Latest Recruitment at Stratostaff

ROLE PURPOSE 

The SME Relationship Manager will be responsible for originating, building, and managing SME relationships to support customer acquisition, retention, portfolio growth, and income generation across Assets, Liabilities, Trade Finance, and Cash Management products.

The role requires a highly hands-on Relationship Manager capable of independently managing the full customer lifecycle, including business development, gathering and analyzing customer financial information, identifying financing needs, conducting preliminary financial analysis, structuring appropriate credit solutions, packaging customer credit proposals, portfolio monitoring, and relationship management. The position is advisory and solution-oriented, requiring an individual with strong SME relationship management capabilities, practical financial analysis skills, and the ability to understand customer businesses and recommend appropriate credit solutions.

DUTIES AND RESPONSIBILITIES   

Portfolio Growth and Business Development

• Drive SME balance sheet growth across Assets, Liabilities, and Off Balance Sheet exposures.
• Identify, develop, and pursue new business opportunities within the SME segment to grow profitable customer portfolios.
• Build and manage strong customer pipelines through proactive market engagement, networking, referrals, and relationship management activities.
• Increase the level of products and services consumed by SME clients and deepen relationships across customer supply chains through collaboration with other business units.
• Promote uptake of Trade Finance, Cash Management, Digital Banking, and other banking solutions across the assigned portfolio.
• Understand customer businesses, financial positions and financing requirements to identify appropriate credit solutions.
• Assess customer needs and determine suitable financing facilities based on their financial position and business requirements.
• Build and manage customer relationships through advisory engagement, referrals, networking and market knowledge rather than cold calling.

Relationship Management and Customer Engagement

• Manage key customer relationships through regular client engagement, visits, and portfolio reviews.
• Cultivate strong rapport with SME customers and position the bank as the preferred financial partner for business growth and investment.
• Maintain high professional standards and provide quality service delivery and competitive banking solutions to customers.
• Develop a strong understanding of customer businesses, industries, operational challenges, and financing requirements to support relationship growth and retention.

Credit Management and Portfolio Quality

• Conduct preliminary financial analysis and assess business viability before submission of credit applications.
• Support deal structuring and preparation of customer credit proposals in collaboration with Credit and Risk teams.
• Manage SME credit portfolio quality and maintain portfolio performance within approved risk thresholds.
• Monitor portfolio performance, customer activity, dormant accounts, and early warning indicators to manage portfolio risk proactively.
• Maintain sustainability and quality of the assigned portfolio through prudent relationship and credit management practices.
• Gather and review customer financial information, including Balance Sheets, P&L statements, Cash Flow Statements and Cash Flow Projections.
• Assess business profitability and understand the key drivers of profitability or under performance.
• Conduct preliminary credit appraisal to determine customer eligibility and appropriate financing requirements.
• Identify, structure and package appropriate credit facilities based on the customer's business and financial position.
• Assess customer financing needs before preparing and presenting credit proposals.

Operational Excellence and Compliance

• Maintain high operational standards and adherence to Risk Management, Compliance, KYC, and AML guidelines in all customer engagements and transactions.
• Support timely completion of documentation, customer onboarding, and portfolio administration processes.
• Collaborate with internal stakeholders including Operations, Trade Finance, Treasury, Compliance, and Credit teams to support efficient turnaround and customer service delivery.
• Provide guidance and support to Relationship Officers to support portfolio performance and customer service delivery.

MEASURABLE OUTCOME

• Achieve SME portfolio growth targets across Assets, Liabilities, and Non Funded Income.
• Grow Trade Finance and regional business volumes within the assigned portfolio.
• Maintain portfolio quality within approved risk thresholds and acceptable delinquency levels.
• Achieve profitability and productivity targets for the assigned portfolio.
• Increase customer acquisition, wallet share, and product penetration across SME relationships.
• Maintain compliance with KYC, AML, and internal operational risk standards.
• The target SME segment will primarily cover businesses with approximately Ksh. 30M–Ksh. 1B in monthly turnover.
• The portfolio may also include smaller businesses within the broader SME segment.
• Typical financing requirements may include Letters of Credit, Bank Guarantees, Working Capital facilities and other credit facilities.

Requirements

QUALIFICATIONS, EXPERIENCE & ATTRIBUTES

• Bachelor’s degree in Business, Finance, Economics, Accounting, or a related field with basic grounding in Finance, Accounting, Economics, or CPA qualification.
• MBA or postgraduate qualification will be an added advantage.
• Certification in Credit Analysis or strong exposure to financial statement analysis will be an added advantage.
• Minimum of five years of general banking experience with at least three years in SME Relationship Management within the Kenyan market.
• Strong practical exposure in analysing business financial statements and assessing SME credit viability.
• Experience in Credit Analysis, Relationship Management, Business Development, and Portfolio Management is required.
• Exposure to Trade Finance and SME business structuring will be an added advantage.
• Strong understanding of SME banking products, portfolio growth, customer relationship management, and credit risk management.
• Must have practical ability to understand and interpret SME financial statements, including balance sheets, P&L statements and cash flow statements.

KEY COMPETENCIES

• Commercial Acumen
• Financial Acumen
• Stakeholder Engagement
• Negotiation and Influencing Skills
• Adaptability and Resilience
• Communication and Presentation Skills

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ROLE PURPOSE 

The Manager – Trade Finance will lead the growth and development of the Bank’s Trade Finance business, with responsibility for acquiring, nurturing and growing Enterprise and Business Banking relationships. The role will drive portfolio growth, revenue generation and transaction structuring while maintaining strong portfolio quality, risk management and regulatory compliance. The ideal candidate will bring strong Trade Finance expertise, commercial acumen, business development capability and the ability to work effectively across Business, Credit, Risk, Product and other key functions. 

DUTIES AND RESPONSIBILITIES   

Strategic Leadership

• Develop and implement the Trade Finance strategy in line with the Bank’s annual and three-year business plans.
• Provide strategic advice to management on Trade Finance opportunities, market developments and business performance.
• Develop and champion the Trade Finance sales strategy to drive portfolio growth, revenue and market penetration.
• Identify new business opportunities, product gaps and emerging customer needs to inform product development and service improvements.
• Provide market, client and competitor intelligence to support business and product strategy.
• Build and maintain strategic relationships with customers, financial institutions and other industry stakeholders to facilitate business opportunities and the Bank’s participation in relevant transactions.

Business Development & Portfolio Management

• Drive acquisition, retention and growth of Trade Finance clients across the Enterprise and Business Banking segments.
• Proactively manage the Trade Finance portfolio through targeted acquisition and relationship development strategies.
• Work closely with Business Development teams to identify customer needs and structure appropriate Trade Finance solutions.
• Support credit applications by providing Trade Finance input and working closely with Credit, Risk, Product and Sales Support teams.
• Participate in client visits and provide technical expertise in structuring Trade Finance transactions that optimize fees, commissions and overall client value.
• Monitor approved credit line utilization and support the active management of the Trade Finance portfolio.
• Act as the key technical point of contact for Trade Finance transactions, providing timely guidance to internal teams and customers.
• Respond to client requests within agreed timelines and provide appropriate holding communication where further input is required.

Risk & Compliance

• Maintain the quality of the Trade Finance portfolio within the Bank’s approved risk appetite and profitability requirements.
• Ensure Trade Finance activities comply with applicable regulatory requirements, internal policies and control standards.
• Maintain an appropriate understanding of Trade-Based Money Laundering (TBML) risks and related due diligence requirements.
• Work closely with Risk, Credit and relevant control functions to identify, manage and mitigate Trade Finance risks.
• Monitor portfolio performance and take appropriate action where emerging risks or performance concerns are identified.

Performance & Reporting

• Monitor Trade Finance business performance against agreed volume, revenue and profitability targets.
• Analyze business and portfolio data to identify trends, opportunities, risks and areas requiring intervention.
• Prepare and provide Trade Finance performance reports to management as required.
• Track portfolio utilization, revenue, fees and commissions and provide insights to support decision making.
• Support delivery of the Bank’s Trade Finance budget and agreed business growth targets.

Capability & Team Management

• Lead, motivate and develop the Trade Finance team to deliver agreed business and client objectives.
• Provide coaching and technical guidance to team members to strengthen Trade Finance capability.
• Conduct Trade Finance training for Bank staff and support knowledge sharing across relevant business teams.
• Ensure completion of mandatory, product and technical training requirements.
• Support succession planning and development of internal Trade Finance talent.
• Liaise with the Group Trade Finance team and remain up to date with relevant industry developments, publications, client events and market initiatives.

MEASURABLE OUTCOME

• Portfolio Growth: Achieve agreed annual growth in Trade Finance portfolio volumes and business across target segments.
• Revenue: Deliver agreed Trade Finance budget targets for fees, commissions and other income.
• Portfolio Quality: Maintain the Trade Finance portfolio within approved risk appetite, credit quality and regulatory parameters.
• Business Acquisition: Deliver agreed targets for new Trade Finance clients, transactions and wallet share.
• Client Service: Maintain timely turnaround and effective resolution of Trade Finance client and business requests.
• Team Capability: Achieve at least 90% attainment in Trade Finance learning and assessment requirements across the team.
• Compliance: Maintain full adherence to applicable Trade Finance policies, regulatory requirements and control standards.

Requirements

QUALIFICATIONS, EXPERIENCE & ATTRIBUTES

• Bachelor’s degree in Business, Finance, Economics, Banking or a related field.
• MBA or relevant postgraduate qualification is an added advantage.
• Minimum 8 years’ experience in banking, with at least 5 years’ experience in Trade Sales, Trade Finance or Product Management.
• Demonstrated experience in Trade Finance business development, sales and portfolio management.
• Strong knowledge of Trade Finance products, their risk profiles and regulatory requirements.
• Experience in credit structuring, portfolio management and working with Credit, Risk and Business Development teams.
• Good understanding of Trade-Based Money Laundering risks and related due diligence requirements.
• Demonstrated ability to grow Trade Finance business while maintaining portfolio quality and profitability.