Head of Sales & Business Development at Jamii Bora Bank

Job Title: Head of Sales & Business Development
Reports To: CEO

Department: Digital Bank
Division: Business

Grade: 6

Core Value Behaviors
•Teamwork: ”We work together to make Jamii Bora better”
•Innovation: “We are driven by creativity,innovation and continuous improvement”
•Professionalism: “We are qualified, skilled and committed to serve our customers”
•Integrity: “How we do business is as important as the business we do so we do the right thing always”

Job Purpose: The Head of Sales and Business Development will be the main driver for the development, management and overall sales and business development activities in the bank including institutional banking, enterprise banking and personal banking to be delivered through the retail network and all available digital platforms so as to achieve the bank’s core strategy to “grow market share by building our reputation as an efficient, innovative and customer centric enterprise bank”

Key Responsibilities
•Shaping and executing Jamii Bora strategy and specifically the balance sheet growth pillar to achieve growth in liabilities, assets, customer base, revenues, interest income and non-funded income
•Lead the development of a few highly differentiated transaction, trade and personal finance products and services to cater to the entrepreneur, the enterprise and the employees of the enterprise’s needs
•Identify rich and sustainable sources of deposits and design effective strategic and tactical plans to grow the Bank’s funding sources in a cheap and sustainable way
•Drive an aggressive branch led business development strategy to ensure effective translation of bank strategy to branch floor and overall growth of branch balance sheets and profitability
•Entrench relationship management and enhance overall customer experience
•Spearhead the brand’s positioning as a leading enterprise transaction and trade finance partner

Main Activities

Sales & Business Development:
•Full responsibility for the design and execution of the Bank’s business growth strategy for all business development functions: enterprise banking, institutional banking, personal banking, product development and management and the entire branch network
•Develop business opportunities and drive business growth in line with the Bank’s long-term strategic and annual business plans and ensure that the Bank remains competitive and promptly reacts to changing market conditions and customer needs
•Develop and implement a branch turnaround strategy to ensure that at least 80% of the existing branch network is profitable and going forward all branches break even within a prescribed period of time
•Develop a focused relationship management system, which increases the Bank’s ability to increase the flow of business and generate deposits, lending and revenues from existing and new customers in line with the enterprise strategy
•Enhance the appropriate controls and monitoring mechanisms for the development of a high quality asset portfolio
•Ensure full compliance with the Bank’s Credit Policy, Central Bank of Kenya guidelines and appropriate provisions of the Banking Act with respect to lending
•Put in place an MIS system that will enable continuous tracking of the Business division’s performance,
•Customer and Product profitability, and Customer satisfaction
•Enhance relationship marketing and management – to establish, maintain, and enhance relationships with customers and other partners, at a profit, so that the both the customer and bank objectives are met achieved by a mutual exchange and fulfillment of the brand promise

Strategic Marketing
•Design and develop a cost effective modern marketing strategy to position the bank’s brand as an efficient. Innovative, customer centric and digital enterprise bank
•The new digital (social media) led reality should be at the center of the Bank’s marketing strategy and the job holder should prioritise these channels in the development of the Bank’s marketing strategy
•Embed strategic marketing by focusing on how to develop competitive advantage into the changing marketplace and leveraging on the banks distinctive capabilities to drive value
•Enhance creation by creating, packaging, communicating, delivering, and offering solutions (moving from product to solutions) that have value for customers, shareholders and partners
•Build the Jamii Bora Brand to ensure that the bank is top of mind as an enterprise bank
•Strategic product development

Strategic customer experience
•Key driver for not only customer satisfaction, but building a base of promoters by enhancing positive customer experience and advocacy to drive competitive advantage, leading to faster organic growth and lower cost
•Create a differentiated customer experience design, tailored to target customer needs and optimize customer interactions with the brand, offerings, and touch points to consistently deliver and make continuous improvements to the design
•Link sales and service and embed customer service culture as the bedrock to grow the balance sheet
•Institutionalize a 24-hour contact center to support the digital bank

Qualification and Experience Requirements
•University degree in Business Administration
•Postgraduate studies in a related field would be an added advantage (MBA, Msc, CFA etc.)
•At least 8 years’ experience in business development leadership of Retail and SME
•At least 3 years in a senior management position responsible for directing strategy and resources in pursuit of broad based business goals
•At least 2 years’ experience in credit or a position where credit decisions were being made
•Some experience leading a branch or branch teams in a busy financial services organization would be an added advantage
•Experience with customer management, marketing and relationship management teams