Sector Head, Business Banking at SBM Bank

JOB SUMMARY:

The overall purpose of this role is to achieve business growth for the Bank by selling products and services to SMEs within assigned market segments to enhance value-added relationships with new and existing customers.

KEY RESPONSIBILITIES:

Strategy & Business Development - 60%

• To support the department in business growth in the sectors and segments allocated. 
• Ensure implementation of the Business Banking strategy in line with the allotted Sector / Segment and aligned to the overall strategy of the Bank. 
• Grow the sector portfolio profitability by identifying new and existing customer potential including sales opportunities and new product initiatives. The sector head shall contribute and be measured as an individual towards the achievement of 30% of the sector’s targets. 
• Formulate business development strategies and objectives for the sector to meet the changing needs.
• To service existing and onboard new customers so as to grow the Bank's Liabilities, Assets and NFI. 
• To increase product usage and widen the share of wallet amongst existing customers in the portfolio assigned. 
• To increase the account activity and utilization amongst existing customers in the portfolio assigned.
• To ensure continuous engagement with the branch business banking teams aimed at assisting the team achieve the sector’s set target. 
• To play a key pivotal role in product development relevant to the sector assigned.
• To evaluate credit proposals and ensure the credit applications process on a timely basis with the bank’s set turnaround times. 
• To effectively manage and expand the relationships with existing SME banking clients and bring in new partnerships so as to ensure business growth and continuity in the assigned sector. 
• Manage the PAR and Non-Performing Loans to the acceptable bank standards. 
• To work closely with risk and compliance units to ensure effective controls to mitigate against business risks associated with Business Banking.

Customer Retention - 30%

• Provide advice on potential financial solutions based on identified needs 
• Understand and resolve and where necessary, escalate client queries in a timely and appropriate manner
• Analyze financial requirements of customers and match with the Bank’s product offerings 
• To grow the Bank's wallet, share in the SME banking sector within the designated portfolio / segment. 
• To evaluate credit proposals and ensure the credit applications process on a timely basis with the bank’s set turnaround times. 
• Develop and maintain strong working relations with all existing clients at key levels to optimize the utilization of approved facilities. 
• Ensure renewal of facilities such as overdrafts are undertaken in a timely manner and no limits expire / mature. 
• Ensure proper communication to clientele in respect to any changes in the Banks services or products.
• Manage account dormancy for clients is maintained at minimal levels by frequently reviewing the client accounts to ensure regular transactions depending on the nature of the client’s business.
• To ensure continuous improvement in customer service and implement effective retention of customers within Business Banking.

People Development and Leadership - 10%

• To support the branches, achieve the sector targets through providing guidance on the market dynamics, products and activities that will aide in achieving the sector’s targets. 
• Motivate and build capabilities within the Business Banking team. 
• Ensure development of the business banking team in understanding and acquiring the necessary skills to develop the sector’s business.

KEY RELATIONSHIPS:

Internal Stakeholders

• Business Banking Team 
• Credit Team 
• Branch Distribution Team 
• Operations Team
• Corporate & Institutional Banking Team 
• Risk & Compliance Team
• Treasury Teasury

External Stakeholders 

• Business Banking Clients

KEY COMPETENCES & EXPERIENCE:

Knowledge, Competencies, Skills and Experience required for this Role

• Bachelor’s degree from an accredited University preferably in Business Management or any related field. 
• 8 years’ experience in the banking sector with 5 years preferably in a managerial role within SME/Business Banking. 
• Excellent interpersonal & communication skills.
• Strong problem analysis and decision-making skills.
• Excellent relationship management skills.
• Excellent business acumen and commercial awareness. 
• Self-driven individual with passion for performance and achievement of goals in a competitive & dynamic environment.
• Strong financial analysis background.
• Ability to maintain a quality asset book and conduct facility appraisals.