Head of Schemes at HFC Limited

Reporting To: Head of Sales

Overall Job Purpose

The Head of Schemes will be responsible for 

• Providing leadership in the execution of the Schemes Sales Strategy, and steer growth in profitability, customer excellence and market share.
• Leading the Schemes Business to provide Retail Schemes Solutions to grow quality asset & liability portfolios, attracting and retaining customers from specified schemes companies to maximize of profit through a motivated sales team.
• Retaining the existing scheme customer base and enhance the value chain through cross-selling of other bank products and services

Principle Accountabilities

• Coordinate and Lead the Schemes Relationship Managers to deliver Schemes Sales KPIs including penetration and profitability.
• Identify potential schemes companies and develop methods/approaches of driving the sales efforts within the scheme to attain the sales budget.
• Manage the sales activities in scheme companies as per sales strategy by planning, directing and monitoring to efficiently and economically attain the sales budget.
• Manage and coordinate schemes customer support from loan approvals leading to disbursement to ensure regular customer information update and agreed TAT is adhered to for customer satisfaction.
• Make schemes proposals for further recommendation to approval by the Head of Sales.
• Product and Policy development recommendations, review and implementation through dissemination of market intelligence, proposals, reports emanating from the sales team in order to enhance niche market competitiveness.
• Source potential organizations and recommend their inclusion in HF approved schemes list. Maintenance of relationship with existing schemes including carrying out sales presentations and scheme sales activations.
• Support Retail, Branch, Direct Sales & other sales channels to achieve sales objectives in Kenya and follow-up and resolution of customer service issues that arise from schemes.
• Work with Marketing & Product Development teams in the development and execution of marketing initiatives for acquisition, retention and growth of customer base.
• Support launch of products, sales strategy and campaigns to key segments for profitable and quality business.
• Facilitate effective management and service delivery to all HF check-off schemes.
• Key link person for maintenance and growth of HF approved check-off schemes.
• Involvement with Business units & credit teams and employers to reduce Portfolio at Risk for scheme loans, both existing and new.
• Involvement in design of processes for check-off loans administration to reduce wastage and reworks
• Proactive involvement in aligning Bank’s service delivery and internal processes with emerging County business and devolved functions of Government.
• Generate referrals and use market intelligence to achieve deeper relationships with customers.
• Advise the Business on companies and individuals which exhibit high risk policies and practices hence control and manage risk
• Drive cross selling and migration by tailoring solutions to deepen client relationships
• Maintain a strong performance culture through an inspiring the Relationship Managers and other sales teams

Minimum Qualifications, Knowledge and Experience

• A business-related degree
• Minimum 5 years’ experience in banking with at least 3 years in Scheme Relationship Management including leading teams in a highly competitive environment

Key Competencies and Skills

• Presentation skills
• IT Skills
• Schemes management
• Financial Analysis
• Analytical Skills
• Leadership Skills
• Communication Skills
• Negotiation skills
• Selling skills
• Presentation skills
• Time Management