Business Development Manager – Real Estate at Equity Bank Kenya

The role holder will be responsible for Identifying and capitalizing on business opportunities within the Real Estate Sector, designing and executing sales and marketing strategies in collaboration with key stakeholders to maintain continuous market visibility. Initiate and manage partnerships with professionals and practitioners in the built environment, tracking performance to drive business growth. Work closely with Team Leads, Relationship Managers (RMs), and other business units to facilitate the closure of real estate opportunities, ensuring alignment with credit and policy guidelines, and contribute to deal structuring to enhance portfolio value. Lead the development of policies and procedures to ensure the delivery of quality real estate facilities, while also participating in monitoring, evaluation, and balance sheet optimization activities to ensure portfolio quality, strategic alignment, and revenue growth. 

Key Responsibilities

Generation of Opportunities and Closure:

• Scan the market for real estate business opportunities and convert them into profitable deals.
• Secure 30% of deposit, loan, and insurance opportunities, driving significant business growth.
• Formulating and implementing marketing strategies for real estate business.
• Prepare requests for proposals or RFPs to facilitate pitching for real estate business.
• Overseeing advertising campaigns and sale initiatives and ensure success.
• Forge strategic partnerships and collaborations with key stakeholders within the built environment to expand real estate business.
• Engage with clients to gather deal requirements, financial statements, and other key inputs, ensuring thorough analysis and due diligence in partnership with RMs and Credit Analysts.
• Regularly review and update real estate policies and procedures to stay aligned with market demands and emerging business needs.
• Collaborate with RM/Product Partners and Credit Analysts to structure tailored credit solutions, ensuring product suitability and account optimization.
• Ensure full compliance with internal and regulatory credit policies, including preparing the Country Portfolio Standard Checklist and meeting special reporting requirements.
• Provide valuable input to RMs and Credit Analysts in relation to Real Estate and Project Finance initiatives.
• Mobilize deposits effectively, meeting or exceeding targets.
• Proactively cross-sell bank products and solutions within the real estate ecosystem to maximize opportunities.
• Endeavour to automate real estate processes end-to-end

Post Deal Account Monitoring:

• Lead in initiating and coordinating the monitoring and evaluation of real estate business performance.
• Provide detailed monthly portfolio performance reports in collaboration with internal and external stakeholders to ensure accurate performance tracking.
• Participate in the review and adjustment of Interim Credit Proposals as business demands evolve.
• Liaise promptly with Credit Risk on credit proposals and related issues, ensuring fast resolution of queries.
• Participate in EAR/Portfolio calls with RMs and Credit Originators to stay aligned with portfolio activities.
• Collaborate with the relationship manager to ensure the timely identification of accounts for EAR placement, in line with bank policies and guidelines.
• Support the Group Special Assets Management team in efficiently unwinding real estate and project finance deals.
• Staying informed about marketing trends and monitoring real estate changes to maintain competitiveness
• Compile quarterly industry performance vis a vis bank performance for consumption by the teams

Other Responsibilities:

• Review and assess real estate policies and product offerings, recommending and implementing necessary changes to enhance effectiveness.
• Ensure the timely preparation and execution of stress tests as required.
• Prepare sector reports as needed, providing valuable insights for strategic decision-making.
• Utilize bank systems and CRM tools efficiently to streamline processes and enhance business performance.

Qualifications & Experience 

• Bachelor’s degree in marketing, Real Estate or Related Field
• Minimum 8 years’ relevant experience, 5 of which must be the in Real Estate Industry.
• Professional Qualifications in the built environment an added advantage
• Banking experience necessary advantage