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Relationship Management Commercial Banking- Mt. Kenya

Job Summary

To plan, manage and monitor the implementation of activities and processes for stakeholder and relationship management, in order to deliver on approved operational plans in an effective and efficient manner. Selecting this role has a compensation & benefit impact in Mozambique. Please contact Reward for details.

Job Purpose:

• To manage and sustain a portfolio of Commercial 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 development both with new customers and with existing customers where they are expected to increase “wallet share”.
• Executing sales growth tactics and targets in collaboration with the key business partners (Transactional Banking, Global Markets, Asset Based Finance, Commercial Property Finance, Ecosystem, Bancassurance, Agribusiness, and any other product / solution functions).

Key Accountabilities

Accountability:  Sales and Service

• Achievement of the portfolio’s annual financial targets: –
• Balance Sheet Growth,
• Revenue and Profitability,
• Growth in share of market, and
• Portfolio At Risk kept within set limits to minimize potential NPL.
• Driving customer satisfaction (NPS score), developing and growing relationships with existing and potential customers, identifying opportunities for business development and guiding product development.
• Maintain Customer Account Plans for all customers in the portfolio such that contact with customers is prioritized.
• Conduct Annual and, if appropriate, Interim Reviews of Borrowing customers facilities.
• Where applicable, conduct Annual and/or Interim Reviews of 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 customers’ 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.

Accountability:  Business Management

• Research, create, and follow up on a target list for potential new business.
• Identify priority customers using the relationship Customer Account Planning templates to assess their present and potential contributions.
• Gather all the required information that is needed to prepare and assess credit applications. The role holder will be expected to input certain key information such as judgmental information. (They will work with Assistant Relationship Manager, Business Development Manager for relevant product, and the Corporate Credit Manager resources to construct credit applications).
• Adherence to approved policies and procedures and providing feedback on the same so as to keep them competitive;
• Audit issues closed with Nil repeat findings, and
• 100% SLA Adherence to agreed turnaround times.
• Control and quality of the portfolio, using available triggers and adherence to Risk management guidelines and policies.

Accountability:  Staff Management

• Day-to-day coaching and development of the portfolio Assistant Relationship Managers (ARM’s).
• Performance tracking and periodic reviews of the supporting ARM.
• Making the bank a great place to work (360o feedback).

Preferred Qualification

• A relevant business-related degree from a recognized university.
• Additional professional / advanced qualifications are an added advantage.

Preferred Experience

• At least 5 years in relationship management in Business / Corporate Banking.

Knowledge and Skills

• A detailed knowledge of the Commercial and Corporate set of products as well as a broad understanding of the products available in Absa.
• For Complex products, will have a detailed knowledge of the requirements of the more sophisticated customers.
• Introduce the product and coordinate the introduction of the relevant Group product specialist.
• A broad understanding of policies and strategies within the country as they relate to the demands of the customer base.

A detailed understanding of Country and Group guidelines and policies relating to Credit Risk and related management.

Behavioral Competencies

• Relationship building
• General corporate skills
• Effective communication
• Negotiation and influencing
• Active listening
• Adaptability
• Planning and organization
• Ability to work under pressure

Technical Competencies

• Meeting customers’ needs
• Business awareness
• Business development
• Managing relationships
• Analysis and judgment
• Innovative
• Credit risk analysis
• Decision making
• Portfolio management
• Team results

Role / Person Specification

Training likely to assist Effectiveness in the Role, and which may have been Completed prior to undertaking this role:

• Communication skills (written and spoken)
• Sales and relationship management.
• Credit risk analysis for lending.
• Portfolio risk management.
• Trade finance.
• Cash management.
• Customer experience.
• Negotiations and Influencing skills.
• Presentation skills.

Additional details of Exceptional Aspects of the Demands of the Role:

• Required to form relationships with customers, therefore minimum tenure will be 3 years.
• The job holder will need to be able to communicate with credibility when dealing with financial controllers of companies. These customer contact points will have high expectations of the Relationship Manager in terms of professionalism, and ability to add value to their business, and find innovative solutions to their needs.
• The jobholder’s portfolio will consist of a full range of Commercial customers who will often be subject to competitive approaches from other banks.
• Business development activity will also be challenged by those competitive pressures.

Debt Manager 

Job Summary

To provide specialist advise & support in the maintenance & analysis of banking activities & initiatives in order to provide accurate reports & information to relevant stakeholders, through the execution of predefined objectives as per agreed SOPs.

Job Purpose

Execute strategy for the business through originating, structuring, and executing loan transactions in Kenya. Work closely with and support Absa businesses in country.

Key Accountabilities:

Transaction Management

• Work with VPs on team to originate, structure and execute transactions in-country and in the region whilst demonstrating key business competencies.
• Support regional Debt hubs and in country businesses.
• Contribute to the maintenance and development of client relationships through the origination of value-added, creative ideas and solutions.
• Set clear direction for projects and deal teams by establishing and communicating realistic goals and timelines and ensuring effective execution.
• Drive transaction origination; focuses on revenue-generating opportunities.

Risk Management

• Ensure that processes, control requirements and risk management frameworks that impact the area are implemented.
• Ensure full understanding of all compliance requirements and call for the area’s Compliance Officer to conduct briefing sessions if gaps are identified.
• Ensure that all regulatory requirements are adhered to.
• Understand and adhere to governance and compliance policies and procedures. Demonstrate sound judgment and act in accordance with responsible risk management principles.
• Escalate identified issues in a timely manner to management. Where applicable, demonstrate awareness and understanding of the relevant control principles and is committed to applying them to working practices as required.
• Act with integrity in all dealings with internal and external stakeholders. Build sustainable relationships with clients based on transparency and honesty.

Business Management

• Contribute to the development of business unit strategy.
• Deliver agreed targets and take accountability for the overall achievement of performance objectives in the business area.
• Perform within agreed SLAs with infrastructure.

Stakeholder Engagement

• Cultivate relationships with ‘high priority/largest fee paying’ clients.
• Proactively develop relationships with key stakeholders internal and external
• Build and develop relationships across the firm with various stakeholders with the intention of breaking down silos to maximise business growth.

Education and Experience Required

• Relevant Front Office banking experience
• Bachelor’s degree

Preferred Experience

• Min 3 years relevant experience
• Experience in structuring, negotiating transactions, financial modelling is key.

Knowledge and Skills

• Minimum business skills as per attached to include:
• Loan product knowledge.
• Presentation skills

Competencies

• Deciding and initiating action
• Learning and researching
• Entrepreneurial and commercial thinking
• Relating and networking
• Adapting and responding to change
• Persuading and influencing
• Creating and innovating

Head of Strategy

Job Summary

Provide complex advice and support in facilitating long term strategy development.

Job Description

Responsible for developing and executing of Absa Kenya’s Strategy aimed at seeing the bank navigate an optimal strategic path. The role holder will engage key stakeholders to develop bank-wide 5-year strategy, support its execution and monitoring.

Key Accountabilities.

Country strategy leadership (50%)

• Develop the banks medium to long-term organic and inorganic corporate strategy.
• Lead strategic planning to ensure the strategy articulation is converted into an execution plan.
• Collaborate with all relevant stakeholders in the strategy making process.
• Track the execution of the Bank’s strategy with key milestones use as a refresh point for the strategy.
• Stay abreast of industry trends and role players and ensure that Absa is well positioned to provide competitive and industry leading services.
• Lead business units in building bottom-up strategies to ensure convergence to the overall bank strategy.
• Proactively manage the working relationship with the business heads who have a vested interest in the optimisation and growth of the business.
• Act as subject matter expertise on country strategic landscape to senior leadership.
• Working closely with the country Chief Financial Officer in developing the financial strategy to ensure the corporate strategy is grounded into an optimized financial plan.

Strategy execution (30%)

Responsible for managing the transformation workstreams, which is the Strategy execution vehicle, to deliver, among others the following strategically important projects:

• Organization agility and culture
• Developing bank-wide payment business
• Deliver the firm through ecosystems.
• Deploy enablers to drive 10X (growing active customer numbers)
• Strengthen liability franchise.
• Repositioning the Islamic banking business to a leading position
• Other future projects as guided by the country leadership.

Strategic change (10%)

• Provide expertise, support and guidance on complex and key strategic change matters, ensuring alignment with business strategy.
• Ensure the design, implementation and maintenance of strategic change frameworks and standards against global best practice standards.
• Oversee strategic change and efficiency programmes as senior specialist and provide guidance and advice where required.

Risk governance and control environment (10%)

• Ensure understanding of Absa group policies and governance processes, driving compliance as appropriate within own business area.
• Ensure operational controls are in place and ensuring a robust Key Risk Assessment (KRA) framework.
• Ensure satisfactory Conformance reviews.
• Remediation of all internal audit reports in the respective area.
• Oversee the fulfilment of all required governance activities, including change tracking and reporting.

Preferred Qualification

• Bachelor’s degree in finance, Economics or Business-related fields
• Master’s in business administration or finance
• Accounting qualification (Certified Public Accountant (k), Associated Chartered Certified Accountant and/or ACA)
• Certification, qualification or experience in investment banking and corporate finance is an added advantage.

Preferred experience

• At least 10 years’ experience in strategy, finance, investment banking and/or treasury; comprising a minimum of 5 years senior management level in a large corporate preferably a Bank.
• Experience working in local and international financial markets.
• Credibility with senior leadership as primary customers and ability to balance and achieve on-time delivery against competing demands.
• Excellent relationship, influencing and persuasive skills willing to challenge and be seen as a business player.

Knowledge & Skills

• Knowledge of Strategic Management principles and approaches
• Knowledge of Corporate Finance principles and approaches
• Knowledge of Financial Management principles and practices 
• Knowledge of Product Management Principles and Practices
• Understanding the corporate and investment banking business model
• Analytical Skills
• Stakeholder Management Skills

Transactional Banking Sales Manager

Job Summary

To provide advice and support in the development and implementation of transactional management planning and associated service delivery processes, methods and techniques.

Job Purpose.

• Assist in articulation, ownership, and execution of the TB Strategy for Large Local Corporates (LLC) and Public Sector (PS) portfolio within CIB.
• To lead and manage senior level client interaction and sales.
• Manage and deliver business objectives for the portfolio of clients assigned in this segment.
• Manage and grow TB business each year across the portfolio of clients.
• Manage the returns while employing sound risk management disciplines.

Key Accountabilities:

Sales – 70%

• Accountable for the delivery of TB revenues from portfolio of clients assigned in LLC & PS within CIB.
• Develop and execute the sales strategy to deliver the revenue ambition through the portfolio of existing and target clients in LLC & PS within CIB.
• Increase client penetration and revenues for the bank by actively promoting the bank’s network and product capabilities (cross selling). Replicate TB solutions and successes within the portfolio.
• Lead the team to achieve quantitative and qualitative performance objectives for your portfolio. Leverage the existing sales tools and techniques to identify opportunities for new/incremental business – account planning and pipeline management to achieve sales/revenue targets.
• Maintain a detailed and up to date knowledge of the bank’s comprehensive products capabilities and their application to clients’ needs and use this knowledge in structuring of solutions.
• Set SMART individual objectives that are in line with and seek to achieve the overall objectives.
• Ensure smooth interaction and communication with Customer Support team, product development and customer services teams within LLC & PS.
• Drive alignment with key stakeholders; TB teams across multiple geographies, LLC & PS, Global Corporates (GC), Business Banking and operations to achieve TB priorities.
• Maintain high performance standards and role model behaviours that demonstrate the bank values.

Service and Operational Rigor – 30%

• Working with the LLC & PS service teams to deliver world class customer service practices and ensure adherence to Absa service standards.
• Work with the LLC & PS coverage teams to develop relationship account plans for their customer portfolios.
• Achieve operational rigor excellence in all aspects of procedures and processes undertaken to ensure 100% compliance.
• Minimize potential for fraudulent applications by following each product criteria.
• Ensuring that pricing is authorized by Transaction Baking Head, agreed with Customer, and properly set up to ensure 100% collection upon product/customer set up.
• Follow the TB end-to-end product set-up process ensuring new set-ups are authorized and properly set up.
• Ensure compliance with operations risk & rigour requirements e.g., Health & Safety standards and security of premises.

Preferred Qualification

• Postgraduate or equivalent academic qualifications
• Over 5 years banking experience, majority of which must be in Cash and Trade.

Preferred Experience

• Cash and Trade product knowledge.

Knowledge & Skills

• Solid and proven frontline transactional sales experience across Working Capital, Trade Finance (documentary trade products i.e., LCs, bonds & guarantees; bank & country risk products), Supply Chain Financing & Cash Management (Regional/Local payments, receipts and liquidity management structures, system infrastructure, etc.)
• Skills for analysing and formatting data provided by Finance and other sources.
• Strong sales management skills and experience, ideally with relevant banking or business/corporate banking background.
• Proven treasury, credit, and country risk exposure
• Open minded, good listener, flexible with ‘think out of the box’ mentality.
• Strong negotiation and presentation skills; ability to communicate with all levels in an organisation
• Disciplined approach to deal execution/client follow-up.
• Strong cross-cultural awareness
• Excellent interpersonal skills
• Team player
• Excellent knowledge of the banking policies, standards, local regulations, and legislation of the prevention of money laundering

Method of Application

Use the link(s) below to apply on company website.

• Relationship Management Commercial Banking- Mt. Kenya
• Debt Manager
• Head of Strategy
• Transactional Banking Sales Manager