Relationship Manager–Agribusiness & Partnerships (Faulu MFB) at Old Mutual Kenya

Job Description

Reporting to the Head of SME Banking, he/she will be responsible for business development & growth of the Agribusiness Banking portfolio by working closely with FMFB Senior Management, Leadership Team, Branch Management teams, Credit and other stakeholders in the Bank.

KEY RESPONSIBILITIES:

• Implementation of the Agribusiness Banking portfolio strategy in line with the Bank’s overall strategy and business growth plan.
• Working closely with stakeholders in Senior Management, Leadership Team, Branch Management teams and Credit to increase market share of the Agribusiness Banking portfolio in terms of number of farmer groups and agribusiness partners, customer numbers, products and service consumption and revenues while proactively reducing the non-performing loan book.
• Driving sales through effective leadership, guidance and performance management process within the branch network and relationships.
• Working directly with Branches and Agribusiness Banking officers to drive account utilization and hence cheap and stable deposits.
• Identification and capitalizing on new market opportunities to expand presence, competitiveness and profitability through proactively reviewing, developing and selling of products and services.
• Improving the business environment and raising the profile for the Agribusiness Banking segment in the Bank.
• Establishing profitable banking relationships with Agribusiness Banking clients by providing high quality banking and other financial services to that clientele where the Bank operates.
• Advice the Bank on Agribusiness Banking market analysis and segmentation with regards to Agribusiness financial products, credit Risk evaluation processes, loan monitoring, collections and debt recovery procedures.
• In liaison with other stakeholders, ensure quality portfolio by effective identification of risks and their mitigations.
• Representing the Bank and business unit in forums, meetings and fast track the implementation of the relevant agreed action points.
• Monitor, on a continuous basis, all transactions to ensure that unusual and suspicious transactions are reported to the Money Laundering Reporting Officer (MLRO)
• Implementing and enforcing the board approved AML, KYC & CFT policy in as far as is applicable within my area of responsibility.
• Any other duties that may be assigned by the supervisor.

KEY MEASURABLE KPI’S

• Number of Farmers and farmer Groups
• Growth in number of clients
• Growth in customer deposits – CASA
• Growth in quality loan book
• Timely loan disbursement and repayments
• Portfolio quality
• Profitability

OTHER KEY RESPONSIBILITIES

Credit appraisal & approval

• New business acquisition in the Agribusiness Banking segment.
• Ensure customers receive prompt feedback on the fate of their applications.
• Make appropriate recommendations for cases presented to the various Credit Committees.

Marketing of the Bank products

• Attracting new businesses and expanding current business.
• Good customer care and relationship management.
• Assisting in the cross-selling of all the Bank products.

Monitoring and Control of the Agribusiness Banking portfolio

• Ensuring compliance with Bank’s Credit Policy and Government regulations.
• Regularly monitor all performing accounts.
• Maintain and evaluate quality of Loans to ensure compliance with lending guidelines.

Staff functions

• Adopting a proactive and energetic work style to enhance customer/ interdepartmental /branch delight.
• Offer advice to Branches and the Agribusiness Banking staff on matters and issues relating to segment credit appraisals.
• Upholding the required professional and technical knowledge by attending and contributing to the appropriate training programs.

Bank wide AML, KYC & CFT

• Monitor, on a continuous basis, all transactions to ensure that unusual and suspicious transactions are reported to the Money Laundering Reporting Officer (MLRO)
• Implementing and enforcing the board approved AML, KYC & CFT policy in as far as is applicable within my area of responsibility.
• Offer HR Support in recruitment, employee relations, talent management, health & safety.

PERSON SPECIFICATION

Education

Essential

• A degree in agriculture or business-related field i.e. Agribusiness, Bachelor of Commerce, Business Studies, Economics, Cooperative or Banking/Finance.
• Formal training in Lending/Relationship management – Agriculture
• ACIB/AKIB or Marketing Course

Desirable

• Certificate or course in Agribusiness Financing

Knowledge and Skills

• A detailed knowledge of bank's products relating to the Agribusiness segment.
• A good knowledge of other Bank products and services to facilitate cross-selling.
• A good understanding of the current trends both in the banking industry and the corporate world of business.
• A detailed knowledge of the Bank’s liability products and of the Bank’s policies is essential.
• A detailed understanding of the relationship management concept.
• Business opportunity identification skills
• Leadership Skills
• Interpersonal skills
• Negotiation skills
• Presentation skills
• Good communication skills
• Report writing skills
• Credit skills
• Financial analytical skills

Experience

• Experience in agribusiness lending.
• Experience in relationship management.
• At least three years in a lending or agribusiness role

Personal Attributes

• Business awareness
• Communication-Verbal & written
• People person-managing relationships
• Initiative/ self-motivated
• High Integrity
• Focus on delivery of results
• Well groomed
• Articulate
• Team player
• Problem solving and decision-making skills
• Professional decorum

Physical demands

Constant travel

Skills

Agribusiness, Agriculture Industry, Analytical Thinking, Banking, Bank Products, Business Acquisitions, Business Growth, Credit Policies, Decision Making, Financial Products, Lending, Management Reporting, Marketing, Profitability, Relationship Management