• Responsible for the actual preparation of credit applications and supporting loan documentation • To ensure an in-depth understanding of all customers in his/her portfolio, using the Customer Value • Analysis (CVCA/Ecosystems), in order to effectively meet the needs of the customers. • To assist in the execution of an effective relationship management strategy in line with overall SME • Banking strategy. • Ensure that close personal attention is given to provide a full array of customized financial solutions and • services tailored to meet the growth needs and potential of the portfolio • To assist in the execution of growth and retention of a portfolio of high value SME Banking relationships • by performing a proactive and value adding portfolio management. • Assist in the achievement of financial and non-financial targets for the portfolio. • To conduct ongoing research and analysis to enable the Relationship Managers SME fully understand • the clients’ business, context, and identify potential business opportunities for the bank. • To interpret the research findings and analytics. Make recommendations regarding potential • opportunities or risks so that the Relationship Managers/HSME can proactively identify solutions or • mitigate business risks. • Provision of direct (specialist/ professional) credit evaluation services at the customer interface. • Deliver Credit helpdesk support for SME Banking Relationship Managers. • Identifies credit and risk management requirements at the source of the deal negotiation/ business • proposal. • Conducts credit evaluation interviews during deal negotiation to obtain enough and appropriate • information to evaluate business risk and deal variability, from a credit risk perspective. • Declines non-viable deals at source, however, works in partnership with SME Relationship Manager and • client to identify alternatives that could bring the deal/ proposal within acceptable parameters relative to • profitability. • Recommends appropriate facilities in line with risk evaluation. • Presents and defends own judgement and senior credit evaluations/analysis to clients in a manner which • does not negatively affect the business relationship. • Business Acumen and Market Understanding • Preparation of formal Credit Applications. • Identifies, quantifies and evaluates sources of risk in relation to profitability of business proposal and • financial viability of the business entity as a whole, interrogates information obtained to gain a thorough • understanding of business parameters which create profit/ value as well as the associated risks. • Utilizes industry risk analysis available to identify and understand contextual threats to existing and • potential clients. • Evaluates whether proposals meet sound business criteria and counter-party credit risk falls within • acceptable parameters, and recommends appropriate business credit facilities, including terms or • conditions of facilities. • Prepares credit applications providing sound financial and business justification for deals/ proposals • within acceptable risk parameters relative to the profitability. • Client Profitability and Risk Management • Formulates, drives, measures and manages the implementation of agreed initiatives and a retention • strategy for the portfolio to grow profitably across the SME Banking segment. • Responsible for achieving DTB ratio growth per client in the portfolio. • Responsible for driving the SME Personal Banking interplay in partnership with Personal Banking • segments by proactively identifying and passing personal banking leads • Use the outcome of the CVCA exercise as a basis for proactively providing guidance to the customers • pertaining promotion, selling and structuring of financial solutions customised to best meet the financial • needs of the SME Banking clients • Proactively drives review process of existing facilities ensuring consistently, thorough and timely • evaluation of all existing facilities. • Detects and evaluates shifts or changes in key parameters in a business relationship or industry and • evaluates the implications of such changes on continued business dealings. • Analyse information received from client and the client’s performance. Establish reasons for risk • exposure in excess of credit facilities; evaluate these in relation to business risk parameters. • Recommends for pricing concessions where possible • Relationship Building • Ensure a deep understanding of the SME banking’s client’s business through regular value adding • interactions. • Complete a customer value chain analysis (Ecosystem) to further understand the customer’s needs • and identify sales opportunities and deploy bank solutions to meet those needs • Ensure up to date and accurate customer information • Identifies opportunities to migrate SME Banking clients to more appropriate client value propositions • Implements the SME Banking Proposition and keeps abreast of changes to the SME Banking • proposition • Service Delivery • Performs a liaison role, at appropriate levels between relevant stakeholders e.g. credit, product • specialists and other business partners to ensure service expectations are fully met • Implements a customer relationship management CRM strategy to ensure regular contact of all SME • Banking clients in the portfolio as per client value proposition. • Meets and exceed SME Banking customer service expectations. Ensure effective query management • and client feedback. • Monitors and manages the delivery of service in line with SLAs, standards and turnaround times within • the SME Centre • Understands the implications of substandard delivery. • Ensures 100% availability of the service to the SME Banking clients. • Identifies risks/ barriers to business development that emanate from a client’s operating environment • and develops strategies to mitigate/ overcome these problems with the relevant members of the • relationship team and the Client. • KPIs • Client centricity: Contributing to customer and business strategy • a) Industry value proposition • b) Support business in developing new business propositions • c) Directly influence risk appetite • d) Participate in customer visits (as appropriate) to understand customer needs • Support the relationship team in developing industry value proposition • Make at least one client call for new deal being progressed • Review credit paper before presentation to ensure quality • Risk and Conduct: Deliver quality credit and portfolio management • a) Annual review of facilities • b) Ensure full adherence / compliance to Policy and Governance • c) DOCFLOW management • Less than 5% by volume and value of portfolio in outstanding overdue reviews • Outstanding DOCFLOW applications less than three (3) of the assigned applications • Business Transformation and Capability • a) TAT on credit origination • 2 days to submit a loan application • b) Credit papers originated are of high quality ensuring all credit due diligence is carried out and all related • aspects well-articulated. • c) Management information • 100% of TAT must be within agreed timelines • o 2 days for new facilities to existing client • o 2 Days-New business and new to bank • o 2 days for annual reviews • Credit reworks (addressing credit aspects only) • o Returns allowed – 2 per application any application • o TAT for resubmission • < = 1 Day • Management information • o Ensure updates to Group CC and country CC are provided timely • o Up to date pipeline management template • o Workflow template maintained and up to date • Management information • o Ensure updates to Group Deal forum provided timely • o Up to date pipeline management template • o Workflow template maintained and up to date • Employee Engagement • a) Training and development • b) Succession planning • c) Attend at least 4 training sessions in the year

• Education: • Bachelor’s degree in business- or business-related field. A post graduate business degree will be considered an advantage. • Experience: • Proven track record in the successful delivery of Credit Risk Management. • Confident effective communication with SME Banking clients, through appropriate questioning to establish risk and profitability parameters associated with business proposals, requesting specific financial information and evaluation of value of security presented or held. • Listens effectively to gain an understanding of the client’s business requirements and credit/ risk concerns. Articulates concepts and requirements clearly, presents and substantiates own judgement/ analysis/ evaluation with skill and diplomacy without feeling intimidated. • Develops strong partnership relationship with Relationship Managers through supporting portfolio business objectives in providing an efficient and professional credit evaluation service to the portfolio, strives to identify and structure low risk high profitability facilities, and alternatives that may make the deal more viable. Achieves co-operation through clarifying respective roles and responsibilities and operating within the mandates afforded by the roles. • Anticipates potential sources of conflict between client and Relationship Manager and credit role, takes • proactive action to avert conflict that will impact on client relationship. Diffuses potential conflict situations • tactfully, with respect for other parties involved and fosters a climate of co-operation and trust. • Skills • Clear verbal and writing ability is required for explaining and interpreting financial data and business information. • Ability to collate and compile appropriate set of financial and business information to quantify and evaluate the risks and benefits of a business proposal. • Ability to establish the risk profile of counter-party, and incorporate contextual risks, in a formal credit evaluation. • Ability to analyze a deal/ proposal’s risk and benefit parameters and present a sound business justification/ motivation for the requested facility. • Ability to integrate specific deal analysis, counter-party analysis, and contextual risk analysis to identify and evaluate sources of risk and recommend risk management actions/ options if possible. Ability to recommend/ propose appropriate risk parameters in respect of specific facility structures within which clients will need to operate to contain risk at acceptable levels • Knowledge • Comprehensive technical Credit skills with an ability to deal with top end SME Banking lending proposals. • Working knowledge of Credit products in SME Banking • Detailed understanding of accounting, including both management and financial accounting (or a specialist in a determining value in a particular industry), in order to analyze the financial strengths and weaknesses of clients, and identify potential risks to credit proposals. • Thorough understanding of all the bank’s products and facilities that give rise to counter-party credit risk, including their mechanisms and source of profitability for the client and the bank, and what constitutes credit risks in these facilities. Understands the terms of the facilities, and any conditions and covenants that will need to be compiled with over the duration of the facilities life, in order to manage risk within set parameters. • Knowledge of financial markets, and the volatile nature of certain variable security held, as well as the market forces that influence their market value • Using valuable information sources and technology to effectively tap information crucial to sound and informed decision-making and management of credit related deals. • Thorough conceptual and practical knowledge of credit procedures, policies and standards, as they apply to each situation such as credit applications, bad debts, disputes, obtaining legal assistance and reporting.