Harcourt 
Job Function: Retail Banking
Regular/Temporary: Permanent
Full/Part Time: Full time

Key Responsibilities

  • Lower number of high-value clients in portfolio compared to Senior Priority Banker
  • All other mandates similar to Senior Priority Banker
  • Advise Personal Clients approaching Bank with complex inv. needs
  • Lower number of high-value clients in portfolio compared to Senior Priority Banker
  • All other mandates similar to Senior Priority Banker

Engaging and deepening activities:

  • Methodically engage (remote):
    • Have complete knowledge of the clients in terms of the profile & assets
    • Create analytics-backed next best conversation
    • Needs /anchor products:
    • Individual banking products (Deposits, Wealth Products, Mortgage, CC)

Meet & deep sell (remote & in person):

  • Meet in person to meet advisory needs(once a month/quarter):
    • Connect client with specialists
    • Set up products
    • Conduct/connect for periodic KYC
    • Conduct fulfillment & activate
    • Needs /anchor products:
    • Individual banking products (Deposits, Wealth Products, Mortgage, CC)

Service (remote):

  • Refer most servicing activities to Client Service Managers
  • Needs /anchor products:
  • As needed by clients

Acquiring on referrals:

  • Connect & prepare (remote):
    • Connect & start up referred leads (includes Personal clients in Branch with more advanced needs)
    • Explain proposition & requirements in full
  • Needs/anchor products:
  • PL, CASA, CC, Wealth Products

Meet, deep sell & train (in person):

  • As above

Meet, listen and determine further needs:

  • Set up anchor products & initiate cross-sell
  • Conduct/connect for KYC
  • Educate and conduct initial set up for Mobile/Web, ATMs, Client Centre, and Branch
  • Conduct fulfillment & activate
  • Needs /anchor products:
    • As above

Key Relationships (Internal)

  • Source of Leads
  • Priority Wealth Specialist
  • Priority Client Service Manager
  • Priority Senior RM
  • Priority Mortgage Specialist
  • KYC
  • Sales force generated - limited
  • Analytics
  • Member-Get-Member (client referrals)
  • Other referrals from ecosystem
  • Clients assigned to RM - NTB & NTS

Associated Clients Journey:

  • Acquiring from individual client referrals
  • Actively engaging during the first 3 months (with NTB/ NTS – early engagement) – uncover client life cycle needs
  • Proactively reaching out to client for advice discussions (incl. providing clients access to Specialists); to enable in retaining clients at risk of attrition
  • Proactively engaging with “Hidden Priority” & unqualified clients
  • Migrating to Private Banking
  • Delivering on transactions, service requests, Mobile/Web training
  • Updating KYC and CDD/AML
  • Managing clients credit situation
  • Managing Newly Affluent

Skill Requirements
Product Broadening:

  • Enhanced multi-product Priority knowledge
  • Market and competition knowledge
  • Client engagement
  • Needs-based relationship deepening skills
  • Presentation and soft skills tailored to engaging Affluent Clients
  • Internal stakeholder engagement skills
  • Closing deals
  • Ability to drive and manage client interaction
  • Communication and presentation skills
  • Negotiation and objection handling
  • Client training on digital solutions
  • Branch Banking risks & Processes

Journey Completion:

  • Discipline and time management to handle a client portfolio
  • Ability to solve problems and close issues without handing over
  • Ability to match solutions to client needs
  • Understanding of Priority KYC principles

In/Outbound ETB Advice & Sales:

  • Client deepening and retention
  • Portfolio of “high-value” Priority Clients besides other clients
  • Engage Priority & hidden affluent in advisory conversations with analytics support and collaboration with Wealth Specialists
  • Meet clients when required (i.e. once a month)
  • Prepare and educate clients to interacting via Mobile/Web, Client Centre
  • Covers for members of Priority Team when they are not available (team)

NTB Referrals from Clients:

  • Acquire and activate new clients referred from ETB clients.

Method of Application

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