Vacancies at KCB Bank Kenya

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.
• Execute 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.
• Drive 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.

Key Performance Indicators: 

• Revenue Growth
• Fees and Commissions
• Partnerships/Agreements
• NFIs
• New Business
• % Achievement of revenue budget
• % Achievement of Return on Equity
• Client retention rate
• Renewal rate
• Improved client experience (NPS and CES)
• Effective risk management
• NPL
• PAR
• Quality internal and external relationships (e.g., with customers, internal and external stakeholders)

Academic & Professional Qualification
Essential:

• University Degree in Business Administration, Economics, Finance, Banking or its equivalent from a recognized institution.

Desirable

• 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

Essential:

• Seven (7) years’ banking experience in the Financial/banking sector, five (5) of which should be in Relationship Management.
• 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;

Desirable:

• Prior experience of dealing with customers
• High degree of interpersonal skills when dealing with a range of people and situations.
• Good computer skills
• Negotiation and Influencing skills
• Planning and personal organization

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KEY RESPONSIBILITIES:

• Identify, assess, and develop strategic partnership opportunities that align with the Group’s growth strategy, customer value proposition, and market expansion objectives.
• Drive partnership-led revenue growth by developing commercial strategies, identifying growth opportunities, and maximizing the value generated through existing and new partnerships.
• Lead the commercial, operational, financial, and technical assessment of prospective partners, ensuring compliance with the risk, regulatory, and governance requirements of the different markets that the Group operates.
• Establish and maintain strong relationships with key partners, while supporting the negotiation of commercial agreements, service standards, and strategic objectives that deliver mutual value.
• Oversee the end-to-end execution of approved partnerships, ensuring timely implementation, effective stakeholder coordination, and successful launch of partnership initiatives and products.
• Work closely with relevant internal cross functional stakeholders, including the various subsidiaries of the Group to ensure alignment and successful execution of partnership initiatives.
• Monitor partnership performance against agreed commercial, operational, and strategic objectives, providing regular reporting, governance oversight, and recommendations for optimization.
• Lead and develop the Partnership Evaluation and Delivery team, providing direction, coaching, and oversight to ensure high-quality partner assessments and successful execution of partnership initiatives.

MINIMUM POSITION REQUIREMENTS:

The preferred candidate should meet the following minimum criteria:

• Hold a Bachelor's degree from a recognized university.
• Professional qualifications in Marketing, Financial/Investment analysis will be an added advantage.
• A minimum of six (6) years' progressive work experience managing partnerships and commercial initiatives; including specific work experience in the below areas:
  • Driving business growth through strategic partnerships.
  • Deal evaluation and negotiation
  • Post-deal evaluation and value realization
  • Stakeholder management of varied calibre of stakeholders
  • Managing a team, including performance management for growth & development
• Should demonstrated the below competences:
  • Negotiation and influencing
  • Risk and compliance awareness
  • Effective decision making
  • Results oriented
  • Change management
  • Collaboration
  • Strategic Thinking

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KEY RESPONSIBILITIES: 

• Share market ecosystem trends, and competitive analysis data with the strategy office and Business units, aggregating this intelligence into a unified database for business consumption.
• Developing and executing a sector-specific strategy – Identifying opportunities for financial solutions that align with education sector ecosystem needs.
• Develop Sector specific CVPs – they will be responsible for developing the learning institutions CVP for adoption by Corporate and Retail divisions. 
• Enhancing relationships with key stakeholders – Engaging with government agencies, Universities ,Association of Public and Private schools and regulatory bodies to deepen KCB’s market position.
• Driving revenue growth – Increasing learning institution sector lending, deposits, and transaction volumes through tailored financial products.
• Strengthening risk management – Implementing credit structures that mitigate risks, such by trade credit insurance, and learning institution guarantees.
• Supporting innovation – Collaborating with internal teams to develop digital and financing solutions that enhance service delivery within the learning institution ecosystem such as ERPs, LNK, Lipa KARO, embedded finance, payment gateways etc
• Tailored Financial Solutions: lead and collaborate with product and IT teams to develop innovative, technology-driven financial solutions tailored to specific and unique needs of different ecosystem participants, with a focus on value-based pricing and rapid adoption
• Coordinate with various business units for a unified sales approach within the education sector ecosystem.
• Create and implement onboarding programs for seamless integration into the value chain ecosystem.
• Lead sector and sub-segment ecosystem business planning and align strategies with Digital Financial Services (DFS) and Relationship Managers across Corporate Banking, Retail Banking, Mortgage, Treasury and other product houses.
• Coordinate product efforts across business units to offer bundled services within specific ecosystems beyond traditional banking.
• Identify and explore new business opportunities within ecosystems and value chains, working with relationship managers to prospect for new clients and foster relationships with key stakeholders across various industries.
• Work with business functions to design tailored financial solutions for different ecosystem participants including development of value-based pricing mechanisms, focusing on creating innovative solutions with quick adoption of technology-driven solutions and catalyzing utilization of these solutions
• Coordinate with strategy division to define value chain KPIs and performance targets and develop revenue sharing or shadow P&L mechanism aligning with business units.
• Coordinate with the Risk Function to develop value-chain approach in credit risk assessment and credit risk management, leveraging value chain data across origination, Ecosystem Wallet Share (EWS), and post drawdown monitoring to simplify and enhance credit process for value chain credit products
• Work with the Marketing function in developing effective go-to-market strategies for the various products within the assigned ecosystem.

MINIMUM POSITION QUALIFICATION REQUIREMENTS

Academic & Professional 
Experience

• Education     Bachelor’s degree    Bachelor’s degree in any relevant area      RQ
• Professional Qualifications    Any relevant field    AA
• Master’s degree    Any relevant field     AA
• Total Minimum No of Years’ Experience Required  6 years

Detail Minimum No of Years Need Type[2]

• Sales and business development 6 ES
• Relationship and stakeholder management 6 ES
• Experience in the education sector  3 ES
• Management reporting and presentation 3 ES
• Project management 3 DE
• Digital products solutioning  2 DE
• Business (performance) analysis 2 ES
• Financial analysis 2 ES
• Credit/lending  2DE
• Banking operations 2 DE