Relationship Manager, Public Sector

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.
• Executes 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.
• Drives 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)
• Post graduate and or Banking qualifications will be an added advantage
• Professional qualification in sales / marketing

Work Experience & Skills
Essential:

• Five (5) years’ experience in Relationship Management and Sales
• Credit Analysis and Skills Assessment
• 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

Desirable:

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