Position Title: Manager – Corporate Banking
Reports To: Director – Corporate Banking
Location: Head Office, Lusaka
Supervises: Corporate Relationship Managers and Support Staff
Job Purpose
To develop and manage a portfolio of complex corporate client relationships while serving as the primary point of contact for financial advice and tailored banking solutions. The role focuses on growing the Bank’s business in loan book size, liabilities, customer base, and income across target market segments.
The Manager will be responsible for acquiring, growing, and retaining profitable Corporate Banking customers within acceptable risk parameters. The role also involves contributing to team performance, delivering optimal portfolio returns, and collaborating with Relationship Managers, segment heads, and internal support units such as Risk, Compliance, and Credit.
Key Responsibilities
1. Relationship & Portfolio Management
- Manage client relationships to optimize customer satisfaction, retention, and deposit growth.
- Prospect for new clients and grow existing portfolios through needs assessment and cross-selling (credit, cash management, investments, etc.).
- Participate in tendering for Government business, CDF, and Social Cash Management.
- Originate, maintain, and grow relationships across public and private corporate markets.
- Grow revenue in line with the Bank’s strategy by winning new business and expanding existing client wallets.
- Collaborate with internal stakeholders to deliver integrated client solutions.
2. Product Development & Sector Growth
- Develop SME, MSME, and SME/MSME-friendly products and solutions.
- Drive Agric Value Chain financing, asset financing, and trade product sales.
- Lead growth in business banking, commercial mortgages, and SME segments through strategic partnerships.
- Forge partnerships with Government ministries and agencies through digital and integration solutions.
- Offer financing solutions to councils and Government spending agencies.
3. Credit & Risk Management
- Originate, structure, and manage credit for corporate clients.
- Work closely with Credit & Risk on Early Alert, Watch List, and Provisioning processes.
- Ensure effective portfolio risk management and compliance with underwriting standards.
- Take ownership of high-quality credit applications and maintain robust monitoring.
- Ensure compliance with all regulatory standards including Sanctions, AML, and Environmental & Social Risk Management (ESRM).
- Drive loan book diversification and minimize concentration risk.
4. Strategic Sales Execution
- Use the prioritization model to maintain regular customer engagement through strategic reviews, service meetings, and issue resolution.
- Apply the Sales Playbook to follow a professional, customer-centric sales process.
- Use the Sales Playbook toolkit for accurate deal pipeline management, call reports, wallet share plans, and Customer Account Strategy Plans.
5. Stakeholder Engagement
- Represent the Bank in corporate forums, industry associations, and Government engagements.
- Engage external stakeholders including regulators, ministries, DFIs, and multilaterals to unlock funding opportunities.
- Partner with internal teams (Credit, ICT, Treasury, Retail, Marketing, Product Development) to deliver holistic client solutions.
Qualifications & Experience
- Degree in Banking, Business Administration, Finance, Economics, Social Sciences, or related field.
- Professional qualifications such as ACCA, CBCA, or CIMA are an added advantage.
- Minimum 5 years progressive Corporate Banking experience, including at least 2 years at Senior Management level.
- Strong working knowledge of financial products and services.
- Demonstrated ability in sales, negotiation, communication, and structuring corporate deals.
- Proven experience in mobilizing deposits and managing high-value client relationships.
- Strong understanding of Zambia’s financial sector, corporate environment, and regulatory framework.
- Proficiency in PowerPoint and business presentations.
Competencies
- Strategic and commercial acumen.
- Strong credit analysis and structuring skills.
- Excellent relationship management and networking abilities.
- Results-oriented with a track record of achieving growth.
- Strong communication and presentation abilities.
- High integrity, sound judgment, and commitment to the Bank’s mandate.