The primary purpose of this role is to manage a portfolio of assigned clients within a specific market segment, contributing to the Bank's business growth by generating referrals or selling Institutional Banking products and cross-selling other Bank products and services to enhance value-added relationships with existing customers. This requires a strong personal drive in prospecting and acquiring new customers, pursuing incremental business within the existing customer base, managing customer expectations to sustain the business relationship, and providing beneficial business advice to the client.
Main Activities
Maintaining and building account profitability with assigned clients.
Assisting customers in analyzing problems and proposing solutions.
Developing cost-effective, long-term Asset and liability business with the assigned market segment to ensure maximum Bank profitability.
Maintaining adequate relationship contact with the assigned customer segment to ensure their expectations are managed and they have an appropriate understanding of NCBA.
Managing administrative tasks, including credit analysis and loan processing.
Negotiating terms and conditions for credit facilities and making both credit and pricing recommendations through the appropriate credit approval process.
Anticipating and remaining continually sensitive to shifting customer expectations, initiating appropriate measures to ensure NCBA stays ahead of competitors in rendering customer service.
In liaison with Retail managers who handle day-to-day transactions for Institutional Banking customers, always ensuring the bank is not unduly exposed.
Continually identifying and exploiting cross-selling opportunities that embed the bank and its products with the customers’ needs.
Ensuring compliance with Know Your Customer (KYC) and Anti Money Laundering (AML) requirements in all dealings with existing and potential customers.
Ensuring an effective call program is maintained on all assigned customers and prospects.
Championing the development of innovative products.
Participating in cross-functional activities that help promote and nurture collective responsibility toward the bigger objectives of the Bank.
Periodic performance reporting on marketing activities (as specifically defined).
Reviewing credit appraisals for facility requests and other requests.
Reviewing daily excesses/balances reports per customer.
Reviewing daily large transactions reports and reporting suspicious transactions in line with KYC/AML guidelines.
Making decisions on paying and unpaying of customer cheques/instructions.
Ensuring timely resolution of customer queries.
Executing marketing and sales initiatives in the assigned portfolio.
Providing and analyzing market intelligence and developing appropriate proposal actions for competitive positioning of products and services.
Managing and monitoring the performance of the portfolio against targets.
Key Accountabilities (Duties and Responsibilities)
Business Development (45%): Manage and retain existing relationships and generate new business in the assigned market segments by providing core banking products and services. This includes increasing the customer base, growth in balance sheet (assets/liabilities & contingent liabilities), growth in earnings, increased facility utilization, and actively cross-selling bank products and services.
Relationship Management (20%): Adequacy of personal competence to effectively perform Relationship Management tasks to ensure customer relations are maintained well to reduce complaints and retain existing customers by managing expectations. Develop strategies for maintaining and further penetrating the existing client base and execute the strategy through calls, visits, needs assessment, customer qualification, and follow-up meetings to maintain, enhance, and expand customer relationships.
Risk Management (20%): Consistency in adherence to and application of established policies, processes, and tools to achieve optimal efficiency, compliance, and cost containment. Minimization of exposures to and impact of risks associated with the client portfolio in line with Bank credit policies, NCBA regulatory requirements, KYC, and AML policies.
Credit Preparation (10%): Make financing proposals through the appropriate credit approval process by structuring proposals, analyzing financial statements, negotiating terms and conditions for facilities, and managing administrative tasks including credit analysis and processing.
General Administrative Duties (2.5%): Serve as the principal contact point for the new and assigned portfolio and prospective customers to all other NCBA units based on customer needs by promptly responding to customer issues, questions, and concerns.
Reporting (2.5%): Prepare and maintain appropriate reports on client portfolio per set operational guidelines.
Job Dimensions
Reporting Relationships:
Direct Reports: N/A
Indirect Reports: N/A
Stakeholder Management: Key stakeholders that the position holder will need to liaise/work with include:
Internal: Global Market, MCC, Branch Managers, Operations, Finance, Cash Management and Trade, Business, Retails Banking.
Decision Making Authority / Mandates / Constraints:
Personal work plan for effective time utilization in achieving the objectives of the position.
Appropriateness of the product or solution for a sales opportunity.
Escalation point to sustain value-add customer relationship.
Work Cycle and Impact (Planning):
Long Term Planning (6 months – 1 year): Plan how to generate business leads from customers with regional presence in areas where the Bank has presence with support from colleagues in these areas.
Short Term Planning (5 days – 6 months): Plan how to systematically build up potential leads and close sales.
Ideal Job Specifications
Academic Qualifications:
Bachelor’s degree from a recognized accredited university.
Relevant professional qualification in banking, finance or marketing.
Proficiency in use of MS Office applications.
Professional Experience:
7 years’ experience in Banking or related financial institution with at least 4 years in a sales or sales support role.
NCBA Bank Core Value Behaviours (Performance Drivers):
Driven: We are passionate, make bold decisions and learn from our failures. We seek new challenges and appreciate different views constantly raising the bar. We explore our full potential.
Open: Our interactions are candid honest and transparent. We listen to each and our clients. We are inclusive and always respect each other.
Responsive: We are proactive, act quickly and resolutely to deliver results. We put our customers interests at the heart of all that we do. We keep it simple and seek new ways to improve.
Trusted: As a trusted partner, we do what is morally right always. We keep our word. We are accountable and believe in each other.
How to Apply
To submit your application, please follow the link provided below.