Senior Relationship Manager at Bank of Africa Kenya Limited

Job Purpose

The purpose of the role is to build and manage rapport with corporate clients so as to ensure optimum customer acquisition, retention and income generation from sales of  all appropriate Assets, Liability, Trade finance and Cash management products of the bank.

Responsibilities and Accountabilities-s

Financial: 50%

• Corporate balance sheet growth on assets, liabilities and off-balance sheet exposures.
• Increase in level of products and services consumed by corporates and spear heading increase in bank relationship across the corporate supply chain through other business departments of the bank.
• Grow trade finance and regional business with focus on importers/exporters and development of synergies with BOA Group entities internationally.
• Management of the corporate credit portfolio quality and maintaining it within risk thresholds of the Bank.
• Management and achievement of profitability and productivity ratios for the corporate portfolio.
• To manage the development of prudently priced assets, cost-effective long-term liability with reputable companies and organizations in order to ensure Bank’s maximum profitability.
• To identify and develop a target pipeline and aggressively market for new profitable status
• customers from the identified target sectors.
• Continuously identify and exploit cross selling opportunities that embed the bank and its products with customer needs
• Establish quality profit earning customer relationships within the target market.

Customer Focus: 20%

• Manage key customer relationships through regular contacts and visits by ensuring the effective call program is maintained on all assigned and prospect customers.
• Maintain high professional standards and strive to provide quality services and competitive pricing to clients.
• Cultivate good rapport with corporate clients and ensure, the bank becomes the choice for their investment and banking.
• Management of syndication of clients both in-country and externally.
• Networking in the market (local and internationally), lead generation (opening doors) for the various
• business team under his/her supervision.
• Synergies with various departments in the bank, including Treasury and Retail Banking.

Operational: 20%

• Shadowing the Head of Corporate Banking.
• Maintaining relationship with international partners ranging from Direct Foreign Investors to
• Correspondent banks.
• Staff management and development, including motivation and succession planning.
• Directly responsible for the performance of the assigned portfolio.
• Sustainability of the portfolio with managed risk levels & consistent quality.
• Maintain a high standard of operational control including adherence to Risk Management and
• Compliance guidelines.
• Ensure compliance to Know Your Customer (KYC) and Anti Money laundering (AML) requirements in all dealings with existing and potential customers.

Learning and Growth: 10%

• Mentoring other members of the team and providing leadership.
• Identifying areas of improvement and required skills for team and self.

Key Performance Indicators (at least 5)

• Growth of the assigned portfolio in terms of Assets, Liabilities and Corporates accounts.
• growth of non-funded income while managing overall cost of funds of the assigned portfolio
• achievement of profitability and productivity ratios for the corporate portfolio.
• Growth of the trade finance and regional business volumes
• Management of the corporate credit portfolio quality within risk thresholds of the Bank.
• Team’s Learning & Growth measured by attainment of at least 90% in all assessments undertaken

Minimum Requirements

• University Degree in a business-related field or other relevant field. An MBA will be an added advantage.
• Minimum 8 years general banking experience with at least 4 years’ experience in Corporate

Relationship Management.

• Must have experience in Credit Analysis & Administration, Sales, Relationship Management.
• Experience in structured trade finance, syndication and project financing will be an added advantage.

Competencies and Attributes

• Leadership - Demonstrate leadership and strategic oversight to the RO or SRO to ensure proper management of the portfolio.
• Communication Skills (Verbal & Written) and Presentation skills – ability to articulate clearly and intentionally to various stakeholders in relation to the bank’s ambitions.
• Stakeholder Management - demonstrate interpersonal skills in the identification, analysis, and planning of actions to communicate with, negotiate with and influence various stakeholders.
• Adaptability - Ability to adapt quickly to new and diverse environments including working with people from diverse cultural backgrounds.
• Emotional Intelligence – the ability to understand and manage own emotions, team, and various stakeholders including managing conflict.
• Analytical Skills - ability to deconstruct information/critical thinking, to draw conclusions for problem analysis, resolution and decision making.

Application deadline is Friday, 1 April 2022.