Department: Institutional Banking
Job Grade: Band 5 – Relationship Manager
Reporting to: Head of Institutional Banking
Position Location: ICEA –LION RIVERSIDE
Purpose of the role:
To grow deposit liabilities and profitability as per set targets and manage allocated relationships within agreed parameters.
Key Responsibilities:
Relationship Management – 20%
Support in the robust development of existing business relationships and increase profitability/customer wallet size through an aggressive selling culture.
Ensure no relationship lapses or attrition on any assigned accounts.
Ensure all bank interest charges/waivers and other set IB parameters are duly implemented in the system.
Ascertain that all required IB documentation required is obtained.
Support client confidence through solid delivery of expected benefits such as mutually beneficial financial terms, efficient financial administration and reliability of required service standards support.
Reduce turnaround time in resolving customer queries and issues.
Budget/ Financial Goals – 70%
Grow IB customer base and business volumes as per agreed targets.
Generate and improve profitability on a portfolio of new customer relations.
Cross sell Bank products and services
Ensure that applied credit interest rates are minimal or managed within guidelines and limits set by the Bank and in adherence to regulatory requirements.
Research -5%
Develop an intimate understanding of targeted clients’ industry/business, their modus operandi, management practices, influential decision makers’ appreciation, regulation and market conditions affecting the long-term viability of the company/institution and its sector.
In-depth understanding of financial premier service trends and IB practice both nationally and internationally.
Identify barriers to business growth and sustainability that emanate from service dissatisfaction and competition from other service and product providers (Market Intelligence).
Awareness and intimate understanding of the activities of the traditional and non-traditional competitors and the impact on IB client relationships.
Personal Development – 5%
Familiarize oneself with all Bank products and services.
Ensure departmental meeting participation.
Regularly performance review against agreed objectives.
Identify skills gaps and bring them to the supervisors’ attention.
Maintain consistent and cohesive team work with colleagues within the department and bankwide.
Job Specifications (Minimum):
Academic Qualifications:
Bachelor’s Degree in Business related studies or equivalent.
Professional Qualifications:
Chartered Institute of Marketing (CIM) qualifications
Associate of the Kenya Institute of Bankers (AKIB), Associate of the Chartered Institute of Bankers (ACIB) will be an added advantage.
Work Experience:
5 years’ experience in main-stream banking operations/service delivery.
5 years’ experience in sales/marketing of financial products and services.
Skills Required:
Technical skills
Financial analysis Skills: Ability to analyze and/or interpret financial statements, and advice accordingly.
Analytical business and investment appraisal Skills: Keen on detail and able to conceptualize financial investment proposals and provide viable solutions.
Technology Skills: Computer literate with proficiency in computerized financial analysis applications.
Industry knowledge: Candid knowledge of the financial sector and investment opportunities.
Personal attributes
Goal driven and results oriented: Enjoys being measured, and judged by financial and other performance targets.
Personal Ethics: Must be honest, fair and just with self and others, and demonstrate high integrity in work and business contacts.
Communication Skills: Must have excellent written and verbal communication and presentation skills.
Interpersonal Skills: Must be a people person with ability to interact with key contacts in target sector.
Proactive Initiator: Must be a pro-active self-starter with ability to see, advise and harness arising opportunities.
High Level Energy: Must enjoy the complex/abstract and be apt to flexible working hours.
Working Relationships:
Internal
Dealers & Treasury Back Office
Branches/Service Delivery
Corporate Business
IT
All Departments Group-wide
External
Competitors/Other leading Institutions – Market intelligence. To keep up with any developments /opportunities that can prosper the bank
Social Responsibility-Carry the bank’s flag high through active participation in various IB customers’ advisory committees, social and fund – raising charity events, etc.
