Relationship Manager, Business Banking (SME), Job in Kenya

Job Summary

The overall purpose of this role is to achieve business growth for the Bank by selling products and services to SME’s within assigned market segments and by promoting and selling other products and services of the Bank to enhance value-added relationship with existing customers.

Key Responsibilities

Strategy – 20%

To support the branches in increasing business in the sectors and segments allocated.
Ensure implementation of the SME Banking strategy in line with the allotted Sector / Segment and aligned to the overall strategy of the Bank.

Acquisition: Business Development -35%

To onboard new customers so as to grow the Bank’s liabilities, Assets and NFI
To service existing customers so as to continuously grow the Bank’s liabilities, Assets and NFI
To increase product usage amongst existing customers in the portfolio assigned
To increase account activity and utilization amongst existing customers in the portfolio assigned
To ensure continuous engagement
To play a key role in product development relevant to the SME Banking sector.
To evaluate credit proposals and ensure the credit applications process on a timely basis with the bank’s set turnaround times.
To effectively manage and expand the relationships with existing SME banking clients and bringing in new partnerships so as to ensure business growth and continuity.
To ensure continuous improvement in customer service and implementing effective retention of customers within the corporate banking framework.

Cross-sell, Retention & Servicing of Clients – 25%

Provide advice on potential financial solutions based on identified need
Understand and Resolve and where necessary, escalate client queries in a timely and appropriate manner
Analyze financial requirements of customer and match with the Bank’s product offerings
To grow the Bank’s wallet share in the SME banking sector within the designated portfolio / segment.
To evaluate credit proposals and ensure the credit applications process on a timely basis with the bank’s set turnaround times.
Develop and maintain strong working relations with all existing clients at key levels to optimize the utilization of approved facilities
Ensure renewal of facilities such as overdrafts are undertaken in a timely manner and no limits expire / mature
Ensure proper communication to clientele in respect to any changes in the Banks services or products
Manage all facilities in the portfolio to maintain an acceptable PAR
Ensure that the client has an active account by frequently reviewing the account to ensure that there are regular transactions depending on the nature of the clients business

Compliance – 10%

To ensure compliance with both internal and external regulatory requirements.
To work closely with risk and compliance units to ensure effective controls to mitigate against business risks associated with corporate banking.

Talent Management – 5%

Ensure personal development
Ensure development of the team by also effectively charting their career paths
To safeguard and promote the bank’s image with the general public.

Other – 5%

To safeguard and promote the bank’s image with the general public.

Key Relationships

Customers to this Position

SME Sector Relationship Managers
Regional Mangers
Branch Manager
Senior Relationship Officers
Relationship Officers
Analyst
Credit Department
Products and Verticals department
Corporate
Treasury

Knowledge; Skills and Experience required for this Role

Bachelor’s degree from an accredited University preferably with a Major in Finance, Accounting, Marketing or Economics
Excellent interpersonal skills
Excellent communication and presentation skills
Organizing and planning skills
Information gathering, monitoring and analytical skills
Problem analysis and solving skills
Decision making skills

Competencies required for this Rol

Emotional Intelligence; Dynamic individual with the ability to work under pressure.
A passion for performance, building team play, and achievement in a competitive and dynamic environment
Commercial awareness and customer focus
Strong networking skills, for both internal and external networks
Delivering Results and Meeting Customer Expectations
Achieving Personal Work Goals and Objectives
Entrepreneurial and Commercial Thinking
Persuasion and Influencing
Presenting and Communicating Information eloquently
Team Player

Problem-Solving

Ability to maintain a quality Asset book
Ability to handle customer complaints and expectations in a diplomatic way
Ability to foster team work with colleagues to enhance a good working environment
Ability to conduct oneself in a professional manner ensuring that the Bank’s image and reputation is protected
Knowledgeable in analysing of statements of accounts and annual financial reports to ensure that the company’s earnings are correct in terms of industry and period of analysis

Accountability