Deliver exceptional Commercial banking growth through the provision of efficient business development, customer retention Operational efficiency.
JOB SPECIFICATIONS
Academic:
- Bachelor’s Degree in business related field.
- Master’s Degree will be an added advantage
Professional:
- Professional Qualification CPA, ACCA, Credit Management, Customer Relationship Management Course.
Desired work experience:
- Above 10 years banking experience in sales, customer service and relationship management.
- Credit skills and knowledge of Commercial Banking products and policies
JOB COMPETENCIES
Technical Competencies
- Knowledge of Banking and Business Operations: Well round knowledge of ALL the Bank’s operations and processes and excellent knowledge of Bank policies and procedures
- Risk Management: Ability to anticipate and mitigate risk by developing appropriate Risk Management Policies for the Bank
- Audit Standards and Legislations: Excellent knowledge of International Accounting and Audit Standards, and Legislations
- Compliance and Regulatory Framework: Top notch understanding of the regulatory issues, reporting and operational requirement as provided by CBK, KRA, KIB, etc.
- Conceptual and Analytical Skills: Ability to quickly grasp and understand systems and keen to detail
- Technology Skills: Knowledge of computerized Internal Audit Techniques, Computerized accounting and financial systems, banking applications and spreadsheets
Behavioral Competencies
- Communication and Interpersonal Skills: Ability to build rapport easily with customers, have well developed oral and report-writing skills, and have the ability to work with, lead and build motivated teams
- Results and Achievement Oriented: strives to achieve results, enjoys measuring others, being measured, and being judged on performance standards and those of others he leads
- Personal Ethics: Must be honest, fair, just but firm with himself, and of high integrity
Negotiation Skills: Must be a good negotiator, particularly in changing behavior and work practices but always Win/Win
Perspective % Weighting (to add up to 100%) Output
Financial (45%)
- Formulate and implement sales plans/strategy aimed at identifying and attracting new loan and deposit clients to the bank and increasing the share of wallet from existing customers.
- Develop a clear aggressive sales pipeline to both existing and potential customers ensuring to file all call reports to the Head of Business Banking.
- Collaborating and coordinating the development and implementation of sales initiatives with BMs, RMs & the Sales Team to maximize on selling opportunities.
- Monitor market conditions and trends and constantly give feedback to the Head of Commercial Banking and Head of Product Development.
- Develop a strong customer relationship management system aimed at customer retention and maximizing on every relationship.
Internal business processes (40%)
- Ensure that Bank’s Credit Policy is adhered to at all times in granting facilities
- Ensure all KYC & AML processes are followed with regards to new business and proper documentation is in place
- Review all information, documentation and loan application package obtained from the applicant for adequacy, completeness and compliance with all Commercial Banking requirements.
- Contribute to the loan decision-making process by providing in-depth, high-quality credit analysis and comprehensive loan write up for presentation to the Credit Committee for review.
- Review and manage NSF Report to ensure no loss arises from operational lapses and ensure compliance with operations risk requirements
- Monitor the loan related accounts for arrears and work with the borrowers towards 0% portfolio at risk.
- Follow up and obtaining of security documentation and other particulars stipulated in the sanction to facilitate perfection of security documentation and loan disbursement.
- Client visits and unit inspections where there is lending to monitor the utilization of the loan proceeds and explore other opportunities of increasing the wealth share.
Customer (5%)
- Execute a focused relationship management and sales strategies that will result in increased revenue, profit, share of wallet and contained PAR within Bank guidelines.
- Identifying customer needs not met by existing products and the implementation of new products and services
- Utilize the customer relationship management system aimed at customer acquisition, retention and maximizing on every relationship.
- Develop and continuously review the account plans and customer growth plans.
Outcomes
- Improved customer Relationship Index
- Improved Experiential Net Promoter score
- Improved Customer effort score
People Management, Learning & growth (10%)
- Demonstrate NCBA bank values
- Drive and embed a strong performance culture through an inspiring and rigorous performance management discipline for self, RMs & Client Service Officers in the designated region.
- Ensure continuous learning and development to attain required learning hours
