Senior Relationship Officer-SME Banking (Head Office) at Old Mutual Kenya

Job Description

Reporting to the Head of SME Banking, the role-holder will be responsible for business development and Growth in Small & Medium Enterprises (SME) Sector quality Portfolio and marketing for cheap & stable deposits as well as coordinating with the SME branch officers and Managers for the preparation of credit applications from the Branches and other leads for lending and cross-selling of other Bank’s products and services.
The role-holder will work closely with the Branches to maintain a high degree of Customer focus and grow the SME portfolio of the Bank

KEY RESPONSIBILITIES

• To implement the SME Banking strategy in line with the overall Bank Strategy; to ensure achievement of profitability targets through revenue maximization and aggressive growth of innovative SME and Trade Finance portfolio
• Working Closely with the Branch team (SME officers/ SRO-SME/RM-SME Branch and Branch Managers) and Credit to increase Market share of the SME Segment in terms of customer numbers, product and Service Consumption.
• Working directly with the Branches and SME branch team to grow a quality SME portfolio and to drive account utilization that leads to the growth of cheap and stable deposit in the segment.
• Provide support to the branch team on reviewing/appraising of the SME file for approval by ensuring timely submission of quality credit proposals in conformity with the Credit Policy guidelines
• In liaison with other bank stakeholders, ensure quality portfolio by effective identification of risks and their mitigation measures.
• Ensure there is quick and timely feedback to the clients on the fate of their application by communicating the same to the clients through the branch team or directly to the client where applicable.
• Working closely with the branch team to ensure the approval success rate is maintained above 80% through training on quality credit appraisals.
• Offer support to the branches on the onboarding of the lead Generators to increase the business volume in the segment.
• Track customer and competitor activity; analyze the relevant market and industry data to identify opportunities for innovation and business growth.
• Provide training to all bank staff on SME Banking products.
• Any other duty that may be assigned by the supervisor.

KEY MEASURABLE KPI’S

• Growth in SME number of Clients
• Growth in SME Quality Loan Book (OLB)
• Portfolio At Risk of the SME Book (PAR)
• Growth in SME Customer deposit, both CASA and Term (ODB)
• Timely loan Disbursement and Repayment (TAT)
• Growth of Quality Trade Finance Book in the segment
• Sector Profitability

OTHER KEY RESPONSIBILITIES

Credit appraisal & approval

• New business acquisition in the SME segment.
• Appraise credit applications to ensure they meet Bank’s policy standards.  
• Make appropriate recommendations and present the same to the Head office Credit Committee, Appeal Committee, Exco Committee and or Board Commitee

Marketing of the Bank products

• Attracting new business and expanding current business
• Good Customer experience and Relationship Management
• Assisting in the cross-selling of all the Bank products and services  

Monitoring and Control of the SME Banking portfolio

• Ensuring compliance with Bank’s credit policy and Government regulations
• Regularly monitor all performing accounts
• Maintain and evaluate quality of Loans to ensure compliance with lending guidelines.
• Preparation of special SME sector reports on credit disbursements, loan arrears and sector productivity.

Staff functions

• Adopting a proactive and energetic work style to enhance customer/ interdepartmental /branch delight.
• Offer advice and support to Branches and the SME Officers on matters and issues relating to SME Credit appraisals.
• Upholding the required professional and technical knowledge by attending and contributing to the appropriate Training programmes

AML KYC & CFT Responsibilities

• Monitor, on a continuous basis, all transactions to ensure that unusual and suspicious transactions are reported to the Money Laundering Reporting Officer (MLRO)
• Implementing and enforcing the board approved AML, KYC & CFT policy within the segment/sector and at branches through the branch team

STAFF SUPERVISION RESPONSIBILITIES

Staff Reporting Directly to the Job Holde -None

Others Reporting/Supporting Indirectly

• Branch SME Staff
• Branch Managers
• Regional Business Managers

PERSON SPECIFICATION

Education

• A degree in a business-related field i.e. Bachelor of Commerce, Business Studies, Economics or Banking/Finance.
• AKIB or Marketing Course
• Formal training in lending/relationship management

Desirable

• Masters in a business-related field.

Knowledge and Skills

• A detailed knowledge of bank's products relating to the MSME Sector market segment.
• A good knowledge of other Bank products and services to facilitate cross-selling.
• A good understanding of the current trends both in the banking industry and the corporate world of business.
• A detailed knowledge of the Bank’s liability products and of the Bank’s policies is essential.
• A detailed understanding of the relationship management concept.
• Credit skills
• Financial analytical skills
• Interpersonal skills
• Leadership Skills
• Negotiation skills
• Presentation skills
• Good communication skills
• Report writing skills.
• Business opportunity identification skills

Experience

• At least 3 years managerial experience with proven track record for delivery of superior results
• Experience in lending /credit management

Personal Attributes

• Business awareness
• Communication-Verbal & written.
• People person-managing relationships
• Initiative/ self-motivated
• High Integrity
• Focus on delivery of results.
• Well groomed
• Articulate
• Team player

Skills

• Banking, Bank Products, Business Acquisitions, Business Growth, Credit, Credit Policies, Customer Experience (CX), Innovation, Lending, Management Reporting, Marketing, Profitability, Relationship Management, Sales