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Assistant Relationship Manager, Trade Finance

Job Purpose:

The overall responsibility of this role is to develop and grow sustainable economic benefit from a Portfolio of vanilla, Structured Trade and Commodity Finance customers, through effective business development strategies that will ensure SBM Bank Kenya Limited becomes the leading Trade and commodity financing partner.

Key Responsibilities:

Business and Financial (40%)

• Originate and structure business deals by capturing end to end sequence of events and mitigating any possible risks.
• To steer the development and documentation of strategic and business plans for trade finance and ensure timely implementation, monitoring and evaluation of these plans.
• To proactively manage new and existing names within the SME, Corporate, Consumer banking portfolio and ensure growth of the bank’s wallet share.
•  conduct joint calling with RMs / ROs to provide technical product expertise.
• To plan, coordinate and manage trade sales pipelines.
• Develop, onboard and maintain working relationships with various Trade partners with a view of optimizing value to the Bank.
• Support other departments in the Bank by structuring innovative financial transactions to meet the customers’ requirements for Structured Trade
• Tailor and structure various transactions to meet each customer’s unique models

Customer And Markets(20%)

• Identify business opportunities and threats then utilize them to position Trade finance Business for the overall competitive advantage of the Bank, within the stipulated service level agreements.
• Develop wide product knowledge and offerings of the various competitors in the industry to enable development of a competitive product.
• Liaise with other departmental teams in structuring commodity financing transactions, to ensure that customer needs are met in an efficient and timely manner while safeguarding against potential operational risks.
• Work towards achieving targets in line with the Bank’s products and services.
• Providing exceptional service to existing and potential clients in the Bank’s chosen Markets.
• Monitoring of market and competitor activities to collate new information on trade finance trends to facilitate competitive pricing of trade finance products and early tapping of potential businesses.

Operational and Sustainability(20%)

• Maintain product profiles and audit for products and transactions in order to have a readily available database for Bank’s future use.
• Ensuring all trade income is recognized in the relavant GLs without leakages through active participation of auditing various trade finance processes.
• Ensure all customer instructions on Trade instruments are well executed by customers.
• Ensure all exceptions approved by credit/operations on customer instructions are ratified within agreed timelines
• Ensure all formats of instruments issued to clients are approved by legal
• Maintenance of a healthy business environment by ensuring compliance with both internal and external regulatory requirements.
• Work closely with credit, operations, risk, legal and compliance units to ensure effective controls to mitigate against business risks associated with trade finance

Key Competencies/Learning(20%)

• Ensure branch and business teams are trained in trade finance solutions
• Ensuring the operations staff who handle the trade finance documents and transactions are well trained by offering technical support as needed.

Customers of this Position

External:

• All the relevant banks customers majorly Corporates, larger SMES.
• Financial institutions both Local and international, and various underwriters.
• Various Stakeholders in the trade industry including the Collateral Managers
• Various other trade counterparties, including the regulators like ICC, in cases where arbitration is called for.

Internal customers:

• Relationship and Business development Teams
• Trade finance operations department.
• Credit department

Experience, Knowledge; Skills and Experience required for this Role Job Knowledge

• At least 4 years’ experience in a trade finance related environment
• Deep understanding of international Trade and various governing rules. (UCP, ISBP) and other relevant provisions of ICC
• Working Knowledge on structured trade and commodity Financing and Collateral Management.
• A good knowledge of the CBK’s prudential guidelines as pertains to lending
• A good understanding of the Capital Markets; NSE; Central Bank rules and regulations with respect to the various instruments issued or traded through them.
• Strong marketing, negotiating and decision-making skills.
• Ability to perform financial analytics.
• Should be thorough, keen to detail and be quality conscious.
• Good communication and interpersonal skills.
• Intermediate credit skills as well as a good understanding of Corporate/SME

Professional Qualifications:

• Certified Documentary Credit Specialist (CDCS)
• CPA/CPS/AKIB/

Relationship Manager, Transaction Banking

Job Purpose:

To Support Head Transaction Banking in delivering and implementing overall cash management solutions for business strategy.To provide liaison and work with Corporate, Business Banking and Branch Banking sales teams to identify and deliver Transaction Banking Solutions.

Key Responsibilities

• Business development
• Implementing budgets to meet financial and other objectives
• To be a creative, harmonious and effective team player
• To participate actively on changing focus of business, staff, delivery channels in line with strategy Sales and Relationship management
• To sell transaction banking Solutions to customers in the most efficient and cost-effective way
• Identify customer needs based on customer interaction and interface with Account Managers.
• Develop innovative based transaction banking products to ensure a leading proposition for clients.
• Ensure a high cross-sell of TB products, through awareness and training
• To develop close and effective contacts with key clients.
• Identify and suggest potential revenue opportunities in existing and new markets
• Assist in expanding the target market of TB products, liaising actively with a diverse set of stakeholders.
• Ensure efficient and accurate product management financials, volume, trend and variance analysis.
• Actively update and develop the deal pipeline for growth.
• Ensure speedy testing and updating of systems.
• Assist in migration of clients onto the electronic channel
• Guide RMs with account strategies and account problem resolution.
• Foster a sound working environment to enable strong alignment and cooperation within the CB team and with other key partners within the Bank
•  Ensure all processes associated with the delivery of the TB Services offering are streamlined and efficient
• Prepare monthly management reports
• Prepare monthly sales updates and estimated revenues and customers migrations

Job Experience:

• At least 6-8 years in Banking with products experience or Banking operations bias
• Knowledge of banking products and operations, deposits and other liability instruments, trade finance products will be an added advantage
• Good organizational and time management skills are highly desirable.
• Result driven team player.
• Inclusive, flexible, internationally savvy and sensitive to client culture.
• Understanding of country fund flows and regulatory requirements

Knowledge: Skills and Experience required for this Role

• A good understanding of Liquidity and working capital management.
• Thorough hands-on understanding and mastery of payments systems and payments modes both cross border and domestic
• A good appreciation of foreign exchange products
• A thorough and deep understanding of Banking and banking operations
• A good appreciation of project management
• A good understanding of systems & system integrations

Key Relationships

Direct Reports to this Position

• 2 Officers

Customers of this Position

• Branch Managers
• Sales Managers
• Relationship Managers

Education Qualification:

• Bachelor’s degree in a business-related field required at a minimum

Bancassurance Sales Officers – 6 Posts

Job Purpose

The purpose for this role is to have dedicated insurance sales officers tasked to drive the penetration of insurance among core bank customers, foster cross-sell and revenue growth. Collaborate with key stakeholders internally and externally to optimize the bancassurance distribution channel. To implement sales plans/actions/ promotions and identify sales opportunities To ensure compliance objectives are adhered to.

Key Responsibilities

Strategy (80%)

• Drive the sales of insurance products within bank branches/segments
• Arrange for bank staff insurance product training, staff hurdles and refresher sessions
• Provide customers with comprehensive insurance consultations and solutions.
• Monitor and analyze sales performance and adjust strategies accordingly.
• Collaborate with bank management to develop and implement marketing campaigns.
• Ensure compliance with regulatory standards and company policies.
• Support the Segment/ Regional teams to ensure that insurance business is done on time, and through SBM Bancassurance Intermediary Limited
• Drive insurance penetration into the customers database

Key Result Areas in strategy

• Sustained Revenue Growth
• Customer retention
• Insurance product penetration

Compliance (10%)

• Ensure all regulatory requirements are met by ensuring compliance to the insurance act and SLA’s
• Ensures review and escalation if required of Sales administrative issues.
• Responsible for compliance with business procedure manuals
• Ensuring all claims are reported, tracked and resolved as per SLA by COE
• Ensure compliance with Snap checks process and internal audit.

Business fulfillment(10%)

• Ensure all premiums are collected from all sales as per laid down procedures in accordance with the insurance Act and SLAs with partner insurers
• Zero tolerance to non-collection
• Ensure all regional/segment insurance sales are placed through the centralized Bancassurance team to avoid revenue leakage
• Manage all aspects of premium refunds raised by sales teams
• Support customers by proposing credit arrangements such as IPF, Credit card

Knowledge: Skills and Experience required for this Role

• Sales and Marketing Skills ▪ Strong interpersonal skills to build and maintain relationships with bank partners, agents, and customers.
• In-depth understanding of health insurance products, including coverage options, benefits, and exclusions.
• Capability to provide training and support to bank staff and agents on selling insurance products.
• Ability to adapt to changing market conditions, customer preferences, and organizational priorities.
• Customer focus.
• Ethical conduct, ensuring transparency and fairness in interactions with customers and partners.

Competencies required for this Role:

• University degree, preferably in Commerce, Economics or Business Administration.
• AIIK Diploma / CII Diploma or verifiable progress toward attainment of the same.
•  At least 1 year experience in Bancassurance sales.
• Understanding of and experience with Insurance products and processes

Assistant Manager –Forex Trading Dealer

Job Purpose:

Control and co-ordinate the bank’s foreign currency spot and forward positions created by sales and purchases to and from inter-bank, branches and clients and manage the resulting market risk positions profitably and within agreed proprietary trading limits.

Key Responsibilities

• Trading: Execute and negotiate foreign exchange transactions to ACHIEVE budgeted targets. Focus on G10 Currencies (GBP,EUR, JPY, AUD)
• Management of positions created by customers and branches, by either accessing the interbank market to neutralize positions or running proprietary risk within limits signed off.
• Achieve returns through a working knowledge of foreign exchange hedging strategies utilizing market liquidity, volatility and pricing.
• Strategy: Formulate strategies to target and increase trading with local and foreign counterparties through new trading platforms, new markets, new currency pairs and new products.
• Provide assistance on an ongoing basis with the sales team about product capabilities, changes in products as required and quote clients when the sales team are out for meetings.
• Structure and price treasury products.
• Provide analysis of economic indicators, technical, intra-day movements and their effects on specific currency pairs to the treasury team.
• Maintain strong relationship with the dealer community.
• Adherence to trading, credit and settlement limits.
• Understand and perform the functions necessary to book trades in the foreign exchange system of record (Acumen and Flex cube) and work directly with sales, middle office and treasury back office in resolving issues with trade tickets, confirmations, payment advice and reports.
• Monitor and evaluate trading results.
• Client service i.e. Serve as primary contact for AAA clients who have specific clients in currencies and identify additional business opportunities.
• The trader will also be a proxy to the Money Market desk

Customers of this Position

• All Banks and FIs
• All Departments in the Bank

Knowledge: Skills and Experience required for this Role

• Bachelor’s degree in finance, Accounting, Economics or Mathematics. MBA/CFA in progress desired.
• ACI Dealer Certification
• 2-5 years of relevant foreign exchange practices.
• Knowledge of underlying financial theory behind foreign exchange and foreign exchange options including market liquidity, volatility, pricing, and trading/hedging strategies.
• Knowledge of electronic execution platforms and trading systems.
• Knowledge of trading costs and settlement practices.
• Good understanding of macro-economic indicators and their practical implications on the money market.
• Ability to communicate at all levels and client service abilities.
• Detail oriented and very precise with numbers.
• Composure to perform well under pressure and make rapid decisions.
• Proficiency in Microsoft Office Suite
• Flexible and ability to thrive in a fast-paced, unstructured environment.

Competencies required for this Role

• Knowledge/experience of FX contracts, debt capital markets, securitization, covered bonds, asset & liability management techniques, IAS 39.
• Able to contribute innovative ideas to improve the performance of the Treasury function and to assist in core business development and meet targets.
• Having good communication skills to cultivate & develop long relationships with clients.
• Ability to cooperate with fellow employees and work closely as a team player within the department, marketing department, customer service and treasury back-office.
• Good time management & multi-tasking skills.
• Ability to handle pressure & stress of market volatility during trading, excessive workload and extra responsibilities.
• Keep up to date with current global developments, including economic & political.
• Self-development and keeping up to date with latest market developments and technology.
• Good analytical skills and problem-solving skills.

Method of Application

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

• Assistant Relationship Manager, Trade Finance
• Relationship Manager, Transaction Banking
• Bancassurance Sales Officers – 6 Posts
• Assistant Manager –Forex Trading Dealer