Relationship Manager - Asset Financing at Family Bank Ltd

Job Purpose:

Acquisition, consolidation and retention of Asset Finance customers by developing and maintaining strong business relationships through regular, pro-active and value adding contact establishment and fully understanding their supply chain & management and proactively providing appropriate and mutually beneficial financial solutions. Liaises with the Branch Credit management, Head office credit, credit analysts, SME Relationship officers, Area managers, Legal department, Treasury, IB, Corporate and other segments relationship staff.

Key Responsibilities:

• Proactively identify and recruit Asset Finance customers within the designated Region.
• Build, consolidate and maintain excellent relationship with Asset Finance customers.
• Identify, establish and maintain excellent relationship with Asset Finance Strategic Partners in respective  Regions.
• Undertaking a relationship review/assessment at least twice a year to determine and address:
  • Customer satisfaction
  • Risk/credit review
  • Product usage and cross-sell penetration
  • Needs gap analysis
  • Multi-banked situation, if any.
• Responsible for quality portfolio management for the following:
  • Renewal of Insurance Premiums before expiry
  • Growth of the Asset Finance Loans
  • Maintaining PAR below the Sector Industry Rate
  • Maintaining an NPL below the Sector Industry Rate
• Organise for educational seminars/workshop for existing and prospective customers in lieu of enhancing customer loyalty.
• External environmental scanning to assess the relevant economic and County trends, legislative and regulatory influences, key suppliers, markets, customers, competitors that may affect the Asset Finance customer’s business.
• Conduct competitor analysis in the Region and in the Industry and advise the business to review the current pricing and product offering to remain competitive and relevant.
• Cross sell and advise on the appropriate product uptake based on the customer supply chain.
• Responsible for the growth of Asset Finance loans in the Bank.

The Person:

• The ideal candidate must possess the following:

Qualifications:

• Bachelor’s degree in commerce/business related field.
• Banking qualifications, CPA’s or an equivalent
• Master’s degree will be an added advantage
• A minimum of five (5) years relevant banking experience with a bias in relationship banking and customer focussed
• Excellent credit skills
• Ability to conduct thorough credit request appraisal.
• Ability to manage people to achieve specific results.
• An understanding of the Banking Act and Central Bank of Kenya (CBK) prudential guidelines.

Key Competencies and Attributes:

• Ability to sell and network for business – Portfolio growth
• Excellent Analytical and Customer Relationship Skills – Opportunity management.
• Possess ability to work effectively under pressure and meet deadlines.
• Ability to work independently under minimal supervision
• Ability to communicate clearly and effectively
• Practical experience in use of Ms Office applications.
• Results oriented with excellent communication and social skills.
• A forward planner with clear focus, mature, reliable, hardworking and able to work without supervision.
• High integrity, reliable, outgoing and hardworking
• Strong Interpersonal Skills.
• A forward planner with clear focus, mature, reliable, hardworking and able to work without supervision.