Relationship Manager SME at Exim Bank Tanzania

The Relationship Manager SME drives the growth and profitability of the SME segment by acquiring new customers, managing existing relationships, and delivering tailored financial solutions. The role is responsible for credit and lending sales, deposit mobilization, trade finance, cash management solutions, digital banking services, and insurance/bancassurance offerings. The RM also ensures portfolio quality, compliance, and superior customer experience while representing the bank within SME ecosystems.

Roles and Responsibilities

Business Development, Sales and Revenue Growth

• Effectively acquire SME and Micro-SME customers to grow deposits, lending assets, funded and non-funded income, and digital usage.
• Sell comprehensive banking solutions including Credit and Lending Solutions such as working capital, term loans, overdrafts, asset finance, and trade finance.
• Provide Deposit and Cash Management Solutions including collections, payments, and liquidity management.
• Promote Digital Banking Tools like online banking, mobile banking, merchant solutions, Paybill, and agency banking.
• Offer Insurance and Bancassurance Products to meet client needs.
• Build and actively manage a quality sales pipeline to ensure consistent monthly and quarterly business delivery.
• Identify SME ecosystems and Local Area Networks to unlock high-value opportunities.

Relationship Management and Client Advisory

• Manage and grow key SME relationships through regular engagement, visits, and structured call programs.
• Conduct needs analysis and provide advisory services to guide customers on financial solutions that support business growth.
• Ensure exceptional customer experience, quick issue resolution, and long-term client retention.

Credit, Risk and Portfolio Management

• Prepare high-quality credit proposals with thorough financial, business, and risk analysis.
• Work with Credit teams to ensure timely approvals and adherence to processing turnaround times.
• Monitor portfolio performance including loan covenants, account activity, and early warning indicators.
• Maintain the portfolio within acceptable NPL thresholds through proactive risk mitigation and client engagement.
• Ensure complete loan documentation and address any exceptions in line with policy.

Deposit Mobilization and Cash Management

• Mobilize operating accounts, savings, and term deposits from SME clients.
• Deepen cash management penetration through collections, payments, and liquidity products.
• Ensure customers actively fund their accounts in line with facility covenants to support credit quality.

Trade Finance and Treasury Sales

• Drive the uptake of trade finance solutions including LCs, guarantees, invoice discounting, and supply chain financing.
• Work with Treasury to grow forex business from SME clients and manage their foreign currency transactions.

Digital Banking and Innovation

• Promote digital platform adoption including online banking, mobile banking, POS/merchant services, and automation tools.
• Champion the bank’s digital agenda within the SME client base to improve efficiency and reduce transaction costs.

Internal Collaboration and Stakeholder Engagement

• Liaise with internal teams including Credit Risk, Loan Operations, Treasury, Transaction Banking, Trade Finance, IT, and Product Managers.
• Coordinate with external partners such as valuers, lawyers, insurance providers, and guarantee schemes like AGF and ATI to support deal structuring.

Leadership, Coaching and Team Support

• Provide coaching and support to SME Relationship Officers and branch staff to ensure the successful growth of the SME portfolio.