Job Purpose
To manage and sustain a portfolio of Agriculture based customers, building long term relationships founded on efficient and reliable support for their business. This is achieved particularly through quick risk decisions and managing consistency and quality of operational service.
The primary objective is to maximize risk-adjusted portfolio contribution.
The jobholder will be responsible for business growth both with new customers and with existing customers where they are expected to increase “wallet share”.
Main accountabilities and approximate time split
Accountability
Staff Management
Time split%: 5%
Day to day coaching and development of Assistant Relationship Manager
Sales And Service
Time split%: 65%
Identify, grow and maintain Relationship Plans for all customers in the portfolio such that contact with customers is prioritised.
Conduct annual and if appropriate, interim reviews of customers borrowing facilities
Conduct annual and if appropriate, interim reviews with non-borrowing customers
Determine the key messages, e.g. agreed service standards, negotiated pricing, relationship team contact points and new product changes, deciding upon the most appropriate communication method
Deal with and find solutions to customer complaints
Determine the products that are most effective in meeting customer’s needs and be able to sell these at short notice both reactively and proactively.
Research, create and follow up a target list for potential new business
Technical Skills / Competencies
B Degree in Commerce/Marketing /Agricultural or Economics.
2-5 years sales and financial experience in a commercial banking environment.
Relevant Agriculture market experience ( + – 3-5 years Preferable )
Knowledge & Skills
Knowledge, Expertise and Experience
Understanding of Complex company Financials
understanding of Credit solutions
Knowledge on the dynamics of the market place and industries (global, regional and local)
Working knowledge of risk mitigation, assessment
Able to interface with clients on a MD/FD level- These customer contact points will have high expectations of the Relationship Manager in terms of professionalism, ability to add value to their business and find innovative solutions to their needs.
Good knowledge of the agriculture sector in Kenya
Experience in handling Agriculture lending
Relationship Management skills – The jobholder’s portfolio will consist of a full range of corporate customers who will often be subject to competitive approaches from other banks.
Business development activity will also be challenged by those competitive pressures
Competencies
Persuading and influencing
Deciding and initiating action
Planning and organising
Analysing ,Relating and networking
Working with people
Entrepreneurial and commercial thinking
Barclays Guiding Principles
Approvals
The guiding principles provides a framework for how we in Barclays work together and how we serve our customers and the communities we are in
Winning Together
Customer Focus
Best People
Trusted
Pioneering
