Job Purpose Statement
Deliver
exceptional Commercial banking growth through the provision of efficient
business development, customer retention Operational efficiency.
Duties And Responsibilities
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
Qualifications
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
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
How To Apply