Business Development Executives, EB at Standard Chartered Bank Kenya

Job Purpose: 

To acquire business Assets and Liabilities from potential EB clients through internally generated leads, referrals while focusing on EB-companies and providing the appropriate service standards. Target Client Affluent Senior executives and employees with whom RC has done a B2B deal (primarily CC/CIC)

Key Mandates

Inbound and outbound NTB sales & activation (CIC/CC: onsite, lists)

• Engage NTB clients (any segment) who are employees of corporations with whom RC has done a B2B deal (primarily CC/CIC)
• Engage via on-site marketing/road shows, or via employee lists provided by corporation
• Initial primary focus on payroll account and anchor products in respective job role, gradually broadening to full range of retail products

Key Responsibilities:

Connect & explain (remote)

• Connect with identified employees (based on B2B set of leads)
• Explain proposition & requirements in full
• Implement sales strategy underpinning marketing efforts to acquire, expand and retain profitable relationships and grow the market share in accordance with branch sales targets

Prepare & set up (remote)

• Pre-send product bundles description and bank proposition
• Conduct remote KYC
•    Collect all documents (digital) required for account opening and pre-fill forms

Meet, deep sell & train (in person)

• Meet in person (ensure Priority Banker joins if Affluent)
• Listen and determine further needs
• set up anchor products
• Initiate discussion to cross-sell
• Educate and conduct initial set up for online, ATMs, Client Centre, and Store

Activate (remote)

•   Conduct fulfillment
•   Pass on referrals/leads of other products to respective specialists
•   Actively participate in branch training on sales, service and controls.
•   Regular feedback from the Team Leader, Employee Banking on performance and recommend appropriate improvements plans where necessary.
•   Any other official duties as may be directed by the line manager

Service

• Ensure an excellent customer experience during the account opening, documentation process as well as when offering any other service
• Actively participate and challenge the status quo, to improve on processes through documented service storming sessions
• Scan customer instructions (AOF) on FileNet and eOPS through AfricaScan Solution as maker(CapMaker profile)

Controls

• Ensure that CDD is applied when engaging the customer or opening accounts and proper completion of checklist in place
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• Reporting of suspicious transactions or activities
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• Ensure that you fully understand the CDD & AML group policy and are adequately trained in CDD & AML
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• Ensure that you understand, sign and adhere to the Group code of conduct
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• Ensure sales process is followed to avoid miss-selling or miss-information.
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• Ensure proper time and resources management

Key Stakeholders

Employee Banking RM

EB Business Development Team

Team Manager, Employee Banking

Skill Requirement

Product broadening

• Enhanced multi-product Priority/ Personal knowledge
• Market and competition knowledge

Client engagement

• Closing deals
• Client training on digital solutions
• Communication and presentation skills
• Negotiation and objection handling

Journey completion

• Understanding of Priority / Personal Client  KYC principles

Direct Contribution to:

• Customer retention/loyalty.
• Contribute to the growth and achievement of branch portfolio.
• Achievement of enhanced service quality and performance standards.
• Enhanced control environment

Indirect Contribution to :

• Overall profitability of the branch.
• Overall image/ reputation of the branch in the network.
• Operational efficiency and service levels to customers in the branches

Key Performance Indicators

• New Sales Revenue
• Service quality index.
• Accuracy on account opening data/documentation
• Achievement of monthly scorecard

Experience/Knowledge Required

• Thorough knowledge of Bank’s products and services
• Excellent interpersonal and networking skills, internally and externally
• Strong sales and relationship building skills
• Ability to match perceived customer needs with existing Bank products
• Good grasp of competitive awareness
• University degree Or Diploma; Any Business field preferred

Complexity/ Judgement

Complexity; in the job arises from the following factors:

• Dealing with sophisticated customers with complex enquiries.
• Developing and maintaining good relationships with target customers

Judgment; is required on a day-to-day basis for:

Identifying customer needs and matching them with existing Bank’s products.

Proposition 3 – Career development

If you’re a bright mind with big ambitions, we’ll actively encourage you to fulfil your potential. Thanks to our rich and varied international footprint, we can offer exciting opportunities working across different countries and cultures.  Apply Now and take the next step in fulfilling your potential