A Research Of Commercial Bank Relationship Managers Competence

Relationship manager is the marketing person who is responsible for outside relations, basing themselves on traditional transaction, advocating new transaction, coordinating the relationship between bank and clients, providing services of deposit, loan, transfer for the clients, developing new market. As the window of bank outside service, relationship manager provides commercial services such as deposit, loan, balance, inter-transaction, information, consultation, etc. for clients on behalf of bank. They serve as ligament between bank and clients. Advocating client relationship manager system is seasoned with the economic development of socialist market, and is the new attempt of furthering commercial system reform, changing the management concept, exploring the combination with international market, developing new transaction. So, it has significant theoretical and practical meaning to strengthen theoretical probe and research on the construction of commercial bank relationship managers, and establish the model of commercial bank relationship competence.The definition in this paper includes: individual potential and deeper characters to distinguish the excellent stuff from the stuff with ordinary achievement in a certain work (or organization, culture); it can be motive, specialty, self-image, attitude or outlook on value, knowledge in certain field, cognitive or behavioral skill—any individual character (Spencer Jr LM,Spencer SM)that can be measured or counted, and can distinguish excellent achievement from ordinary achievement. Competence model refers to the total of competence characters which are necessary for certain task roles.The article generalized the theories on competence and competence models. Discussed the source, definition, research methodology, and structure of competence. Reviewed the research output and the newest trend of competence.The research aims at commercial bank relationship managers. Interview and questionnaire are introduced to search the competence in need. The research material was analyzed qualitatively and quantitatively. And the result indicate that the competence of a qualified commercial bank relationship manager consists of 13 features: client management, communication, well working attitude, adaptability and flexibility, conciliate ability, market analyze ability, responsibility, marketing ability, familiar with enterprise operation and management, products innovation, digestion, good at collecting demands, and wide visual field etc. This result can serve as a reference for commercial bank on relationship manager recruiting and training, as well as performance assessment, compensation management,career development and such hr management affairs.