Relationship Manager– Agribusiness & Partnership at Old Mutual Kenya

JOB SUMMARY

The Relationship Manager - Agribusiness and Partnerships will be instrumental in driving the bank's growth in the agribusiness sector by cultivating and managing strategic client relationships and forging impactful partnerships. This role requires a deep understanding of Kenya's agricultural landscape, value chains, and the financial needs of farmers, cooperatives, and Agri-SMEs. The incumbent will be responsible for originating, structuring, and growing a high-quality agribusiness loan and deposit portfolio, while also identifying, evaluating, and onboarding strategic partners to expand the bank's reach and product offerings.

KEY TASKS AND RESPONSIBILITIES

KEY MEASURABLE GOALS

• Customer acquisition
• Growth in quality loan book
• Portfolio quality
• Profitability
• New partnerships formed
• Revenue from partnerships

KEY RESPONSIBILITIES

• Develop and execute the agribusiness banking strategy in alignment with FMFB’s goals, targeting farmer groups, cooperatives, and Agri-SMEs.
• Proactively identify, target, and acquire new agribusiness clients, including farmer groups, cooperatives, and Agri-SMEs, through market research, field visits, networking, and targeted marketing campaigns.
• Develop and nurture strong, long-term relationships with existing and new agribusiness clients, acting as their primary point of contact for all banking needs.
• Conduct thorough financial and operational assessments of agribusiness clients to understand their specific needs across various value chains (inputs, production, processing, logistics, marketing) and recommend tailored financial solutions, including Agri-loans, working capital, asset finance, trade finance, savings accounts, insurance, and digital payment solutions.
• Prepare comprehensive credit proposals, conduct preliminary credit reviews, and collaborate with credit teams to structure viable and innovative financial solutions, ensuring adherence to the bank's credit policies and risk parameters.
• Manage and monitor the performance of the assigned agribusiness portfolio, ensuring high asset quality, timely repayments, and proactive identification and mitigation of potential risks (e.g., climate, market volatility, pests/diseases).
• Identify opportunities to cross-sell the bank's full range of products and services to agribusiness clients to deepen relationships and enhance client value.
• Train and support branch teams on agribusiness products, market dynamics, and Relationship Management best practices to enhance their capacity in client acquisition and portfolio performance.
• Continuously monitor and analyze market trends, competitive landscape, regulatory changes, and emerging opportunities within the Kenyan Agribusiness sector to inform strategy and product development.
• Develop and execute a comprehensive partnership roadmap aligned with the bank's strategic growth objectives, focusing on expanding market reach, enhancing product offerings, and de-risking lending.
• Structure mutually beneficial partnership models (e.g., revenue-sharing, co-lending, embedded finance) and negotiate terms and agreements to ensure win-win outcomes.
• Serve as the primary liaison for partners, fostering strong collaborative relationships, ensuring seamless integration of services, and resolving any issues that may arise.
• Monitor the performance of partnerships against agreed-upon KPIs, conduct regular reviews to assess effectiveness, identify areas for improvement, and explore expansion opportunities.
• Represent the bank at industry forums, conferences, agricultural events, and networking functions to enhance visibility, build a strong professional network, and forge new alliances.
• The incumbent will be responsible for ensuring adherence to, implementation of, and adoption of Compliance, Anti-Money Laundering (AML), and Sanctions-related policies, procedures, and process requirements within Old Mutual and its subsidiaries. This includes execution of customer due diligence processes, ensuring compliance with Know-Your-Customer (KYC) standards, conducting ongoing and enhanced due diligence, and maintaining data quality. Additionally, the role involves identifying and monitoring potential AML, Sanctions, or Compliance breaches and unusual activities, and escalating these concerns to the Risk and Compliance Office for further action.
• Any other duties that may be assigned by the supervisor

SKILLS, KNOWLEDGE & COMPETENCIES

• In-depth understanding of the bank's full suite of financial products and services - Agribusiness segment (e.g., Agri-loans, trade finance, asset finance, digital payment solutions, insurance).
• Proven ability to develop, cultivate, and sustain high-value client relationships through effective relationship management
• Exceptional negotiation, deal-structuring, and cross-selling abilities, with a proven track record of identifying opportunities and delivering results.
• Demonstrated excellence in managing diverse internal and external stakeholders
• Strong analytical mindset with keen attention to detail and robust risk assessment skills

Personal Attributes

• Possesses a strong business acumen with a keen awareness of market opportunities and client needs.
• Outstanding verbal and written communication skills
• Highly skilled in building rapport, managing relationships, and influencing others effectively.
• Demonstrates high initiative, self-motivation, and the ability to work independently
• Willingness and ability to undertake constant travel within Kenya to meet clients and partners

QUALIFICATIONS & EXPERIENCE

• Bachelor's degree in Agribusiness, Agricultural Economics, Business Administration, Finance, Banking, or a related field. A Master's degree will be an added advantage.
• Formal training in Lending/Relationship management – Agriculture ACIB/AKIB or Marketing Course Certificate in Agribusiness Financing – KSMS Masters in a business-related field will be an added advantage.
• ACIB/AKIB or Marketing Course
• Certificate in Agribusiness Financing – KSMS

Experience

• At least 5 years of progressive experience in Relationship Management within the banking sector, with a significant focus on Agribusiness lending and/or partnerships
• Demonstrable experience in identifying, structuring, and managing strategic partnerships, preferably within a financial institution or related industry.
• In-depth knowledge of the Kenyan agricultural sector, including key value chains, market dynamics, challenges, and opportunities.
• Strong understanding of credit analysis, risk assessment, and financial products relevant to agribusiness.