Summary: Senior Relationship Manager – Energy at KCB Bank. Responsible for acquiring and managing high-value energy sector clients, developing tailored financial solutions, and growing the corporate loan and deposit portfolio. Seven (7) years’ banking experience in the Financial/banking sector is required.
Main Duties & Responsibilities
Strategy
implementation:
- Implement sector strategy in line with the overall Sector Strategy.
- Deliver on Annual Business Growth Targets: Revenue, Fees and
Commissions, Profit Before Tax, Assets, Liabilities and Customer Numbers.
- Drive sustainable growth through understanding customer/prospects
needs and delivering innovative and customized financial solutions to meet
identified customer needs.
- Develop in-depth knowledge of the client’s strategy, business,
financial performance, industry outlook/trends, specific sector knowledge
and general macroeconomic issues and trends in the country and other
relevant geographies and ensure that this is transferred to the relevant
internal stakeholders
Sales
and business growth:
- Execute client deals in line with developed strategic client plans.
- Execute sales growth tactics and targets in collaboration with
business partners (e.g. Sectors, Product Management teams, Bancassurance,
Capital and any other business partners).
- Ensure strong cross- selling of existing and new products to
existing and new clients.
- Responsible for maintaining a healthy link between the Balance Sheet
and Income Statement through managing the margins at which facilities are
made available to clients in the portfolio.
- Implement and control the pricing tactics and parameters for the
portfolio in line with pricing policy and financial targets.
- Drive the growth of non-financial performance such as new customer
acquisition, Net Promoter Score, updated customer information, accurate
segmentation of customers in the portfolio.
Relationship
Management:
- Champion the delivery of consistent, seamless and trusted customer
service to ensure customer retention and loyalty.
- Personally maintain and deepen client relationships at the
appropriate level and foster long-term client interest.
- Relationship Management of Key Sector Customers and Stakeholders.
- Develop critical relationships with client decision makers and
regularly define and communicate commercial opportunities for new and
existing clients of KCB Group.
Account
monitoring
- Monitor daily referrals to ensure that client facilities are managed
within the parameters set by the Bank
- Exercising discretion regarding account conduct based on a close
knowledge and understanding of client activities
Risk
Management
- Ensure timely submission of quality credit proposals in conformity
with the Credit Policy guidelines and requirements.
- Maintain the quality of assigned portfolio within stipulated
Non-Performing Loans (NPL) and Portfolio at Risk (PAR) parameters.
- Manage and maintain robust monitoring, controls, business
continuity, governance and risk management environment
- Ensure timely preparation of relevant reports and daily monitoring
of accounts to ensure facilities have accurate interest rates, are within
the approved limits, and taking remedial actions in line with policy.
- Ensure compliance to the Bank’s policies, procedures and regulatory
requirements.
Key Performance Indicators:
- Revenue Growth
- Fees and Commissions
- Partnerships/Agreements
- NFIs
- New Business
- % Achievement of revenue budget
- % Achievement of Return on Equity
- Client retention rate
- Renewal rate
- Improved client experience (NPS and CES)
- Effective risk management
- NPL
- PAR
- Quality internal and external relationships (e.g., with customers,
internal and external stakeholders)
Academic & Professional
Qualification
Essential:
- University Degree in Business Administration, Economics, Finance,
Banking or its equivalent from a recognized institution.
Desirable
- Professional qualifications (CPA, ACCA, AKIB)
- Master’s degree in a relevant field from a recognized institution is
an added advantage.
- Post graduate and or Banking qualifications will be an added
advantage
- Professional qualification in sales / marketing
Work
Experience & Skills
Essential:
- Seven (7) years’ banking experience in the Financial/banking sector,
five (5) of which should be in Relationship Management.
- Credit and Financial Analysis
- Client Portfolio Management
- Knowledge of Trade and Transaction Banking products
- Digital Savvy and Computer literacy
- Entrepreneurial and Commercial thinking
- Excellent research, analytical, and problem-solving skills.
- Integrity & courage to challenge actions within various business
units and the status quo.
- Strong persuasion, management and communication skills
- Strong organizational skills
- Excellent stakeholder management skills
- Creative approach, with the ability to anticipate challenges and
develop innovative solutions;
Desirable:
- Prior experience of dealing with customers
- High degree of interpersonal skills when dealing with a range of
people and situations.
- Good computer skills
- Negotiation and Influencing skills
- Planning and personal organization
How to Apply
