Job Purpose

Direct, control and co-ordinate all banking, deposit taking, lending and operations associated with the assigned portfolio of accounts with the intention of growing the bank’s liabilities, and maximizing the bank’s return from each client.

Identify, cultivate and develop business relationships with clientele from the bank’s segmented market.

Responsibilities

Financial

• Responsible for the growth of the bank’s deposits book to ensure set targets for portfolio growth, and income are achieved.
• Recruit, grow and nurture Institutional Banking customer deposit 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 applied credit interest rates are managed within guidelines and limits set by the bank.
• Ensure that the bank’s deposit base is diversified in line with ALCO guidelines and the Bank’s strategic focus.

Customer

• Initiate and monitor Customer/Bank contact at all levels for assigned clients to ensure highest standards of service are maintained.
• Prepare and submit credit appraisals for Institutional Banking Customers that might require financing in conformity within credit guidelines and requirements
• Ascertain that all relevant documentation required for Institutional Banking customers is obtained.
• Support in the development/deepening of existing business relationships and increase profitability/customer wallet size
• Ensure 24-hour maximum turnaround time in resolving customer queries and issues.
• Ensure all bank interest, charges/waivers and other set IB parameters are duly implemented in the system.
• Support client confidence through solid delivery of exceptional service delivery.
• Ensure no relationship lapses on the portfolio.
• Continuously seek to enhance customer experience through bench marking with other key players in the market.
• Develop an intimate understanding of the client’s industry/Business, analyze their modus operandi, management practices, judgment of various influential decision makers and market conditions affecting their long-term viability, prepare customer account plans.
• Awareness and intimate understanding of the activities of the traditional competitors and the impact on Institutional Banking relationships.
• Treat customers fairly and avoid mis/over-selling

Internal business Process

• Ensure compliance to all internal Regulatory, and statutory compliance expectations.
• Ensure KYC process is adhered to for all new relationships
• Prepare and maintain appropriate reports on client portfolio and business performance reports as per business standards.
• Establish and monitor a Risk Management framework in line with the bank’s risk framework) for day-to-day activities carried out in the portfolio to ensure key risks are identified and managed.

Learning and Growth

• Ensure to complete e-learning courses set by the bank.
• Attend all bank trainings.
• Coaching and mentoring sessions with line manager every quarter.

Stakeholder Management

Internal

• Global Markets
• Branches
• Product houses (IPF, Asset Finance, Transactional Banking)
• Branches
• Account Management Unit
• Information and technology
• Finance
• Treasury back office
• Operations

External

• Customers
• Competitors/other leading Institutions
• Social responsibility: Institutional
• Bankingcustomer’s advisory committees, social and fund raising. events

Decision Making Authority

• Most day-to-day decisions regarding customers
• Any others as will be through written delegation from the unit head

Person Specification

Education, Training, Skills & Experience

Academic qualifications:

• University Degree in any business-related degree
• A Master Degree in Business Administration (MBA) is an added advantage

Professional Training:

• Professional qualifications in ACCA, CPA, CFA etc. is an added advantage

Experience:

• At least 5 years and above working experience in commercial banking environment 3 of which must have been in Customer Relationship Management / Business Development.
• Experience in sales and marketing of financial products
• Strong banking knowledge
• Strong background in Relationship Management.
• Experience within the Public sector and NGO space, is an added advantage

Technical Competencies

Financial skills

• Financial skills: ability to analyze and/or interpret financial statements and advise accordingly

Analytical Skills

• Analytical business and investment appraisal skills: Keen on detail and able to conceptualize financial investment proposals and viable solutions

Industry Knowledge

• Excellent knowledge of Non-Profit Sector, Financial and Public sectors and investment opportunities

Credit Risk Knowledge

• Ability to conceptualize basic credit and advise accordingly

Behavioral Competencies

• Goal driven and results oriented: Must enjoy being measured and judged by financial and other performance targets.

Personal ethics

• Must be honest, fair and just with self, others, and demonstrates integrity in work and business contacts.

Communication skills

• Excellent written, verbal and presentation skills

Interpersonal skills

• Must be a people person with the ability to interact confidently with VIPS, and key contacts in the sector, and all stakeholders, fair and firm but able to build working relationships.

Team player

• Shares with and consults others, enjoys working in a collaborative environment

Pro active

• Must be pro -active, a self-starter and have the ability to see, grasp, and advise on opportunities

Problem solving

• Ability to make decisions and find solutions to issues

• Responsible for the growth of the bank’s deposits book to ensure set targets for portfolio growth, and income are achieved.
• Recruit, grow and nurture Institutional Banking customer deposit 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 applied credit interest rates are managed within guidelines and limits set by the bank.
• Ensure that the bank’s deposit base is diversified in line with ALCO guidelines and the Bank’s strategic focus.
• Initiate and monitor Customer/Bank contact at all levels for assigned clients to ensure highest standards of service are maintained.
• Prepare and submit credit appraisals for Institutional Banking Customers that might require financing in conformity within credit guidelines and requirements
• Ascertain that all relevant documentation required for Institutional Banking customers is obtained.
• Support in the development/deepening of existing business relationships and increase profitability/customer wallet size
• Ensure 24-hour maximum turnaround time in resolving customer queries and issues.
• Ensure all bank interest, charges/waivers and other set IB parameters are duly implemented in the system.
• Support client confidence through solid delivery of exceptional service delivery.
• Ensure no relationship lapses on the portfolio.
• Continuously seek to enhance customer experience through bench marking with other key players in the market.
• Develop an intimate understanding of the client’s industry/Business, analyze their modus operandi, management practices, judgment of various influential decision makers and market conditions affecting their long-term viability, prepare customer account plans.
• Awareness and intimate understanding of the activities of the traditional competitors and the impact on Institutional Banking relationships.
• Treat customers fairly and avoid mis/over-selling
• Ensure compliance to all internal Regulatory, and statutory compliance expectations.
• Ensure KYC process is adhered to for all new relationships
• Prepare and maintain appropriate reports on client portfolio and business performance reports as per business standards.
• Establish and monitor a Risk Management framework in line with the bank’s risk framework) for day-to-day activities carried out in the portfolio to ensure key risks are identified and managed.
• Ensure to complete e-learning courses set by the bank.
• Attend all bank trainings.
• Coaching and mentoring sessions with line manager every quarter.

• Financial skills: ability to analyze and/or interpret financial statements and advise accordingly
• Analytical business and investment appraisal skills: Keen on detail and able to conceptualize financial investment proposals and viable solutions
• Excellent knowledge of Non-Profit Sector, Financial and Public sectors and investment opportunities
• Ability to conceptualize basic credit and advise accordingly
• Goal driven and results oriented: Must enjoy being measured and judged by financial and other performance targets.
• Must be honest, fair and just with self, others, and demonstrates integrity in work and business contacts.
• Excellent written, verbal and presentation skills
• Must be a people person with the ability to interact confidently with VIPS, and key contacts in the sector, and all stakeholders, fair and firm but able to build working relationships.
• Shares with and consults others, enjoys working in a collaborative environment
• Must be pro -active, a self-starter and have the ability to see, grasp, and advise on opportunities
• Ability to make decisions and find solutions to issues

• University Degree in any business-related degree
• A Master Degree in Business Administration (MBA) is an added advantage
• Professional qualifications in ACCA, CPA, CFA etc. is an added advantage