Job Purpose
- The person in this position builds, develops and manages relationships with customers. Responsible for advising and selling, post-sale care/follow-up, risk management, debt collection follow-up, etc. for customers assigned in each period to achieve the planned targets for SME/MSME segments.
Key Accountabilities (1)
1. Customer Understanding
- Collect/research insights and potential customer sources (leads) to understand the characteristics, needs, market, competitive banking products, etc. of the MSME/SME customer segment/priority customer groups assigned.
- Collect and analyze information about existing customers, their operations/business methods/plans, financial reports, etc. to understand customers, their needs and be able to advise business solutions to customers.
2. Products and Pricing:
- Understand the products, solutions and pricing policies for assigned customers (SME/MSME)
- Determine pricing policies and appropriate products to advise assigned customers (SME/MSME)
- Propose and participate in building products, solutions and pricing policies for customers with headquarters departments.
3. Sales and Services
3.1. Plan sales and customer care. Develop sales and customer care plans for the assigned customer portfolio based on business targets and customer portfolio analysis.
3.2. Implement sales and customer care plans
- Financial advisory: Advise optimal financial solutions to customers based on customer understanding and industry developments
- Service quality: Ensure product and service delivery according to procedures, service quality commitments (TAT, SLA, etc.), communicate CVP to customers, contribute to increasing customer experience and satisfaction
3.3. Manage sales and customer care plan execution - Monitor, evaluate and propose adjustments to sales and customer care plans
Key Accountabilities (2)
4.1. Credit Risk Management
- Responsible for managing credit risk from beginning to end in the customer portfolio management process
- Credit assessment: Conduct credit assessment, propose credit approval, approval procedures with authority
- Post-credit management: Conduct post-credit checks, identify early warning signs, etc. and ensure compliance with guidelines and regulations on post-lending inspection and control
- Manage debt collection process with customers, participate in debt handling process according to regulations
4.2. Operational Risk Management:
- Deep understanding, implementation and compliance with operational risk management regulations
- Proactively identify operational risks and make recommendations to headquarters
Key Accountabilities (3)
5. Operations:
- Perform operational work according to regulations, strictly comply with all relevant regulations, procedures, guidelines, etc.
- Proactively assess/propose improvements to operational procedures to direct management/HO
6. Organization and Human Resources - Develop yourself to effectively execute your role and responsibilities and adapt to changes related to work.
- Work closely with related positions, aiming towards the common goals of the unit and the bank.
7. Effective Management
- Effectively manage the assigned customer portfolio according to TCB's guidelines, regulations and directions
- Closely manage business results against assigned targets 8. Other work: according to bank regulations, directions and assignments from direct management in each period
Key Relationships - Direct Manager
Director/Senior Manager/Manager responsible for SME segment
Key Relationships - Direct Reports
None
Key Relationships - Internal Stakeholders
CIBG Division; RBG Division, Risk Management Division, GTS Division, Opts Division, CA Division, HR…
Key Relationships - External Stakeholders
Customers
Success Profile - Qualification and Experiences
8. Qualifications:
- University degree. Preference for majors in Foreign Trade/Economics/Finance/Banking.
- Experience: Minimum 01 year in sales/sales support for corporate customers.
9. Recruitment locations: Hai Phong, Hai Duong, Hung Yen, Quang Ninh