Relationship Manager, Transaction Banking & Cash Management at Sidian Bank

JOB PURPOSE

• The Job holder will be responsible for managing Sales & Business Development of Digital, Transaction Banking & Cash Management products and channels, which involves growing uptake and utilizationfrom the bank’s target markets. The job holder will also be responsible for driving customer acquisition, onboarding, activation, and usage of Sidian Bank’s digital channels and customer technology solutions.

The role is responsible for supporting sales growth across the following solutions:

• Corporate & Retail Internet Banking
• E-commerce Gateway / Online Card Payments (Merchant Acquiring: POS & Ecommerce)
• Sidian Express (C2B/B2C)
• API & Host-to-Host (H2H) Integrations
• Credit Cards
• Direct Debits
• Self-Service Digital Account Opening
• Ecosystem Banking (Value & Supply Chains)
• Last-Mile Financial Solutioning (Mass-Market Digitization)

MAIN ACTIVITIES:

Strategic input and planning:

• Contributes to the completion of the Digital, Transaction banking & Cash Management strategyby preparing and implementing an individual business plan that encompasses strategies for performance on branch and SBU growth objectives.
• Prepares a personal action plan that contributes to the overall budget.
• Drive sustainable digital transaction growth across all channels.
• Reactivate dormant users and merchants.
• Expand usage across ecosystems, distributors, wholesalers, and mass-market networks.

Sales & Business Development:

• Full responsibility for all digital product lines and all sales and business development: Credit card sales; Corporate Internet Banking  sales; Mobile Banking; Mobile Lending; Retail Internet banking; Lipa Na MPesa products –  Tills/Paybills/Express; Salary advance for employed staff; Debit Cards and Money Transfer remittances.
• Develop business opportunities and monitor digital channels activities in line with the Bank’s long-term strategic and annual business plans and ensure that the branch and SBU remains competitive and promptly reacts to changing market conditions and customer needs.
• Enhance relationship marketing and management – to establish, maintain, and enhance relationships with customers and other partners, at a profit, so that the both the customer and bank objectives are met achieved by a mutual exchange and fulfillment of the brand promise.
• Actively market and develop the digital banking products to existing and prospective clients to grow the wallet share.
• Continuously conduct market research and competitor analysis to identify new business opportunities.
• Manage relationships of key accounts while tapping on their share wallet through cross selling and upselling.
• Activation of clients on-boarded on different digital channels i.e. mobile, debit card, credit card, LNM, Internet Banking to drive utilization, transaction volumes and income.
• Responsible for Credit card business growth in the branch through customers acquisition and usage.
• Responsible for portfolio growth through a series of aggressive client acquisition, sales and relationship management to increase the uptake of cash management products.
• New merchant acquisitions, developing merchant relationships and attending to merchant enquiries, setting up of new merchants under Lipa na Mpesa and Sidian Xpress.
• Driving the growth of revenue from cash management solutions and any new products that maybe introduced by the bank.
• Responsible for driving growth in salary advance / mobile lending loan book within the branch by ensuring eligible customers/agents are onboarded to the service and transactional.
• Responsible for driving growth in Bulk Internet banking processors within the branch by ensuring eligible customers are, onboarded and transactional.
• Assess customer ERP, POS, payroll, e-commerce, and internal system capabilities.
• Map Sidian’s digital channels and payment solutions to customer workflows and system environments.
• Explain API/H2H integration pathways, documentation requirements, and UAT processes.
• Coordinate end-to-end technical onboarding and go-live engagements.

Marketing

• Enhance creation by creating, communicating, delivering, and offering solutions that have value for customers, shareholders and partners.
• Build the Sidian Bank Brand to ensure that the bank is top of mind as an enterprise bank.
• Understand and provide clear direction to the branch based on market analysis of local area consumer trends and competitor offerings.
• Support product specialists and the sales teams in marketing of initiatives and other products to local businesses.

Customer experience

• Key driver for not only customer satisfaction, but building a base of promoters by enhancing positive customer experience and advocacy to drive competitive advantage, leading to faster organic growth and lower cost.
• Link sales and service and embed customer service culture as the bedrock to grow the balance sheet.
• Seamless customer support on and an all rounded approach to ensure their challenges are timely handled and complaints promptly escalated for closure.
• Ensure seamless onboarding and post-onboarding support.

DECISION MAKING AUTHORITY

•  Appropriateness of the business structure;
• Pricing structures and negotiation parameters;
• Range of products to support business.

ACADEMIC BACKGROUND

• University Degree in Bachelor of commerce (Finance or Accounting) or other relevant Business Degree
• ▪ Master’s degree will be an added advantage

WORK EXPERIENCE

• At least five (5) years’ experience in banking.
• A minimum of 3 years skills experience in Electronic Channels / Cash Management / Digital Banking / Transactional Banking.
• Experience in banking regional delivery, with extensive knowledge in Internet Banking.
• Experience and knowledge in Money remittance field

SKILLS & COMPETENCIES

• Sound knowledge of Retail Banking/SME products, services and processes together with exposure in retail banking branch operations or customer service delivery.
• Profound understanding of retail market, key competitors and offerings as well as our competitive edges to win quality customers.
• Thorough understanding of CBK regulatory framework and pertinent regulations impacting corporate customers.
• Strong leadership, marketing, sales and management skills.
• Highly effective communicator with excellent interpersonal and motivational skills.
• Solid performance management and motivational skills.
• Excellent relationship building and stakeholder management skills.
• Strong managerial, planning, analytical, decision-making, lateral thinking and project management skills

PROFESSIONAL CERTIFICATION

Desirable to have:

• CPA (K), ACCA or equivalent professional qualification
• Diploma in Banking – AKIB
• Project Management