Manager – Foreign Exchange Sales at Kingdom Bank Limited

Responsibilities

Foreign Exchange Income and Business Growth

• Develop and implement the Bank’s foreign exchange sales strategy in line with the Treasury strategy and the Bank’s overall business plan.
• Deliver the Bank’s approved FX income, transaction volume, customer acquisition and profitability targets.
• Grow the Bank’s share of FX business from existing retail, MSME, commercial, corporate, institutional, diaspora and high-net-worth customers.
• Identify and acquire new customers with regular foreign currency requirements, including importers, exporters, NGOs, schools, hospitals, manufacturers, travel companies, hospitality businesses, professional firms and diaspora-related customers.
• Increase the number of active FX customers and improve customer retention, transaction frequency and wallet share.
• Identify dormant and underutilised FX customers and develop targeted plans to reactivate and grow their business.
• Work with the Head of Treasury to establish branch, segment and individual FX sales targets and monitor performance against the approved budget.
• Protect the Bank’s profitability by balancing competitive customer pricing with approved margins and revenue expectations.

Lead Generation and Conversion

• Establish and manage a structured Bank-wide process for generating, recording, assigning, following up and converting FX leads.
• Maintain an accurate FX sales database covering prospective customers, active customers, customer segments, expected transaction flows, currencies, transaction frequency and estimated income potential.
• Develop and maintain an active sales pipeline, prospect list and customer call plan.
• Track every qualified lead from identification through customer engagement, quotation, negotiation, transaction completion and repeat business.
• Monitor lead conversion rates by branch, business unit, customer segment and relationship manager.
• Ensure that all customer engagements have clearly documented next actions, responsible officers and expected completion dates.
• Work with Marketing, Branch Banking, Business Banking, Corporate Banking, Institutional Banking, Trade Finance, Diaspora Banking and other relevant teams to develop targeted FX campaigns.
• Use customer account activity, international transfers, trade transactions, foreign currency accounts and other available information to identify potential FX opportunities.

Customer Relationship Management

• Develop and maintain strong relationships with existing and prospective FX customers.
• Serve as a key point of contact for customers with significant or recurring foreign exchange requirements.
• Conduct regular telephone calls, virtual meetings and physical visits to existing and prospective customers.
• Prepare customer profiles showing the nature of the customer’s business, foreign currency exposures, transaction cycles, preferred currencies, expected volumes, pricing sensitivity and service requirements.
• Understand each customer’s foreign currency requirements and recommend appropriate approved FX and treasury solutions.
• Provide customers with timely market information, currency trends and relevant guidance to support informed transaction decisions.
• Encourage customers to consolidate their FX transactions, foreign currency accounts, international transfers, trade finance and related banking business with Kingdom Bank.
• Negotiate transactions professionally while protecting the interests and profitability of both the customer and the Bank.
• Resolve customer queries, complaints, delayed settlements and service challenges promptly.
• Develop customer retention and win-back plans for customers whose FX activity has reduced or moved to competing banks.

Branch Network Activation

• Drive FX sales and business development through all Kingdom Bank branches.
• Segment branches according to their FX potential and develop specific business development plans for each branch.
• Conduct regular branch visits to review FX performance, identify opportunities, support customer engagements and address implementation gaps.
• Work closely with Branch Managers, Business Bankers, Relationship Managers, Personal Bankers and other customer-facing teams to identify and convert FX opportunities.
• Participate in joint customer visits and sales calls with branch and relationship teams.
• Establish an effective FX referral process through which branches can submit, track and receive feedback on customer opportunities.
• Identify and support FX champions within branches to strengthen ownership and improve sales execution.
• Provide branches with regular feedback on submitted leads, completed transactions, lost opportunities and pending customer requirements.
• Conduct periodic branch performance reviews and recommend corrective action for branches that are not achieving their FX potential.
• Promote cross-selling of foreign currency accounts, international payments, remittances, trade finance and other relevant Bank products.

Training and Sales Capability Development

• Develop and deliver practical FX product and sales training for Branch Managers, Business Bankers, Relationship Managers, Personal Bankers and other relevant employees.
• Train employees on identifying FX opportunities, profiling customers, initiating customer conversations, making referrals and following up leads.
• Equip business teams with sufficient knowledge of FX products, pricing considerations, market terminology, customer documentation and transaction processes.
• Prepare simple sales guides, customer conversation scripts, frequently asked questions and product information materials.
• Provide coaching to branch and relationship teams during joint calls, customer visits and sales reviews.
• Evaluate the effectiveness of FX training by monitoring lead generation, conversion rates and income performance after training interventions.
• Keep employees informed about significant market developments, currency movements and emerging customer opportunities.

Deal Management and Service Delivery

• Work closely with the Treasury trading desk to obtain timely and competitive customer quotations.
• Ensure that all customer FX transactions are appropriately routed through the Treasury function and booked in accordance with approved procedures.
• Coordinate with Treasury Operations, Branch Operations, Trade Finance, Institutional Banking and other relevant teams to ensure timely transaction processing and settlement.
• Confirm that all required customer instructions, supporting documents, approvals and account arrangements are in place before transactions are completed.
• Monitor outstanding transactions and follow up on incomplete documentation, failed settlements, customer instructions or operational issues.
• Ensure customers receive prompt quotations, clear transaction confirmations and timely feedback.
• Review lost or cancelled transactions to identify pricing, service, relationship or process weaknesses and recommend corrective action.
• Maintain an accurate record of completed, pending, lost and deferred FX opportunities.

Market Intelligence and Business Development

• Monitor domestic and international foreign exchange market developments and assess their implications for customers and the Bank.
• Collect and analyse information on competitor pricing, customer behaviour, sector trends, emerging foreign currency flows and market opportunities.
• Identify economic sectors, geographical regions and customer groups with significant potential for FX business.
• Provide regular market intelligence to Treasury, branches and relevant business units.
• Recommend improvements to the Bank’s FX products, pricing approach, distribution channels and customer value proposition.
• Support the development of customer events, market briefings, webinars and targeted business forums.
• Represent the Bank professionally in relevant customer engagements, business forums and industry events.

Risk, Compliance and Controls

• Ensure that all FX transactions comply with Central Bank of Kenya requirements, applicable laws, internal policies, approved limits and Treasury procedures.
• Maintain a strong compliance culture across all FX sales activities.
• Ensure adherence to Know Your Customer, Anti-Money Laundering, Counter-Terrorism Financing, sanctions screening and customer due diligence requirements.
• Ensure that transactions are supported by the required customer instructions, documentation and underlying commercial purpose.
• Ensure that customer pricing, transaction commitments and negotiated terms remain within delegated authority and approved limits.
• Escalate unusual transactions, suspected breaches, documentation gaps, settlement risks and customer conduct concerns promptly.
• Protect customer information and ensure compliance with the Bank’s information security and data protection requirements.
• Maintain complete and accurate records of customer engagements, quotations, transactions, approvals and sales activities.

 Performance Monitoring and Reporting

• Prepare daily, weekly and monthly reports on FX income, transaction volumes, margins, customer activity, lead generation and conversion.
• Maintain accurate call reports covering customer calls, visits, opportunities identified, estimated transaction value, expected income and agreed next actions.
• Report FX performance by branch, region, customer segment, currency and relationship team.
• Present periodic performance updates to the Head of Treasury and other relevant management forums.
• Recommend corrective actions where performance is below target.
• Prepare customer, branch, sector and competitor analyses to support management decisions.

Qualifications

Academic and Professional Qualifications

• Bachelor’s degree in Finance, Economics, Commerce, Business Administration, Banking or another relevant field.
• A postgraduate qualification in Finance, Economics, Business Administration or a related field will be an added advantage.
• ACI Dealing Certificate, professional banking qualification or another relevant Treasury certification will be an added advantage.
• Demonstrable knowledge of foreign exchange products, financial markets, international payments, trade finance and treasury operations.

Experience

• At least five years of relevant banking experience, with significant exposure to Treasury sales, foreign exchange sales, corporate banking, commercial banking, business banking or relationship management.
• At least three years of direct experience in foreign exchange or Treasury sales.
• Proven track record of achieving FX income, sales, customer acquisition or portfolio growth targets.
• Demonstrable experience in lead generation, customer acquisition, pipeline management and conversion of opportunities into revenue.
• Experience working with a branch network and supporting customer-facing teams to achieve sales targets.
• Experience in managing relationships with MSME, commercial, corporate, institutional, diaspora or high-net-worth customers.
• Experience conducting customer calls, physical visits, product presentations and commercial negotiations.