Head, SME Banking at United Bank for Africa (UBA) Kenya

Roles & Responsibilities

Business & Strategy Development

• Develop and lead the implementation of the MSME Segment strategy in line with the overall Retail Banking Strategy.
• Ensure achievement of profitability targets through revenue maximization and prudent cost management.
• Implement Country-wide go-to-market strategy for new initiatives, working with all relevant departments/ stakeholders to drive execution.

Product Portfolio Management

• Drive sustainable growth and acquisition of new customers for MSME Banking through development and maintenance of quality products, propositions and solutions pertinent to the segment
• Build and maintain productive and strategic relations with stakeholders to drive the development and delivery of business solutions and revenue growth for the MSME Segment.
• Drive customer-led propositions for the MSME Banking business by developing a pipeline of value adding customer solutions to include customer experience, products, and service offers.
• Manage an effective SME customer’s loyalty program for networking and deepening of UBA SME market penetration.
• Ensure strong cross- selling of existing and new products to existing and new clients; and in this process, maintain effective liaison with all relevant business units in the Bank.
• Champion the delivery of consistent, seamless and trusted customer service to ensure customer retention and loyalty.

Segment & Product Ownership

• Coordinates the development and deployment of value propositions, product offerings, target segment strategy and business plan for the MSME Segment
• Maintaining the quality of the SME portfolio within the stipulated Non-Performing Loans (NPL) and Portfolio at Risk (PAR) parameters.
• Has oversight and country ownership on end-to-end processes to ensure execution of on-boarding for clients and fulfillment of products through engagement with relevant stakeholders involved in executing the standard process to ensure delivery of a seamless customer value proposition.
• Responsible for Portfolio health on relevant products - track portfolio performance (through lead indicators) and taking necessary actions to ensure product integrity is maintained.
• Develops and monitors specific sales & marketing campaigns together with relevant stakeholders to leverage market opportunities that generate new sales/volumes and increase market share.
• Accountable for all segment/product metrics as applicable within the Bank’s policy where applicable (e.g. risk limits, delinquency, compliance requirements, etc.)
• Monitors sales impact & profitability of marketing expenditures – both on BAU and special campaigns.
• Optimize fees and charges to create value for clients in line with Treat-Clients-Fairly’ principles.

KPIs

• Achieve the approved SME Banking PBT target for the Bank
• Achieve the approved SME Banking account volumes for the Bank
• Achieve the SME Banking deposit target for the Bank
• Achieve the SME Banking NPL target for the Bank

Job Requirements

• First degree in any field from a recognized university.
• Preferably have a second degree or relevant professional certification (as an added advantage).
• Minimum experience –10 years’ cognate experience with at least 5 years in a supervisory capacity
• Have banking operations, trade finance and correspondent bank experience
• Proficiency in Microsoft Office Suite.

Key Competency Requirements

• Must exhibit drive energy, aggression and passion for business development and acquisition
• Must be technology savvy
• Good understanding of financial services sector.
• Selling and marketing skills.
• Must be self-solution driven, proactive and have acceptable knowledge of the business environment.
• Dynamic, analytical and a self-driven individual with the ability to work under pressure, maintaining a professional and helpful attitude at all times.
• Strong networking skills, for both internal and external networks.
• Relationship Management skills with excellent communication and interpersonal skills.