The genesis of Gulf African Bank (GAB) can be traced back to 2005, when a group of motivated Kenyans envisioned establishing an Islamic bank as an alternative to conventional banking in the country. By conducting business on the principles of Shari’ah, the bank would provide an ethical and fair mode of banking for all. Gulf African Bank is the first and largest Islamic Bank in Kenya and one of the fastest growing banks in the history of the banking sector of the country. The bank offers fully Shari’ah compliant products and services that address the needs of not just Muslims, but everyone in the country including individuals, corporate companies, and institutions. The bank was incorporated on August 9th, 2006 and started operations as a commercial bank in January 8th 2008, in a historic event, where it was granted the country’s first fully-fledged commercial banking license as a dedicated Islamic bank, by the Central Bank of Kenya.
Reports to: Team Leader, Corporate Banking
Job Purpose:
The role of Relationship Manager (RM), Corporate Banking, is to build and maintain a high-quality portfolio of Corporate clients.
The RM is responsible for understanding the needs of his/her clients and developing tailored solutions to meet these needs using the Bank’s suite of products and services targeted to the segment. The RM is responsible for managing his/her clients across the financing cycle, ensuring compliance with the Bank’s internal policies, regulatory guidelines and Shariah guidelines.
Key Responsibilities
- Developing a detailed strategy to grow and maintain a customer portfolio that will ensure the delivery of the business targets in accordance with the Department’s annual performance plans. The strategy includes:
- A business strategy per client for existing clients
- Developing and implementing a calling plan for current and prospective customers
- Developing a list of high-potential new customers and a plan to approach these customers
- Filing concise, but informative, call reports after customer visits
- Providing feedback on the Bank’s overall approach/strategy on the corporate segment to ensure continuous improvement.
- Market corporate products and services and grow quality corporate asset book, focusing on long-term development of mutually advantageous client relations while ensuring that all short-term objectives are met simultaneously.
- Conduct customized, high-quality sales pitches that will increase cross-sell among current customers and help acquire additional high-potential customers
- Enhance the Bank’s profitability through funded and non-funded income and management of costs to deliver the overall financial performance of the Bank.
- Maintain proper client relationship in order to ensure retention and growth in corporate business
- Accountable for the level of quality service provided to customers within the portfolio being supported.
- Build and maintain a high-quality portfolio, monitor the Asset book to ensure good quality and reduce losses due to default. Effectively manage clients across the entire financing cycle.
- Ensuring efficiency in business processes and controls to minimize risk exposures. Practicing compliance with Sharia processes, all relevant legal, regulatory and bank policies.
- Mentoring and coaching junior relationship managers and relationship officers.
Skills and Experience required for this Role
- Business graduate from an accredited university preferably with a major in Finance, Marketing and/or Economics; a Post Graduate degree (MBA, Masters in Finance / Strategy) is an added advantage.
- At least five (5) years experience in banking, with proven experience of at least two (2) years in a similar position or at least 3 years banking experience, with focus on sales, relationship and portfolio management.
- Experience managing borrowing customers and analyzing financing proposals, especially for Corporate Clients
- Credit and analytical skills
Core Competencies
- Self management– Ability to prioritize tasks according to importance and deadline and adjust priorities as situations change.
- Personal development – Ability to acquire and apply new knowledge relevant to the role, keep abreast of policies, procedures and guidelines relating to the role
- Performance management– Ability to set appropriate targets and work towards achieving these targets to meet the overall strategy of the Bank and ability to impose a high personal standard
- Accountability– Demonstrate and communicate a high level of ownership and commitment to achieving results
- Problem solving– Ability to recognize problems as they arise and use good judgment and common sense to resolve issues
- Decision making– Ability to make timely and accurate decisions with readily available information and within clearly defined parameters, while assessing the importance, urgency and risk associated with each situation.
- Teamwork– Ability to make the team more successful by demonstrating total commitment to team goals and values
- Communication– Ability to listen and identify customer needs, make presentations and prepare reports in a clear and concise manner.
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