Head, Financial Services at KCB Bank Kenya

Job Description
Reporting to the Executive Head, Client Coverage, the position will be responsible for:

• The Strategic Leadership and Management of the Infrastructure & Energy Sector, by offering customer solutions and maximizing shareholder value.
• Driving business growth demonstrated through Revenues and Profitability for the sector
• Cross-selling Banking Products in close cooperation with other Corporate Banking Sectors, Retail Banking, Treasury and Digital Financial Services teams, while creating and sustaining value-based client relationships
• Leading a Relationship Management Team to partner with the departments within Corporate Banking and broader bank to maximize our share of wallet across the sector while co-creating customer solutions and business value propositions

Strategy Development:

• To develop and lead the implementation of the Infrastructure & Energy Sector strategy in line with overall Corporate Banking Strategy
• Deliver on Sector 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.

Client Deals Origination

• Oversee the execution of client deals in line with the developed strategic client plans
• Ensure strong cross-selling of existing and new products to existing and new clients.
• Develop and align detailed client marketing plans and drive the client’s pricing and ROE (including relevant drivers e.g. risk grade, industry outlook, e.t.c.). Ensure overall client profitability.

Client Base Review and Deal Enablement

• Ongoing review of client base for potential high-risk clients.
• Guide the development and review of credit or relevant papers for submission to the Business Origination Team or ALCO
• Guide the development and review appropriate documentation to complete annual credit review
• Consistent client deal enablement at required standard.

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.
• Spearhead the implementation of client strategic plans
• 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.
• Coordinate relevant programs for each client (including entertainment) and participate in key decision-making activities by the client to ensure that the bank is included in any request of advisory and financing services.

Credit 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 the stipulated Non-Performing Loans (NPL) and Portfolio at Risk (PAR) parameters.
• Manage and maintain robust monitoring, controls business continuity, governance and risk management environment.

People Development

• Lead, Develop and Direct the relationship management team to deliver the department’s financial and non-financial performance targets.
• Responsible for the recruitment, development and retention of relevant skills and resources in order to meet the business needs.
• Responsible for performance management of relationship management team – Monitor and Manage the performance and development of staff within relationship management team. This includes regular one-on-one feedback sessions, coaching, conducting mid-year and final performance appraisals, as well as moderation.
• Evaluate and manage direct subordinates’ performance in a fair and consistent manner to achieve high standards of competence, motivation, and service orientation.
• Create an environment in which learning, and development are valued and pursued.
• Co-create a harmonious working environment with the team to enhance staff engagement.
• Ensure that disciplinary action and grievances are addressed and aligned to the KCB Group policies and procedures.

The Person:

For the above position, the successful applicant should have the following:

• At least 8years’ experience (in well-established organizations) in Corporate Banking, banking operations, customer service, 
• At least 6 years experience in head of department or senior management positions relevant to the sector within Corporate Banking.
• Track record of attaining targets of business growth and profitability in the financial services and banking sector.
• Have appreciation and operating knowledge of the banking industry, market, trends as well as challenges.
• Demonstrable cross-cultural, people and relationship management skills, team motivation and leadership competence.
• Sound understanding of statutory and regulatory requirements of corporate governance, business and banking operations.
• Effective communication.
• Knowledge of the Bank’s lending principles, policies and procedures