Job Title: West Africa FM BORM - Nigeria
Job ID: 524394
Job Function: General Management
Location: Nigeria - SCB
City: Victoria Island
Regular/Temporary: Permanent
Full/Part Time: Full time
JOB PURPOSE
Mandate
• Advise Priority Clients approaching Bank with complex individual needs
• Engage Affluent and hidden affluent in advisory conversations with analytics support and collaboration with Wealth Specialists
• Acquire and activate new Affluent/potential Affluent client referred to from ETB clients or directly to Priority Banker/Team
• Prepare and educate clients to interact via digital platforms
Mandate
• Advise Priority Clients approaching Bank with complex individual needs
• Engage Affluent and hidden affluent in advisory conversations with analytics support and collaboration with Wealth Specialists
• Acquire and activate new Affluent/potential Affluent client referred to from ETB clients or directly to Priority Banker/Team
• Prepare and educate clients to interact via digital platforms
5. KEY RESPONSIBILITIES
Engaging and deepening activities
1. Methodically engage (remote)
• Have
complete knowledge of the clients in terms of the profile & assets
• Create
analytics-backed next best conversation
Needs/Achor Products
• Individual
banking products (PL, CASA etc), Wealth Products
2. Meet & deep sell (remote & in person)
• Develop a
comprehensive Account Plan for at least 20% of client base
• Meet in
person to meet advisory needs (once a month/quarter)
• Connect
client with specialists
• Set up
products
• Conduct/connect
for periodic CDD reviews
• Conduct
fulfillment & activate
3. Services (remote)
• Refer
most servicing activities to Client Service Officers/Managers
• As needed
by clients
Acquiring on referrals
1. Connect
& prepare (remote)
• Connect
& start up referred leads (including Business Client owners, CC and CIC
C-level executives with more advanced needs)
• Explain
proposition & requirements in full
Needs/anchor products
• PL, CASA,
Wealth Products
Meet, deep sell & train (in person)
• Meet,
listen and determine further needs
• Set up
anchor products & initiate cross-sell
• Conduct/connect
for CDD
• Educate
and conduct initial set up for online, ATMs, Client Centre
• Conduct
fulfillment & activate
KEY STAKEHOLDERS
Priority Wealth Specialists
Client Service Manager, Affluent
CDD team
Branch Manager
SKILL REQUIREMENTS
Product broadening
• Enhanced
multi-product Priority knowledge
• Market
and competition knowledge
Client engagement
• 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
Journey completion
• Discipline
and time management to handle a client portfolio
• Ability
to solve problems and close issues without handing over
• Strong
analytical ability
• Understanding
of Priority CDD principles
AML/CDD CLAUSE • Ensure all reasonable steps are
taken to verify the identify customers.
• Retain
adequate records of identification, account opening and transactions
• Make
prompt reports of suspicious transactions (STR) and suspicious activities (SAR)
using the right internal channels
• Maintain
raised awareness of Anti-Money Laundering prevention by training all staff
/attending training sessions, through eLearning or any material updates
provided by the Bank
SOURCE OF LEADS
• Sales
force generated (RM personal contacts) – Family of clients in particular
• Affluent
senior executives of employers (primarily BC/CC/CIC)
• Affluent
senior executives of employers in EB
ASSOCIATED CLIENT JOURNEYS
• Acquiring
from individual client referrals
• Actively
engaging during the first 3 months
• Supporting
the client on any client-initiated needs
• Proactively
reaching out to client for advice discussions
• Delivering
on transactions, service requests, mobile/online training
• Proactively
engaging with the “Hidden Affluent”
• Updating
CDD
• Managing
Client’s credit situation
• Migrating
newly Affluent
TARGET CLIENTS
• Priority
ETB Clients
Key Roles and Responsibilities
Enter roles and responsibilities
Qualifications and Skills
Enter qualifications and skills
Diversity and Inclusion
Standard Chartered is committed to diversity and inclusion.
We believe that a work environment which embraces diversity will enable us to
get the best out of the broadest spectrum of people to sustain strong business
performance and competitive advantage. By building an inclusive culture, each
employee can develop a sense of belonging, and have the opportunity to maximise
their personal potential.
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