The role of the Corporate Relationship Manager is centered around driving the growth of Commercial International Bank (CIB) Kenya's Corporate Banking business. This involves actively acquiring new corporate customers, robustly managing the existing client portfolio, and increasing product usage through strategic cross-selling, particularly focusing on liability and cash management products. The core objective is to ensure high-quality business growth consistent with the Bank’s strategy while maintaining excellent customer relationships.
Key Responsibilities
Job Purpose Statement
Responsible for growth of the Bank’s Corporate Banking business, acquisition of new customers; selling banking products; quality of relationship management and maintenance of portfolio of existing customers; and increasing usage of the Bank’s products by cross-selling.
Financial Responsibilities
- Play a critical role in new client acquisition and the management of existing client relationships to achieve desired quality business growth aligned with the Bank’s strategy.
- Establish and develop various sales strategies in liaison with the Business Development Team to meet evolving customer needs.
- Develop structuring and financing recommendations tailored to complex client needs through synthesis and evaluation.
- Grow the customer base by prospecting and signing up new customers; manage relationships to ensure optimum customer retention and income generation from the sales of all appropriate bank products (Institutional, Corporate, or Personal).
- Develop, market, and monitor Liability and Cash Management products to expand the Bank’s deposit customer base, primarily targeting corporate clients and focusing on funding cost-reducing liability products.
- Develop and undertake marketing for new Liability and Cash Management products to target customer groups/markets to expand the business base.
- Initiate and support projects for developing or improving bank products.
- Maintain, acquire, and reactivate customer relationships to improve deposit liability growth and mix.
- Effectively and proactively manage the cost of funds by mobilizing deposits from clients and developing initiatives to reduce the cost of doing business within the department.
Customer Responsibilities
- Manage an assigned customer portfolio, ensuring clients receive the appropriate level of service and advice tailored to their specific needs.
- Establish and maintain appropriate Relationship Management and portfolio maintenance systems for tracking performance and taking prompt actions to ensure competitive customer satisfaction and compliance standards are consistently met.
- Enhance client retention by providing a one-stop point of contact for all the client’s needs while delivering world-class customer service.
Internal Business Process Responsibilities
- Establish appropriate quality and productivity benchmarks for business development (customer acquisition and sales) and portfolio maintenance.
- Ensure effective day-to-day contact and management of existing Liability and Cash Management customers to increase the Bank’s share of business and reduce the funding cost base.
- Reconcile all transactions on customer’s accounts where necessary.
- Assist with the processing of customer’s letters of credit and invisible transactions.
Functional Responsibilities
- Establish and maintain effective communication systems to ensure adequate information exchange within the team, vertically along hierarchies, and horizontally with other departments.
- Conduct market research and competitor analysis within the industry and strategize plans that give the bank leverage and a competitive edge.
- Ensure customer pricing adheres to the bank’s pricing policies and/or guidelines.
- Recommend the creation of viable and profitable risk assets to increase business office profitability.
- Maximize account profitability and increase wallet share by cross-selling other products and services to the bank’s customers.
- Drive collections in customer accounts used for FX and other businesses.
- Ensure proper documentation throughout the credit application and ailment process.
- Prepare weekly and monthly statistics/performance reports for management use.
- Maintain a comprehensive database of the customer’s operational records including existing and prospective customer data.
- Perform other duties as assigned by the departmental head or designate.
Job Specification and Requirements
Academic Qualifications
- Minimum of a Bachelor’s degree and/or Professional Qualification in Banking-related disciplines.
- A Master’s Degree is an added advantage.
- Proficiency in Microsoft Office Suite.
Professional Qualifications & Experience
- Professional qualification in Credit Analysis.
- Professional qualifications in ACCA, CPA, CFA, etc. are an added advantage.
Desired Work Experience
- At least 5 years’ experience in a similar role.
- Must have experience in Sales, Personal/Business/or Retail Banking.
- Experience in Credit Analysis and administration.
- Experience in Bank operations covering Cash Management, Clearing, Accounts, and Administration.
