Job Advert Summary
The Land and Agricultural Development Bank of South Africa (Land Bank) is South Africa's only specialist agricultural bank established in 1912. The bank's sole objective is to serve South African commercial and emerging farmers and bring specially designed financial services within their reach. These services enable farmers to finance land, equipment, improve assets, and obtain production credit. The Land Bank provides financial services that have moved with the times and continues to provide services to agri-business and constantly reviews its offerings to ensure that they match the needs of an industry.
MAIN PURPOSE OF THE JOB
The Relationship Manager is responsible for fostering single-client ownership throughout the entire client lifecycle. The Relationship Banker is responsible for the end-to-end Client Relationship Management and Client Experience Management.
Markets Land Bank and Land Bank Insurance products and services to existing clients and/or new clients with the aim of growing the lending Loan Book in relation to the Client Segmentation model for commercial and development farmers.
On the receipt of client interest, views the business plan of existing businesses and business plan and feasibility study for start-up businesses and pre-screens the deal both in terms of Land Bank funding and funds under administration eligibility and funding criteria. Advises clients on the requirements for applications via written communication. For viable deals, visits clients and performs due diligence on the prospective success of the business venture. Acquires all additional internal credit checklist documentation prior to deal structuring. Works in consultation with members of the Agriculture Economics & Advisory Division (e.g. Agriculture Specialist); Risk Management (e.g. Credit Managers and Analyst) to construct deals.
To provide recommendations on the viability of the debt and equity application based on analysis and interpretation of, amongst others:
Shareholders and Management including family tree, staff organograms and whether management has the experience to successfully manage all aspects of the business.
Governance matters
Feasibility study (start-ups)
Business Plan
Financial information and forecasts
Balance sheet analysis including right of use for assets, regulatory approvals, i.e. licences and Environmental Impact Assessments, etc.
Key Performance Areas
1. Sales Targets and Client Relations
Reviews targets set and plans approach to achieving goals
Plans for client canvassing approaches on a weekly basis
Sell the Land Bank to prospective clients as well as through cross sales with existing clients
Identifies potential clients and follows up on interest
Deals with client queries as the first point of contact and resolves issues
2. New Client Reviews and Application Advice
Meet with potential clients and determine funding needs and/or request information memorandum or deal teaser for specialised funding such as acquisitions
Review mandate fit and provide applicant with application requirements
Do pre-screening for both Land Bank debt and funds under administration
For new structures and or mandate border cases prepare deal forum paper for Executive Credit Committee ("ECC")
3. Existing Client Reviews and Negotiations
Analyse latest audited financial performance, new year budget, security, risk rating and covenant compliance with supporting business unit reports from AEA, PIMS and Legal
Assess client continued funding needs, and identify and assess opportunity to provide increase in facilities
Should early warning signals be applicable recommend possible restructuring of commitments, waiving of potential covenant breaches, establishing of additional security, etc.
Report on events after balance sheet date and client management outlook for new financial year
4. Institutional Assessment
For viable or potential clients conduct full institutional assessments
Assess client's management expertise, experience and skill mix
Shareholding structure and Shareholders Agreement, and if applicable Subscription Agreement, constitutional documents, assessment of individual shareholders and directors as well as project operating structure
Organisational structure and the extent to which it supports strategy execution
Governance setup, board of directors, board committees and charters, complementarity of board skill mix, etc.
5. Finalising Proposed Loan Application
Actively engage and collaborate with Risk Management (Corporate Credit) throughout the deal structuring process to ensure alignment, strengthen the quality of the application, and positively influence the efficiency of the approval processes and deal outcome
Negotiate indicative term sheet with applicant and recommend for approval
Present transactions at Deal Forum and Credit Committees and regularly attend ECC meetings to report on matters arising and annual review list
6. Stakeholder Relationship Management
Adopt a customer service ethos.
Build, foster and maintain consistent, effective and strong relationships with existing and new clients within the allocated portfolio
Follow the operational plan to ensure a consistent and meaningful customer visitation programme, including onsite visits.
Keep all stakeholders regularly informed of the status of the projects and/or transactions.
7. Compliance and Risk Management
Assess risks and early warning signals on existing and new clients and propose solutions to the relevant support units and line management through the appropriate submissions and reports and act on proposed interventions and/or instructions of line manager, AEA- and Credit Management.
Consistently keep track of loan application process and progress, annual reviews and matters arising from ECC and CIC meetings, including properly diarising information requested from clients and pro-actively managing CRM system
8. Business and Team Support
Work collaboratively with CB&SI Client Analyst and other cross-functional team members, being AEA and ESS Specialists, Legal Manager and Credit Management to address matters and review complex transactions thereby mitigating any potential risk and ensure that the required results for the allocated portfolio are achieved. At all times adhere to Standard Operating Procedures, Service Level Agreements or other practices for requesting prescribed reports from cross-functional team members.
Work collaboratively with CB&SI Specialist Service fulfilment to ensure proper coordination and monitoring of CBSI compliance in terms of CRM, Acceleris Loan Origination, SAP Banking, SAP Collateral Management and OnBase Electronic Records Data Management System.
Preferred Minimum Education and Experience
Relevant 3-year qualification in accounting, commerce, business, banking, or other relevant and equivalent qualifications
Experience in the management of client relationships, preferably in a financial and customer-facing environment: 3 to 5 years
Knowledge to assess a business plan and if applicable feasibility study for agricultural sector value chain operating entities ("Agri-businesses") and the competency to interpret financial models, business valuations and follow or do advanced financial calculations: 3 to 5 years
Basic knowledge of credit principles and practices and relevant legislation: 3 years
Critical Competencies
Microsoft Office
Analytical Skills
Customer Service Orientation
Financial / Business Acumen
Agricultural Industry
Organisational analysis and market evaluation
Strategy analysis and governance assessments
Credit Risk assessment
Structuring of Corporate and Commercial transactions
Additional Requirements
Valid SA driver's license
Willing to travel extensively
Extended hours as and when required
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