Relationship Manager – Liabilities at Co-operative Bank of Kenya

The Role

Specifically, the successful jobholder will be required to:

• Develop and nurture strategic relationships with the clients to ensure that the Bank maximizes on the business potential / wallet size of the customer.
• Continually recommend improvements and adaptations to existing systems, processes and structures in order to ensure current and future viability of the relationships.
• Acquire new corporate level clients and continuous monitoring and nurturing of the relationships to ensure that clients are always satisfied with the Bank’s services and solutions.
• Develop and package winning value propositions targeting major relationships with huge potentials for Cheap and Deposits, Quality Assets, Non-funded revenues and wide value chain/ecosystems.
• Identify key contacts and Key Business Influencers within the clients’ business and foster a relationship to ensure cutting edge information about the client’s business objectives, opportunities and threats for proactive management.
• Develop an intimate understanding of the client’s industry and business; analyze their modus operandi, management practices and market conditions affecting the long term sustainability and viability of the business and sector.
• Introduce specialist skills on specific products and product mix at the appropriate time and level in order to create solutions which effectively satisfy client needs.
• Initiate and monitor customer/Bank contact at all levels, ensuring that customers enjoy the highest standards of service.
• Proactively monitor markets and pre-empt risks for both the Bank and the client with timely identification of potential problem accounts and formulating appropriate risk mitigating strategies.
• Keep abreast of developments in the market; be aware of and target projects to be carried out by National and County Governments, Parastatals, and private sector Corporates, and onboard them including their ecosystems.
• Scope for and onboard collections business and main operations accounts from cash rich corporates in the assigned region.
• Fully activate Sales Force effectiveness through comprehensive account plans, deal pipelines, customer visits and call reports (DILO) and accelerated conversions to consistently meet the signed KPIs.

Desired Skills and Experience

• A Bachelor’s degree in a Business related field: Marketing, Economics, Business Administration, Finance, Accounting, or any other relevant field from a recognized university.
• A minimum 3 years’ experience as a Relationship Manager managing corporate and institutional clients.
• Knowledge of various bank’s products and services including those that are being developed.
• Knowledgeable in Trade Finance transactions and its associated processes with experience in corporate lending especially to state owned institutions.
• Excellent understanding of credit, business and industry-associated risks profile of diverse industries.
• Analytical and presentation skills for pitching proposals and responses to Request for Proposals and for preparing credit applications.
• Demonstrate solid awareness in operational risk and quality while driving service excellence.
• Demonstrate good knowledge on financial institutions and professional bodies.