Head of Small Business at I&M Bank

REF HOSB/01/2020: HEAD OF SMALL BUSINESS

PURPOSE:

The role is in charge of business growth and the operation of the Small Businesses (SB) sub segment of our Business Banking segment with respect to ensuring that customer service and business growth is in line with targets, expectations and the sub-segment’s credit portfolio as well as the industry regulations and internal policies and procedures. The incumbent is responsible for delivering an ambitious growth strategy through acquisition of new clients as well as maintaining and deepening relationships with existing customers. They will also be required to develop creative and innovative ideas and exploit cross sell opportunities to drive increased usage of the Bank’s products and solutions.

RIMARY RESPONSIBILITIES:

The Incumbent will report to the General Manager – Business Banking and will be responsible for:

• Developing suitable customer value propositions, product bundles and solutions applicable to the SB sub-segment in liaison with the branches, GM Business Banking and the Product Development team
• Delivery of exceptional performance through powerful leadership of the SB sub- segment
• Leading and directing the relationship teams accountable for the portfolio of SB customers while taking initiative in terms of business development activities and ensuring that quality business is retained and high service standards are delivered by the team.
• Internally embedding the new SB proposition including the development of people capabilities, inculcating the appropriate behaviours and culture that will support the business objectives of this sub-segment.
• Demonstrating an intimate knowledge of the market and the competitor landscape and using the information to shape an aggressive SB strategy implementation.
• Making quick business decisions that balance risk, profitability and most importantly responsiveness to customer needs.
• Maintaining high standards of Governance and Controls within the function
• Reviewing performance of SB Relationship Managers/Officers and/or Branch Managers against SB budgets, with respect to Total Deposits, Low cost deposits, CASA accounts, SB advances (including home loans, hire purchase, overdrafts and term loans), Non-interest income, and cross selling the Group products;
• Continually monitoring and following up with respective SB Relationship Managers/Officers and/or Branch Managers to ensure that the set SB targets are being achieved, and gaps adequately addressed;
• Conducting regular customer visits to enhance relationship development and customer maintenance, as well as growth of the business wallet. This involves reviewing and submitting credit applications for both new requests and for review/renewal of existing limits, in a timely and qualitative manner;
• Monitoring and following up with SB Relationship Managers/Officers and/or Branch Managers to ensure balanced growth of the SB portfolio;
• Monitoring the health of advances by reviewing arrears, account excesses and irregular accounts, among others;
• Approving excesses and regular facilities within delegated limits;
• Monitoring performance against set targets;
• Performance management of the SB team that includes conceptualizing and strategizing the positioning, functions, organization, activities of the business line, selection and deployment of human resources including interviewing and recruitment of additional staff; monitoring of activities; analysing performance vis a vis targets across the sub-segment;
• Executing of Letters of Offer and Letters of Guarantees in line with the set policy.
• Driving strategic initiatives for the sub-segment like Business Clubs, Financial Literacy, Financial inclusion, Mentorship programs for customers within the SB sub-segment.
• PERSON SPECIFICATIONS
• Academic Qualifications
• Master’s degree in Business Administration or its equivalent from a recognized institution; and
• Bachelor’s degree in Business Administration or its equivalent from a recognized institution.

Professional Qualifications

• Chartered Institute of Marketing diploma (CIM); and
• Member of Associate of Kenya Institute of Bankers (AKIB) or its equivalent professional body.

Experience

• At least 10 years relevant experience, 3 of which should have been at managerial level.

Generic Competencies

• Decision making;
• Ability to interpret long term plans, programs and budgets developed senior management level; and
• Interpersonal and leadership skills.
• Innovative

Skills and Attributes

• Strong strategic and analytical thinking skills;
• Excellent communication and interpersonal skills;
• Good negotiation and decision making skills;
• Excellent leadership and people-management skills;
• Good planning and organizational skills; and
• Knowledge of accounting and financial principles.