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

Job Purpose Statement

Responsible for growth of Banking business in own portfolio; including acquisition of securing new clientele, selling banking products, ensuring top-notch relationship management, growth of wallet share of existing clients, and enhancing product utilization through cross-selling efforts.

Key Responsibilities

Financial

• As a Branch Relationship Manager at CIB Kenya, you will have a significant impact on the bank’s financial performance and growth trajectory. Your responsibilities encompass a wide range of strategic financial initiatives:
• Onboarding New Clients: Actively identify and pursue new-to-bank customers, utilizing your market insight and networking skills to expand the bank’s client base. Your ability to establish rapport and communicate the bank’s value proposition will be crucial in building strong initial relationships.
• Revenue Generation: Develop and execute strategies to maximize revenue and profitability within your portfolio. Your analytical skills and business acumen will guide you in identifying opportunities for revenue enhancement and sustainable growth.
• Deposit Mobilization: Play a pivotal role in optimizing liquidity management by mobilizing deposits from clients. Your efforts will contribute to the bank’s funding stability and its ability to meet operational and lending requirements.
• Credit Portfolio Management: Actively engage with creditworthy clients to contribute to the composition of a well-balanced loan portfolio. Your expertise in risk assessment and credit analysis will ensure that the bank’s lending practices remain prudent and aligned with regulatory guidelines.
• Cost of Funds Optimization: Focus on acquiring CASA and transactional accounts to directly impact the bank’s cost of funds. By attracting low-cost deposits, you will enhance the bank’s overall funding efficiency and competitiveness.
• Cross-Selling: Promote and cross-sell a diverse range of bank products and services. This strategic approach will deepen client relationships and contribute to incremental revenue streams.
• Risk Management: Vigilantly monitor credit quality and portfolio performance to maintain a low portfolio at risk. Your ability to proactively identify and address potential risks will safeguard the bank’s interests.
• Wallet Share Maximization: Provide tailored financial solutions and cultivate client loyalty to ensure that the bank captures a significant portion of clients’ wallet share. Your strategic account management will contribute to the bank’s market dominance and sustainable growth.

Customer

• As a dedicated Branch Relationship Manager, you will be the face of CIB Kenya to your clients, playing a pivotal role in delivering exceptional customer experiences and building lasting relationships:
• Customer Service Excellence: Deliver exceptional customer service to create a positive and memorable banking experience for clients. Your responsiveness and attention to detail will ensure clients’ needs are met promptly and effectively.
• Quick Turnaround: Expedite processes and provide swift responses to contribute to a seamless and efficient customer journey. Your proactive approach will help clients navigate their banking requirements with ease.
• Customer Retention: Foster loyalty and retention through personalized interactions and a deep understanding of clients’ businesses. Your dedication to addressing client concerns and providing value-added solutions will solidify long-term relationships.
• Advisory Role: Serve as a trusted advisor by offering insights and tailored financial solutions that help clients make informed decisions driving their business success.
• Referral Generation: Generate referrals and positive word-of-mouth by exceeding client expectations. Your ability to create advocates among your clients will contribute to the bank’s organic growth.
• Dedicated Relationship Manager: Act as the primary point of contact, providing clients with personalized attention and support. Your availability and willingness to go the extra mile will reinforce the bank’s commitment to exceptional client service.

Internal Business Process

• Your meticulous attention to internal processes, compliance, and communication will be critical to maintaining operational efficiency and managing risks effectively:
• Credit Documentation: Ensure credit applications are complete, accurate, and in compliance with internal and regulatory standards.
• Credit Analysis: Contribute to the credit analysis process to provide valuable insights into clients’ creditworthiness and repayment capacity.
• KYC Compliance: Adhere to stringent KYC documentation procedures to mitigate risks associated with money laundering, fraud, and other financial crimes.
• Controls and Processes: Follow internal controls and processes to contribute to operational efficiency and regulatory compliance.
• Customer Communication: Maintain clear and consistent communication with clients regarding banking transactions, account activities, and relevant updates.
• Service Level Agreement: Consistently meet or exceed service level agreements to ensure clients’ expectations are met.
• Interdepartmental Coordination: Collaborate effectively with internal departments to ensure seamless execution of customer transactions.

Functional Responsibilities

• Your role extends beyond client interactions to encompass strategic planning, risk assessment, and sales strategy development:
• Project Support: Participate in project proposals and support the bank’s innovation and growth initiatives.
• Sales Strategies: Develop and execute sales strategies aligned with KPIs to impact portfolio growth and revenue generation.
• Risk Assessment: Assess risks associated with business decisions to support the bank’s risk management practices and regulatory compliance.
• Reputation Management: Uphold the bank’s reputation through ethical conduct and adherence to industry standards.

Job Specification

Academic

• Bachelor’s degree in Business, Finance, Economics, Accounting, or Marketing.
• Master’s degree is an added advantage.

Professional Qualifications & Experience

• Professional qualification in Credit Analysis is an added advantage.
• Professional qualification in Sales is an added advantage.

Desired Work Experience

• At least 5 years’ experience in a similar role.
• Must have experience in Banking or Business Banking.