Senior Relationship Manager, Learning Institutions at KCB Bank Kenya

Job Description

Reporting to the Sector Head, the position will be responsible for: 

• Implementing the Corporate Banking Customer Value Proposition (CVP), Industry Value Propositions (IVPs), initiatives and activities aimed at optimizing both customer experience and profitability for the bank and for the businesses. 
• To grow and retain a portfolio of high value Corporate Banking relationships by performing proactive and value adding portfolio management 
• Growing and managing top strategic relationships characterized by complex relationships, value and high returns. 
• Driving business growth demonstrated through Revenues and Profitability for the chosen sector of Corporate Banking. 
• Onboarding new business to ensure growth & sustainability 
• Cross Selling Banking Products and cross-selling of other Bank products in close cooperation with other Corporate Banking Sectors, Retail Banking, Treasury and Digital Financial Services teams) whilst creating and sustaining value-based customer relationships. 

Main Duties & Responsibilities

Strategy implementation 

• Implement sector strategy in line with the overall Sector Strategy. 
• Deliver on Annual Business Growth Targets: Revenue, Fees and Commissions, Profit Before Tax, Assets, Liabilities and Customer Numbers.
• Drive sustainable growth through understanding customer/prospects needs and delivering innovative and customized financial solutions to meet identified customer needs. 
• Develop in-depth knowledge of the client’s strategy, business, financial performance, industry outlook/trends, specific sector knowledge and general macroeconomic issues and trends in the country and other relevant geographies and ensure that this is transferred to the relevant internal stakeholders

Sales and business growth

• Execute client deals in line with developed strategic client plans. 
• Executes sales growth tactics and targets in collaboration with business partners (e.g. Sectors, Product Management teams, Bancassurance, Capital and any other business partners). 
• Ensure strong cross- selling of existing and new products to existing and new clients.
• Responsible for maintaining a healthy link between the Balance Sheet and Income Statement through managing the margins at which facilities are made available to clients in the portfolio. 
• Implement and control the pricing tactics and parameters for the portfolio in line with pricing policy and financial targets. 
• Drives the growth of non-financial performance such as new customer acquisition, Net Promoter Score, updated customer information, accurate segmentation of customers in the portfolio.

Relationship Management

• Champion the delivery of consistent, seamless and trusted customer service to ensure customer retention and loyalty. 
• Personally maintain and deepen client relationships at the appropriate level and foster long-term client interest. 
• Relationship Management of Key Sector Customers and Stakeholders. 
• Develop critical relationships with client decision makers and regularly define and communicate commercial opportunities for new and existing clients of KCB Group.

Account monitoring 

• Monitor daily referrals to ensure that client facilities are managed within the parameters set by the Bank 
• Exercising discretion regarding account conduct based on a close knowledge and understanding of client activities 

Risk Management 

• Ensure timely submission of quality credit proposals in conformity with the Credit Policy guidelines and requirements. 
• Maintain the quality of assigned portfolio within stipulated Non-Performing Loans (NPL) and Portfolio at Risk (PAR) parameters. 
• Manage and maintain robust monitoring, controls, business continuity, governance and risk management environment 
• Ensure timely preparation of relevant reports and daily monitoring of accounts to ensure facilities have accurate interest rates, are within the approved limits, and taking remedial actions in line with policy. 
• Ensure compliance to the Bank’s policies, procedures and regulatory requirements. 

Academic & Professional Qualification 

• University Degree in Business Administration, Economics, Finance, Banking or its equivalent from a recognized institution.
• Professional qualifications (CPA, ACCA, AKIB) 
• Master’s degree in a relevant field from a recognized institution is an added advantage.
• Post graduate and or Banking qualifications will be an added advantage 
• Professional qualification in sales / marketing 

Work Experience & Skills

• Eight (8) years’ banking experience in the Financial/banking sector, five (5) of which should be in Relationship Management in learning institutions.
• Credit and Financial Analysis 
• Client Portfolio Management 
• Knowledge of Trade and Transaction Banking products 
• Digital Savvy and Computer literacy 
• Entrepreneurial and Commercial thinking 
• Excellent research, analytical, and problem-solving skills. 
• Integrity & courage to challenge actions within various business units and the status quo.
• Strong persuasion, management and communication skills 
• Strong organizational skills 
• Excellent stakeholder management skills 
• Creative approach, with the ability to anticipate challenges and develop innovative solutions.