Senior Relationship Manager-Energy

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.

Execute 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.

Drive 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)

Master’s degree in a relevant field from a recognized institution is an added advantage.

Post graduate and or Banking qualifications will be an added advantage

Professional qualification in sales / marketing

Work Experience & Skills

Essential:

Seven (7) years’ banking experience in the Financial/banking sector, five (5) of which should be in Relationship Management.

Credit and Financial Analysis

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

Creative approach, with the ability to anticipate challenges and develop innovative solutions;

Desirable:

Prior experience of dealing with customers

High degree of interpersonal skills when dealing with a range of people and situations.

Good computer skills

Negotiation and Influencing skills

Planning and personal organization