Relationships Manager - Institutional Banking at I&M Bank

PURPOSE:

The incumbent will be responsible for growing the liability business through the acquisition and retention of new and existing business relationships (Institutional Banking), building and maintaining customer relationships in order to achieve excellent customer service and customer loyalty. This role is also responsible for cross selling and collaborating with other departments to meet customer requirements and increasing the wallet share, assisting in developing new product and service offering for Institutional Banking customers and managing the Relationship team in the unit.

PRIMARY RESPONSIBILITIES:

• Prospecting for and acquiring new client relationships within, but not limited to the following assigned segments (in line with target). This include government, parastatals, non-governmental organizations, churches and religious organizations, embassies, UN bodies, educational and health institutions and other high net worth individuals and companies;
• Managing existing relationships by frequently making contact for additional business, processing requests, providing feedback and information where required to ensure customer satisfaction;
• Reviewing existing and innovating new liability products and services;
• Assigning roles, monitoring and measuring the performance of the Relationship officers and Managers to ensure service standards are maintained and the team meets set targets within their allocated portfolio;
• Creating departmental performance reports;
• Cross selling the Bank’s and Group’s products and coordinating with service delivery departments such as Branches, Card Centre, Central Operations and Corporate Banking to meet customer requirements, and ensuring smooth handover of the relationship to the concerned departments; and
• Referring lending proposals to Corporate Banking and where applicable arranging for joint customer meetings with Corporate Banking, Treasury and Trade Finance departments.

PERSON SPECIFICATIONS

Academic Qualifications

• Master’s degree in Business Administration, Strategic Management, Public Administration or Marketing will be an added advantage; and
• Bachelor’s degree in a Business related field from a recognized institution.

Professional Qualifications

• Chartered Institute of Marketing diploma or its equivalent; and
• Member of Associate of Kenya Institute of Bankers (AKIB) or its equivalent professional body.

Experience

• At least 5 years relevant experience.

Generic Competencies

• Ability to write complex letters, comprehensive reports and to perform complex calculations.

Skills and Attributes

• Excellent communication and interpersonal skills;
• Strong people management skills.
• Strong negotiation and networking skills; and
• Knowledge of banking operations.