Relationship Manager for SBM Leasing

POSITION

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RELATIONSHIP MANAGER

REPORTS TO

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RELATIONSHIP MANAGEMENT HEAD

DIRECTLY SUPERVISES

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N/A

UNIT / DEPARTMENT

:

SALES

DIVISION / GROUP

:

Job Summary

SBM LEASING, INC. / WHOLESALE BANKING SEGMENT

The Relationship Manager is responsible for all sales activities from lead generation, handover from distributor to closure within the target market. He/She develops and implements a marketing plan with the Relationship Management Head and works with the Sales Team to deliver customer satisfaction and revenues, while ensuring that the desired profitability is achieved vis-à-vis the risk profile of the account.

Principal Duties And Responsibilities

Client Relationship Management

• Drives referred business growth, including Maxima referred business, through effective sales and marketing initiatives in collaboration with the Sales Team
• Demonstrates technical selling skills and develops product knowledge on Maxima's related products and brands
• Identifies and markets accounts within the target market segment.
• Regularly engages with clients to understand their needs, preferences and feedback.
• Acts as the primary point of assigned clients, manage their requirements and promptly address any issues and concerns.
  
  

Account Development and Planning

• Develops an annual business, sales, and marketing plan in conjunction with the Sales Team HeadRelationship Management Head to support the achievement of sales quotas and enhance company brand awareness.
• Recommends sales initiatives that drive higher bookings and expand brand visibility.
• Understands pricing structures and proposal models to prepare competitive and compelling offers.
• Demonstrates the ability to engage business owners and key decision-makers in strategic conversations.
• Maximizes all opportunities to close sales, contributing to increased market share.
• Conducts consultative selling by recommending appropriate solutions offered by the Company, including financing from SBC, to address client needs.
• Develops a database of qualified leads through referrals, phone canvassing, face-to-face cold calls, direct mail, email campaigns, and networking activities.
• Creates and delivers effective proposal presentations to prospective and existing clients.
  
  

Sales Process Management

• Prepares comprehensive Credit Proposals that articulate client requirements and provide clear justification for the recommended credit structure.
• Presents accurate, detailed information regarding the client's operations, management capabilities, and financial performance.
• Covers overall account management functions including securing pre-approval requirements including KYC activities, lease application review, financial evaluation, site/client visits and other activities pertaining to establishing credit worthiness and validation of documents presented for approval.
• Identifies risks and proposes mitigating measures to support sound credit decisions.
• Collaborates with the Credit Team to complete and validate the Credit Proposal.
• Meets and exceeds established sales volume targets.
• Develops and executes strategies to achieve and surpass production quotas.
  
  

Account Management

• Manages assigned accounts to maximize earning potential and business growth through effective relationship management and account planning.
• Ensures all required documents are complete and immediately resolve any deficiencies.
• Conducts regular client visits to gather updated business information, prepares call reports to record each client meeting with appropriate plans and timelines, and ensures timely reinstatement or renewal of facilities with appropriate recommendations to maintain, decrease, or increase exposure.
• Maintains compliance with the Company's and Parent Bank's Credit Policy, including all revisions and enhancements.
• Maintains credit quality by identifying early signs of account deterioration and initiating collection efforts during the curing period; endorses accounts to the SBML Operations–Collections Unit when necessary.
  
  

Sales Intelligence & Collaboration

• Benchmarks and networks with other Relationship Managers, including those from the Parent Bank and its subsidiaries, to gather valuable industry information.
• Supervises and trains Relationship Assistants to meet Sales Team requirements and ensure operational efficiency.
• Presents and justifies accounts for approval together with the Relationship Management Head Head, Credit Analyst, and the Credit Head.
  
  

Deal Management and Negotiation

• Manages sales accounts generated through referrals
• Achieves the required credit sales penetration rate in Maxima while ensuring adherence to SLAs between SBC and Marubeni for the SBM Leasing business.
  
  

It is accepted and understood that the employee may perform other related tasks which may be assigned from time to time.

Job Qualifications

Years of Related Experience: at least 3 years

Educational Attainment/Required course (if applicable): Bachelor's Degree in Business Studies/ Administration/ Management, Commerce, Economics, Finance/Accountancy/Banking, Marketing

Required Certification / Professional License (if applicable): N/A

Field of Specialization: Corporate Sales, Retail Sales, Sales – Financial Services

Knowledge and Skills Requirements:

• Solid financial management computation skills and capital budgeting expertise.
• Excellent communication and interpersonal skills
• Strong organizational and multitasking abilities
• Proficiency in using MS Office and advanced skills in Excel
• Customer-focused with a positive attitude