Relationship Manager- Business and Commercial Banking- Sandton (13949)

Description of the role 

• The Relationship Manager is accountable for the end‑to‑end management of client relationships within an allocated portfolio. The role is focused on protecting and growing the existing book, deepening client engagement, driving utilisation of products, and increasing Investec Business and Commercial Banking's market share and top‑line revenue.
• The Relationship Manager is responsible for building deep, profitable, and sustainable client relationships through proactive portfolio management, structured product entrenchment, and the identification and execution of cross‑sell opportunities across Business and Commercial Banking (BCB) and the broader Investec Group.

Key Deliverables

• Retention, defence, and growth of existing facilities within the allocated client portfolio.
• Entrenchment of clients across BCB and the broader Investec Group, increasing overall wallet share.

Successful implementation, entrenchment, and optimisation of core banking products, including:

• Trade and Import Finance
• Transactional Banking and Overdrafts
• Borrowing Base Facilities
• Term Lending
• Asset Finance
• Identification and execution of cross‑sell and upsell opportunities to deepen client relationships and enhance profitability.
• Growth in operating income through improved utilisation and effective product mix optimisation.
• Origination of new client opportunities via referrals to the New Business Development team.
• Active participation in the credit process in partnership with Portfolio Consultants, applying strong client insight and commercial judgement.
• Seamless implementation and activation of newly approved or amended credit facilities.
• Delivery of a “Private Banking for your Business” client experience, characterised by high‑touch engagement, responsiveness, and proactive relationship management.

Responsibilities:

Client & Portfolio Management

• Develop a thorough understanding of clients' businesses, industries, and financial drivers.
• Perform as part of a deal team with Portfolio Consultants and ICs to best serve client requirements
• Assess and manage the portfolio to ensure appropriate growth, defence, and entrenchment strategies are applied.
• Proactively engage clients to grow facilities and address causes of low utilisation.
• Ensure optimal product mix to achieve appropriate blended returns.
• Take ownership of post-credit implementation and activation of approved facilities and amendments.

Product Entrenchment & Cross-Selling

• Identify opportunities to further entrench clients within BCB and the broader Group.
• Drive cross-sell initiatives across transactional banking, trade finance, borrowing base facilities, debtor finance, asset finance and other relevant solutions.
• Partner with internal product specialists to ensure full client adoption of appropriate banking solutions.
• Increase product penetration and long-term client “stickiness” within the portfolio.

Credit & Risk Management

• Participate actively in the credit process as part of the deal team.
• Provide detailed client insights to support sound credit decisions.
• Maintain strong credit oversight and portfolio quality.
• Ensure adherence to internal governance, risk frameworks and regulatory standards.

Stakeholder & Operational Management

• Partner closely with Credit, Operations, Legal and other internal stakeholders to deliver seamless client execution.
• Prepare and implement operational requirements for newly activated deals.
• Collaborate across the internal value chain to deliver integrated solutions.

Qualifications, Experience and Skills

• BCom degree or equivalent financial qualification.
• Minimum of 5 years' relevant experience within Business Banking, supported by a strong lending and credit background.
• FAIS accreditation (required to operate as a licensed representative for intermediary services across long‑ and short‑term deposits) preferred.
• Solid commercial and financial acumen, with proven ability to read and interpret Annual Financial Statements.
• Strong product knowledge across Trade and Import Finance (including forwarding and clearing/logistics), Borrowing Base Facilities, Term Lending, Asset Finance, Transactional Banking and Overdrafts.
• Demonstrated experience managing senior client relationships at MD, FD and CEO level, with the ability to engage effectively with executive stakeholders.
• Proven capability to originate, upsell and cross‑sell tailored banking solutions.
• Well-developed negotiation, problem‑solving, planning and prioritisation skills.
• Strong collaborator with a track record of working effectively across internal teams and multiple stakeholders.

Personal Attributes

• Dynamic, energetic and driven.
• Demonstrates tenacity, integrity and sound judgement.
• High level of professionalism and client-centric mindset.
• Embraces Investec's culture of out-of-the-ordinary thinking and challenging convention.
• Values diversity, competency and flexible leadership in pursuit of business growth.