Relationship Manager – Small Business Banking


Zambia National Commercial Bank Plc (Zanaco) is inviting applications from suitably qualified and experienced individuals for the following job aimed at contributing to the Bank’s strategic vision, in the Commercial Division under the Commercial & Agriculture Banking Department to be based in Lusaka:-



Responsible for delivery and execution of Commercial Banking strategy for Small Business Banking (SME Tier 2 and Small GRZ Tier 2) to ensure sales targets are met and assure quality service to customers in order to maximise profit. To acquire new business i.e. funded accounts and loan disbursements whilst maintaining and retaining existing business.

Under the supervision of the Senior Specialist Small Business Banking, the following are among the Job Key Responsibilities:-

  • Working with the branch managers, Public Sector Relationship Managers (RMs), to develop a pipeline of GRZ institutions that are not centrally managed by the Public Sector team at Head Office and have a clear sales and calling plan for these to derive value.
  • Conduct quarterly market sizing activities across segments to understand segment potential in order to acquire new business.
  • Provide central leads from marketing intelligence for sales opportunities.
  • Execute closure of sales leads from GRZ Yellow book.
  • Ensure identified sales leads per cluster are properly managed and prioritised for execution.
  • Monitor segment performance per stream i.e. Education/Health/Local Govt.
  • Drive transactions and deposits in this segment for growth in liabilities and Bank  NIR.
  • Conduct quarterly market sizing activities across segments to understand segment potential in order to acquire new business.
  • Identify opportunities to cross sell products and services to new and existing customers and ensure these opportunities are executed.
  • Provide competitor information to sales teams quarterly in terms of accounts pricing, products mix, campaigns to help the Bank improve its position in its sales approach.
  • Manage the demand and supply side of SME value chain – off takers opportunities/contract management.
  • Co-ordinate management of overdrawn accounts (including unauthorized overdrafts) and Non-Performing Loans – For borrowing customers.
  • Provide monthly MIS to branches and coordinate the following:
    • Segment account performance.
    •  Management of account through put (increase account average balances and develop plan to engage customers).
    • Be the liaison person with credit risk department on reports relating to credit management and updates.


  • External: Local Regulators on statutory matters, GRZ Representatives and SME Associations.
  • Internal: Corporate Banking Department, Retail Banking Department, Treasury Department and Information Technology.

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  • Degree in Economics, Finance, Sales or Marketing or equivalent.
  • At least four (4) years sales experience.
  • Credit knowledge, relationship management focused resources.
  • Good knowledge of general banking practices and procedures.
  • A good current knowledge of different industry sectors and sector risk profiles/trends.
  • A thorough knowledge of multi-level products available to commercial/agriculture banking customers and pricing structures.
  • A good knowledge of competitor offerings and structures.
  • A good knowledge of the Companies Act for correct documentation/ mandate preparation purposes.


  • Verbal and written communication.
  • Delighting customers.
  • Networking/Liaison.
  • Persuading and selling.
  • Drive for results.
  • Analytical thinking.
  • Team work.
  • Strong numerical skills and financial acumen.
  • Negotiation skills.


All applications must have an application/cover letter and detailed curriculum vitae indicating the position being applied for in the subject line and should be sent by email to [email protected] no later than Tuesday, 23rd January, 2018.

Kindly note that you MUST attach copies of qualifications along with the application/cover letter and curriculum vitae.


Zanaco provides equal opportunity in employment for all qualified persons and prohibits discrimination in employment (women are encouraged to apply).

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