Relationship Manager-Corporate at Commercial International Bank (CIB) Kenya

Job Purpose Statement

Responsible for growth of the Bank’s Corporate Banking business, acquisition of new customers; selling banking products; quality of relationship management and maintenance of portfolio of existing customers; and increasing usage of the Bank’s products by cross-selling.

Key Responsibilities

Financial

• Play a key role in new client acquisition and management of existing client relationships consistent with the Bank’s strategy to achieve desired quality business growth.
• Establish and develop various sales strategies to meet ever-changing customer needs in liaison with the Business Development Team.
• Develop structuring and financing recommendations tailored to client’s needs through synthesis and evaluation of the more complex needs of clients.
• Grow the customer base by prospecting and signing up new customers; manage relationships with customers to ensure optimum customer retention and income generation from sales of all appropriate bank products (Institutional, Corporate, or Personal).
• Develop market and monitor Liability and Cash Management products to expand the Bank’s deposit customer base, targeting mainly corporate customers and focusing on funding cost-reducing liability products.
• Develop and undertake marketing for new Liability and Cash Management products to target customer groups/markets to enable the Bank to expand its business base.
• Initiate and support projects for developing or improving bank products.
• Maintain, acquire, and reactivate customer relationships to improve deposit liability growth and mix.
• Effectively and proactively manage the cost of funds by mobilizing deposits from clients and developing initiatives to reduce the cost of doing business within the department.

Customer

• Manage own portfolio of customers ensuring that they receive the appropriate level of service and advice to meet their specific needs.
• Establish and maintain appropriate Relationship Management and portfolio maintenance systems for tracking performance and taking prompt actions to ensure competitive customer satisfaction and compliance standards are consistently met.
• Enhance client retention by providing a one-stop point of contact for all the client’s needs while providing world-class customer service.

Internal Business Process

• Establish appropriate quality and productivity benchmarks for business development (customer acquisition and sales) and portfolio maintenance.
• Ensure effective day-to-day contact and management of existing Liability and Cash Management customers to increase the Bank’s share of business and reduce the funding cost base.
• Reconcile all transactions on customer’s accounts where necessary.
• Assist with the processing of customer’s letters of credit and invisible transactions.

Functional Responsibilities

• Establish and maintain effective communication systems to ensure adequate information exchange within the team, vertically along hierarchies, and horizontally with other departments.
• Conduct market research and competitor analysis within the industry and strategize on plans that give the bank leverage and a competitive edge.
• Customer pricing within the bank’s pricing policies and/or guidelines.
• Recommend the creation of viable and profitable risk assets to increase business office profitability.
• Maximize account profitability and increase wallet share by cross-selling other products and services to the bank’s customers.
• Drive collections in customer accounts used for FX and other businesses.
• Ensure proper documentation throughout the credit application and ailment process.
• Prepare weekly and monthly statistics/performance reports for management use.
• Maintain a comprehensive database of the customer’s operational records including existing and prospective customer data.
• Perform other duties as assigned by the departmental head or designate.

Job Specification

Academic

• Minimum of bachelor’s degree and/or Professional Qualification in Banking-related disciplines.
• Master’s Degree is an added advantage.
• Proficiency in Microsoft Office Suite.

Professional Qualifications & Experience

• Professional qualification in Credit Analysis.
• Professional qualifications in ACCA, CPA, CFA, etc. are an added advantage.

Desired Work Experience

• At least 5 years’ experience in a similar role.
• Must have experience in Sales, Personal/Business/or Retail Banking.
• Experience in Credit Analysis and administration.
• Experience in Bank operations covering Cash Management, Clearing, Accounts, and Administration.