Career Opportunities at I&M Bank

PURPOSE:

The position is responsible for marketing to new and existing clients to grow quality business of both the asset and liability book in line with portfolio targets and attain target revenue for the portfolio. This role is also responsible for the retention and growing the wallet share from existing business/personal banking requirements and effective management of the relationship /customer experience.   

PRIMARY RESPONSIBILITIES:

• Prospecting for new business opportunities and offering the full range of Banking products and services such as personal accounts, current accounts, loans, fixed deposit accounts, card products, Internet Banking, Home Loans, Commercial Advances by way of Working Capital, Term Loans, STL’s, Hire Purchase, Asset Financing, IPF’s, Letters of Credit and Letters of Guarantees;
• Focused growth in transactional banking solutions for the business banking portfolio
• Documenting Account opening and executing all KYC documents to facilitate account opening and all Bank’s products and services;
• Obtaining related financial documents to be able to put forward any new borrowing requests from the client;
• Preparing Call reports with recommendations and submitting for consideration by approvers;
• Mobilizing High Cost and Low Cost Deposits and growing the Bank’s Deposit Base in line with Branch targets;
• Providing feedback to the client on the outcome of their request and providing other solutions which could be beneficial to them in the long run;
• Processing and concluding transactions in a timely manner;
• Making regular client visits to review business requirements, assessing assets under securities held or offered and submitting call reports;
• Processing ad-hoc/additional/new requests/excesses under allotted portfolio and obtaining approvals where/when required;
• Cross selling the Bank’s and Group’s products.
• Conducting reviews and renewals for existing relationships for clients enjoying various Credit facilities by proposing and recommending Credit Appraisals;
• Making follow ups with Credit department on the offer letter and other Banks contractual documents for the client to execute for facilities approved and following up internally and externally for processing of securities and marking limits;
• Attending to the Credit Audit report and ensuring that ARPs are promptly attended to and resolved;
• Making regular customer meetings and visits to build and grow the relationship;
• Filling customer instructions/important loan related documents in the client’s respective dockets for safe custody as the information is private and confidential;
• Reviewing Loan excess and arrears reports on a weekly basis and providing comments for all accounts listed. This involves making daily follow ups with clients to ensure that their accounts are conducted within their sanction limits and any irregular excess are regularized within the shortest time possible;
• Approving excesses across Branches for relationship handled by the respective Relationship Managers especially in terms of excess drawing on their accounts; and
• Reviewing and commenting on enhanced and new facilities at the end of every month as per the Central Bank of Kenya requirement to the Credit department.

PERSON SPECIFICATIONS

Academic Qualifications

• Master’s degree in Business Administration or its equivalent from a recognized institution will be an added advantage; and
• Bachelor’s degree in Business Administration/Marketing or its equivalent from a recognized institution.

Professional Qualifications

• Chartered Institute of Marketing diploma or its equivalent; and
• Member of Chartered Institute of Marketing (CIM) or 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;
• Good financial analysis skills;
• Excellent problem solving and decision making skills;
• Knowledgeable in credit, legal (conveyancing) and lending knowledge;
• Basic understanding of Banking Law; and
• Knowledgeable in the Banking Act, CBK prudential guidelines and credit policies.

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Job Summary: 

The job holder will be responsible for developing and executing the strategy for the Bank’s Retail Personal Banking Segment by creating, implementing, supporting relevant solutions and service to the customer segment and will be responsible for the business development growth of the retail personal segment which is defined as any individual persona with a monthly income up to Kshs. 250,000/- per month.

Key Responsibilities:

The incumbent will report to the General Manager, Personal and Business Banking and will be responsible for;

• Development and execution of the strategy for the segment
• Management and ownership of the P&L for the segment
• Growing asset, liability, fees and cross-sell business under the segment as per envisaged budgets
• Growing the profitable Customer Numbers under the segment as per budgets
• Coordinating the development of Customer Value Propositions, products, product bundles to cater for the segment and aggressively marketing the same.
• In charge of the Direct Sales Operations
• Liaising with the Branch Network to achieve a balanced growth of portfolio under the segment under various branches as per agreed budgets
• Development of the team members reporting into the role

Education & Experience

• University degree in an analytical or business course e.g. Commerce, Actuarial Science, Economics, and Mathematics.
• A Master’s degree in relevant field will be an added advantage. 
• At least Ten 10-12 years’ experience in a Banking Institution with experience in the retail segment
• Proven sales success including: prospecting, profiling, overcoming objections, negotiation, team selling approach, closing the sale and asking for referrals
• Coachable professional with good “business sense” and an energetic / dynamic personality.
• Excellent interpersonal skills and face-to-face relationship building abilities
• Good computer skills that include working with the Microsoft Office suite
• Strong relationship management and team building skills; views team concept as critical to success
• Proven track record in driving collaborative results across the organization

Skills, Competences

• Very Strong Leadership training/skills 
• Good understanding of Banking Operations  
• Proficiency in Core banking systems such as Finacle etc. 
• Business and Financial acumen 
• Strong collaborative and stakeholder management skills 
• Leading by influencing. 
• Strong negotiation skills 
• Advanced marketing skills 
• Strong communication and interpersonal skills;
• Strong people management skills
• Good problem solving and decision-making skills.
• Credit knowledge
• Bank-wide induction programme 
• AML/KYC Certification/ training 
• Enterprise Risk Management training 
• System Trainings (Finacle, CLOs and Vision, Service Desk)
• Agile Methodologies training
• Customer Service skills
• Basic Credit training.
• Leadership training
• Team management
• Business Growth
• Relationship management