National Bank is a major player in Kenya’s banking industry. It is one of the largest banks in the country giving financial services to all sectors of the economy. The bank will continue to cover the financial landscape and respond positively to the needs of its customers, shareholders and the economy besides offering traditional financial services and products.
(Job Ref No.HR/036/18)
Position Title: Senior Relationship Manager Institutional and – Public Sector
Division: Corporate Banking Division
Reporting to: Head – Institutional and Public Sector Banking
Position Scope:
The successful candidate will be responsible for achieving business growth objectives for the Bank by acquisition of Institutional and Public Sector Banking products within the assigned segments. The role holder will be required to grow the portfolio’s profitability, develop and implement appropriate strategies to assist in Institutional and Public Sector Banking Business. He /she will be expected to proactively manage the assigned portfolio and meet client expectations and retention.
Senior Relationship Manager Job responsibilities
- Implement the Institutional and Public Sector Banking strategy in line with the Corporate Banking overall strategy and business growth plan
- Active Deposit mobilisation and utilisation of Treasury facilities to existing and potential clients within the assigned portfolio.
- Contribute to product development relevant to the Institutional and Public Sector Banking Sector in the Bank.
- Effectively manage and grow the wallet share by harnessing relationships within the existing portfolio and on-board new partnerships so as to ensure business growth and sustainability.
- Maintain continuous improvement of customer experience and implementation of effective retention strategies for customers within Institutional and Public Sector
- Work closely with stakeholders in Branch Management team and Credit team to increase market share of the Institutional and Public Sector in terms of customer numbers, products intake, service consumption and revenues.
- Drive staff productivity through effective leadership, guidance and performance management of the team
- Drive transactional income from Institutional and Public Sector Banking business clients through effective customer service and cross selling the entire range of Corporate Banking products and services.
- Identify and capitalize on new market opportunities to expand presence, competitiveness and profitability by proactively selling the Bank’s products and services.
- Improve the business engagement by meeting the Institutional and Public Sector Banking client needs and raise the profile for the Corporate Banking Division in the Bank.
- Provide advisory to the Bank on Institutional and Public Sector Banking market analysis and segmentation with regards to the financial products and solutions.
- In liaison with other stakeholders, ensure to maintain a quality portfolio by effective identification of risks and their mitigations.
- Ensure appropriate resource allocation for delivery of business assigned while managing costs during the day to day operations
- Acquisition of new and sustainable asset business in the Institutional and Public Sector Banking segment.
- Provide customers with prompt feedback on the status of their facility applications.
- Make appropriate recommendations for cases presented to the Credit Committee and other relevant approval Committees/ units.
- Ensure compliance with Bank’s Credit Policy, risk requirements and relevant legislation.
- Regularly monitor all accounts within the assigned portfolio and identify the non performing class for appropriate action.
- Conduct regular reviews and analysis of clients’ profitability while ensuring compliance to Bank’s polices.
Educational Qualifications, Skills & Experience:
- A Bachelor’s degree in a business related field from an accredited university.
- Professional Qualification in Banking & Finance (AKIB or ACIB qualifications)
- Credit certification
- Sales and Marketing certification will be an added advantage
- At least five (5) years’ experience in Retail or three (3) years’ in Corporate Banking in
- Relationship Management roles.
- Knowledge of Bank products, services, procedures and policies
- Knowledge of KYC & Anti-Money Laundering procedures
- Formal training in relationship management & credit management
- Experience in a sales /customer service environment
- Strong negotiation, persuasion & presentation skills
- Good Interpersonal & Communication skills (oral & written)
- Entrepreneurial mind-set
- Customer oriented
- Demonstrated high integrity and ethical standards
- Self-development conscious
- Working with others
- Decisiveness
- Active listening
- Sound Judgment
- Personal and Work Organization
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