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Credit Analyst- Agribusiness
Purpose
The purpose of this role is to achieve business growth in Business Banking segments by providing support to BB Relationship Managers and Branch Managers; in the preparation of quality credit proposals for both existing and New to Bank business with an aim of improving on quality and turnaround time for approval of credit applications.
Primary Responsibilities
- Source and acquire agri business in area of posting.
- Responsible for agri client wallet deepening and cross sales.
- Responsible for customer experience in managed agri portfolio.
- Responsible for quality of assets in managed portfolio.
- Conduct comprehensive and detailed analysis for both new to bank and existing customers covering both qualitative and quantitative measures regarding the customers’ business including strengths, weaknesses, opportunities, and threats.
- Evaluate, analyze, interpret financial information, and undertake credit assessment in compliance with credit policy guidelines and in keeping with the credit acceptance and set risk bearing limits.
- Ensure that all relevant policy, risk acceptance criteria and credit risk appetite requirements have been considered and met.
- Identify, evaluate, and understand risk associated with individual transactions, products and borrowers and recommend appropriate mitigants.
- Ensure that all credit proposals are optimally priced through application of the risk-based Pricing Model.
- Independently and accurately prepare the Credit Risk Rating (CRR) of a borrower.
- Ensure that all credit proposals are properly rated through application of the Environmental & Social Risk Management Policy, standards, and models.
- Follow up facilities approval with requisite unit as well as continuous follow up with RMs, BMs and ROs regarding credit applications, documentation, and Timely renewal of customer facilities.
- During annual reviews, ensure evaluation of Borrower’s compliance with agreed facility covenants. The analyst will be responsible for highlighting the
- financial covenants in the proposals as part of their portfolio management activities.
- Engage with BPP RMs, BMs and ROs for proper structuring and documentation.
- Train RMs, BMs and ROs at individual or group levels on credit analysis processes.
- Assist the BPP Segments to deliver on its targets by always demonstrating teamwork through timely processing of CA’s and offering support needed on all credit analysis areas.
- Attend Credit Analysts meetings that will assist in improvement of appraisals by participating in discussion on structuring of facilities, supporting documentation and generally support of business.
- Carry out Joint client visits where necessary with RMs to ensure origination of quality credit applications and timely approval.
- Maintain Analysts/RMs relationships through high level of service delivery.
Person Specification
- A Bachelor’s Degree in Business Studies; Management; Commerce (Finance, Accounting Option) or equivalent
- At least 2 years in banking experience in the area of relationship management and client acquisition.
- At least 2 years banking experience in a lending/credit risk appraisal environment; or equivalent to provide candidate with a good understanding of Credit risk policies and Product Policies and CBK prudential guidelines.
- Understanding of the local competitor market.
- Knowledge in legislation relating to perfection of securities and requirements by regulating bodies.
Direct Sales Executive (DSE) – Card Business
Job Summary:
The Direct Sales Executive (DSE) – Card Business will be responsible for acquiring new-to-bank card clients, cross-selling to existing card clients, and ensuring compliance with all necessary documentation and regulations. Reporting directly to the card sales manager, the DSE will play a pivotal role in driving the growth of card products (credit cards, debit cards, and prepaid cards) within the bank.
Key Responsibilities:
Corporate & Business banking credit card sales
- Prospect for credit card sales from corporate and business banking customers
- Product training; for customers and internal staff
- Supporting corporate and business banking RMs in driving credit card sales
- End to end support and resolution of customer issues
- Ensure compliance with bank and regulatory requirements for card sales.
New-To-Bank Card Client Acquisition:
- Actively prospect and approach potential customers to promote card products offered by the bank.
- Conduct cold calls, door-to-door visits, and participate in marketing events to generate leads and acquire new card clients.
- Educate potential customers on the features, benefits, terms, and conditions of card products to facilitate informed decision-making.
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Cross-Selling to Existing Card Clients:
- Identify opportunities to cross-sell additional card products and banking services to existing cardholders.
- Build and maintain strong relationships with existing card clients to understand their needs and offer appropriate solutions.
Customer Documentation and Compliance:
- Collect and submit all required customer documentation for onboarding new card clients, ensuring completeness and accuracy.
- Provide necessary declarations and disclosures to customers in accordance with I&M Bank’s policies, procedures, and regulatory guidelines set forth by the Central Bank of Kenya.
Sales Targets and Reporting:
- Meet or exceed sales targets set by the card sales manager through effective sales techniques and relationship building.
- Maintain accurate records of sales activities, customer interactions, and pipeline management for reporting purposes.
Customer Service and Relationship Management:
- Provide excellent customer service by addressing customer inquiries, resolving complaints, and ensuring a positive customer experience throughout the sales process.
- Build and maintain strong relationships with customers to foster loyalty and encourage repeat business.
Qualifications and Skills:
- Bachelor’s degree in business administration, Marketing, Finance, or related field.
- Proven experience in sales, preferably in the banking or financial services industry.
- Strong understanding of card products (credit cards, debit cards, prepaid cards) and banking services.
- Excellent communication and interpersonal skills.
- Ability to work independently and as part of a team.
- Knowledge of regulatory requirements related to customer onboarding and documentation.
- Results-oriented with a track record of achieving sales targets.
- Proficiency in Microsoft Office Suite and CRM software.