JOB DESCRIPTION
Who are we looking for?
• The Secured Lending Relationship Manager is responsible for sales execution and leading the sales team to achieve growth and profitability in KBank's secured lending products for both business household and SME segments. This role involves developing strategy building and managing client relationships, and ensuring compliance with industry regulations. The ideal candidate will possess strong leadership skills, extensive knowledge of secured lending, and a proven track record in sales.
• Successful business execution resulting in individual and team achieving of business targets.
• Strong management of retail and SME portfolio with clear links to revenue, customer satisfaction, and customer quality.
Responsibilities:
Client Relationship Management:
• Build and maintain strong relationships with clients and stakeholders as well as assist junior sales representatives with complex business household and SME clients; extract clients' insights and stay up to date their current and future needs to maximize sales opportunities
• Provide consultation of financial solution to client. Address client inquiries and resolve issues related to secured lending services which leads to increase loan products sales volume of business household and SME segment
• Stay updated on financial products and services, benefits, key selling points and policy for secured lending products
• Conduct analysis of financial and business operations situations of business household, SME customers to understand SME customer's business models incl. risks, typical success factors, banking solution needs.
• Closely work with Sales team to verify, apprise customer identity/business information/situation, prepare loan application and complete related credit documents and submit to relevant levels for appraisal and approval process.
• Track record of customer repayment and handle any circumstance related to clients' loan journey.
Performance Monitoring:
• Drive relationship with clients, ensuring the completion of business and customer development targets to align with business plans & goals of KBank SME
• Conduct daily, weekly, monthly sales cadence to develop strong sense of discipline among sales team to drive business efficiency; drive problem solving sessions to help team unlock customer potentials
• Set performance metrics and monitor the team's progress against sales targets
• Prepare and present sales reports to senior management, highlighting achievements and areas for improvement.
Collaboration:
• Collaborate with product development teams to refine and enhance secured lending offerings.
• Stay organized, updated, compliant, and ensure team compliance with KBank's internal customer database and document storage
• Maintain individual responsibilities to perform role at KBank standards and adapt to fast-paced, startup-like work environment
• Collaborate with relevant positions and departments to deliver KBank's servicing quality to customers
• Perform other related tasks as assigned by the KBank's Board of Management and/or according to other regulations of the Bank time to time.
Compliance and Risk Management:
• Ensure all sales activities comply with industry regulations and bank policies.
• Stay updated on regulatory changes affecting secured lending and implement necessary adjustments.
• Responsible for end-to-end risk management and monitoring of managing portfolio by directly collaborating with Enterprise Risk Management function; be able to alert
Sales Manager and ERM for risks observed
• Collect, store, and update SME customer business information and business situation to support bank sales and cross-sales
Market Research:
• Keep up with market movements and competitor products in SME segment and assigned sub-segment; able to compare between KBank and competitor products to convince customers as well as coach junior
sales staff to do the same.
• Utilize insights to develop targeted sales campaigns and promotional strategies.
• Organize and conduct "onsite-come-to-market" activity, including but not limited: consult customers in selected area, convince, find out potential demand and offer SME lending products.
Team Leadership:
• Lead, mentor, and motivate the sales team to achieve individual and team targets.
• Conduct regular training sessions to enhance the team's knowledge of secured lending products and sales techniques.
