Relationship Manager
Job Purpose
Key Responsibilities/Accountabilities
Qualification
Key Responsibilities/Accountabilities
Qualification
Key Responsibilities
Qualification
Key Responsibilities/Accountabilities
Qualification
Key Responsibilities
Qualification
Job Purpose
To provide a proactive business banking sales and service
management function that will retain and grow a portfolio of small and medium
enterprise customers by identifying and implementing value adding and
specialized business banking financial product solutions from a range of
standard and/or customized offerings.
Key Responsibilities/Accountabilities
·
Profitable Growth in Sales Explaining, promoting, selling and/ or
customising a range of appropriate Stanbic Bank product Offerings/financial
solutions that meet the financial needs of small and medium enterprise
customers.
·
Selling includes acquiring and opening new business accounts on a
face-to face basis, as well as Cross-selling additional value adding products
& services to existing customers to assist them in growing their businesses
·
Identifying sales leads for associate company stakeholders e.g.
Vehicle and Asset Finance; Electronic Banking; banc assurance /wealth management
(where available), etc. Mining existing customer data to identify expansion
and/or additional business opportunities.
·
Identifying opportunities to migrate top-end relationships.
·
Developing and implementing a client calling schedule to visit key
clients in need. Customer Service Quality and Efficiency
·
Providing a central information/ query service point for the
portfolio.
·
Performing a liaison role between customers and back-office
service fulfilment and credit functions.
·
Interacting with clients and conducting needs analyses to assist
clients to better understand their financial requirements.
·
Accurately and efficiently processing customer mandates/
documentation requirements for banking facilities.
·
Lending Support and Risk Management Planning and implementing
annual credit reviews for the portfolio.
·
Explaining credit loan facility options and qualifying criteria to
customers.
·
Supporting customers in the completion of credit application
information requirements e.g. balance sheets, financial statements and
management accounts. Motivating and processing non-scored and scored credit
applications.
·
Notifying customers regarding the approval/ decline of credit loan
facilities.
·
Monitoring of daily referrals to ensure that client facilities are
managed within the parameters set by Credit.
·
Exercising discretion regarding account conduct based on a close
knowledge and understanding of client activities.
·
Compliance with Legislation Compliance with general banking and
Credit policies and procedures.
·
Ensure KYC requirements compliance on relationships within
portfolio. People Management Managing a team of Business Bankers (where
applicable) and the Account Support Officer(s) ensuring that work standards and
quality work output targets are set, achieved and maintained. Managing team and
individual performance.
·
Identifying strengths and development areas and ensuring that
staff receive the requisite skills to do their jobs. Proactively coaching and
mentoring subordinates.
Qualification
·
Bachelors Degree (min. 2:1) preferably banking related e.g.
Business Admin, Banking, Finance, Accounting or Economics.
·
A Masters degree (MBA, Banking, Finance, Economics etc) or banking
related Professional Qualifications (e.g. CFA, ACCA, ACIB etc) would be an added
advantage.
·
Experience Previous experience as a Business Banker managing a
portfolio in the small business environment is preferable. This experience
provides an understanding of how businesses operate, as well as understanding
the business risks, industry risks and financial requirements pertaining to the
market.
·
And/OR Previous experience as an Account Analyst responsible for
servicing business clients and preparing Credit applications.
Skills/Expertise Knowledge
·
Good knowledge of general banking practices and procedures.
·
Good numerical skills and financial acumen to analyse and evaluate
financial statements, balance sheets and ratios.
·
A sound understanding of cashflow cycles pertaining to the
industry being analysed. A basic current knowledge and understanding of
different industry sectors and sector risk trends; this includes a basic
understanding of the impact of climactic conditions on the agricultural market
(if there are agric clients in the portfolio).
·
A thorough knowledge of standardised business banking products
(features & benefits) and pricing.
·
Good knowledge of Personal Banking product offerings.
·
A good knowledge of financial investment options, vehicle and
asset finance and electronic banking options for lead generation purposes.
·
A basic understanding of market economics.
·
Knowledge of competitor offerings.
·
A sound working knowledge and understanding of Credit principles
and practices i.e. credit applications, securities, balance sheet requirements,
behavioural scoring.
·
A good knowledge of the BankMaster/T24 system to capture and
access customer account information.
·
A strong knowledge of the terms and conditions of multiple legal
entities (companies, close corporations, sole proprietorships etc.) in the SME
market and the legislative restrictions & requirements governing these from
a financial services perspective.
·
A basic knowledge of the Companies Act and the Companies and
Intellectual Properties Registration Act (CIPRA) for correct documentation/
mandate preparation purposes.
·
Sound knowledge of Managing Local Market (MLM) sales principles
and practices to optimise portfolio retention and growth.
·
A good knowledge of administration processes and procedures
pertaining to Business Banking transactions.
·
Excellent verbal, written and telephonic communication skills.
·
Knowledge of how to use the Group Reference Guide to access/ look
up relevant information. Sales and financial targets as per KRA scorecard:
Location: Branch/ business centre based
Knowledge Competencies
·
Business Knowledge and Contribution
·
Risk Management
·
Project Management
·
People Management
·
Financial Management
·
Change Management
·
Knowledge Management
How to Apply
Home Loans Consultant
Job Purpose
Job Purpose Establish, maintain and leverage estate agent and
developers for end user finance Ensure acquisition of new home loan customers.
Provide primary point of contact to customers by identifying their finance
needs and fulfilling on them.
Key Responsibilities/Accountabilities
·
Develop business opportunities by following up/pursuing leads.
·
Conduct daily / weekly / monthly calling programs within the
estate agent and developer arenas and focusing on high potential value
prospects. Identify and follow up on new customers to increase mortgage market
share.
·
Market and provide information on the full range of Affinity
market/upper salaried products to customers to optimize cross-sell.
·
Follow up on sales to ensure that customer requirements have been
met.
·
Clearly understand sales targets set for self and unit.
·
Pro-actively work with all bank departments to drive mortgage
sales
·
Actively participate in all group scheme bank days to acquire
business.
·
Pro-active involvement in sales activations, open days and expo’s.
·
Ensure Zero rework’s on all home loan applications in order to
improve on TAT Leverage on Mortgage customers in order to cross sell other bank
products. Sales, cross-selling and targets met.
·
Risk control, compliance, safe custody and physical security
procedures in place and adhered to with regard to all Customer documents &
Instruments Applications sent to Credit meet all the requirements and are
sufficiently followed up to reduce TAT for the customer.
·
Customer query/complaint trends identified and root causes
resolved at source. Satisfied and well-informed customers as measured by
Customer Satisfaction Survey ratings.
Qualification
·
Relevant Degree from recognised University.
·
Previous experience in sales and marketing especially
mortgages and or property sales
Knowledge/Technical Skills/Expertise
·
Computer literacy and knowledge of personal computers and software
packages such as MS Word, MS Excel, MS PowerPoint, MS Access.
·
Working knowledge of SAP, Model Bank /T-24.
·
Knowledge of and exposure to Personal and Business Banking
network.
·
Knowledge and exposure of the Kenyan property market and relevant
laws
·
Knowledge and exposure of Mortgage lending process
·
Basic understanding of banking financials Sales and marketing
experience in mortgages or property sales is a bonus
·
Thorough knowledge and understanding of local target market
profiles.
·
Thorough knowledge of the retail products and services
·
Knowledge of risk management and credit principles, including an
understanding of the terms and conditions of sanction.
·
Comprehensive knowledge of bank’s laid-down policies and
procedures relating to all areas under control.
·
General knowledge and understanding of financial statements,
including application of policies and principles for evaluation and management
of the risk associated with lending
How to Apply
Vehicle & Asset Finance Sales Consultant
Job Purpose
·
To provide supervisory role in the VAF support team, responsible
for the optimization of customer service to perform due diligence checks,
continuously contact the loan applicant after the approval processes up to
draw-down.
·
Ensure that service levels, both to external and internal
customers, and work processes are maintained and run both efficiently and
effectively in line with customer value propositions to achieve business growth
& market share targets, risk management and cost management objectives.
·
Exhibit knowledge and technical skills development through
continuous coaching, motivational and training participation, thus maintaining
a highly effective and efficient performance in this supervisory role.
·
Facilitate proficient information and communication distribution
to all key stakeholders throughout the decision making process, whilst ensuring
that policies and service level agreements are adhered to and maintained. Also
take corrective action where these are deviated.
Key Responsibilities
·
Business Growth Collaborate with sales teams and support units to
seek sales growth and business improvement opportunities.
·
Agree on conversion budgets / targets and work with the sales
teams to ensure these are achieved.
·
Relationship Building Establish and maintain a strong customer
focus approach both with internal and external stakeholders.
·
Facilitate and develop sound relationships with dealers.
·
Facilitate and develop sound relationships with the internal
channels such as POR/Branch Network, Sales Units and Product departments.
·
Ensure that sub-ordinates maintain a good rapport with customers
and dealers in a professional manner. Manage arbitration of queries and
complaints.
·
Keep customers informed on the progress of their applications and
drive this culture throughout the team.
·
Legislative Compliance Adherence to the VAF Credit Policies,
Legislation (KYC) and Code of Banking Practice. Identify and address any fraud
related activities and ensure risk exposure is minimized.
·
Complete disclosure to the customers in terms of accreditation,
repayments, service fees, and commission.
·
Operational Administration Track new applications submitted to
ensure acceptable turnaround times are met.
·
Identifying and monitoring loss experience and implement
preventative measures.
·
nform the client /dealer on all approval related conditions.
·
Ensure that allocated work is processed within the set turn around
times, therefore meeting monthly tat targets.
·
Conduct spot checks on their own work to ensure accuracy and
adherence to SLA’s.
·
People Management Clarify individual role ensuring clear targets
are set and goals are achieved.
·
Optimize personal performance through development promoting the
right skills, competencies and business accountability.
·
Observe and deliver key result areas in line with business
objectives.
·
Manage personal performance and productivity.
·
Identify skills deficiencies / training needs and engage with the
Team Leader to address appropriately.
·
Have weekly informal and monthly formal performance discussions
with the Team Leader.
Qualification
·
Relevant Degree from a recognized University Professional
Qualifications
·
Banking examinations desirable.
·
Experience 2-3 years banking experience.
·
Exposure to leadership development is an advantage.
·
Relevant Sales and Service experience.
Knowledge/Technical Skills/Expertise
·
In depth knowledge of Vehicle & Asset Finance (VAF) and
Insurance Premium Financing (IPF) loans service delivery benchmarks and
standards.
·
Understand the Code of Banking practice and how it applies to
sales and service.
·
Thorough knowledge and understanding of the credit processes and
lending criteria.
·
Risk and Compliance Management Principles.
·
A sound knowledge of insurance / assurance requirements.
How to Apply
Transactional Banker – Private Banking
Job Purpose
Provide an efficient and technically proficient personal banking
back-up and routine support service to a portfolio of executive banking
clients, thereby ensuring speed and quality of product and service transactions
in strict compliance with laid down risk management controls and credit
procedures. Contribute to the achievement of sales and client retention targets
by constantly monitoring the status of existing accounts.
Key Responsibilities/Accountabilities
·
Internal support for all aspects of the Relationship Manager’s
portfolio.
·
Sales leads: provides Relationship Manager with leads and
cross-selling opportunities. Customer satisfaction survey: provide service to
clients whereby the service does not involve pricing changes or major
adjustments to clients’ total portfolio mix.
·
Portfolio management: ensure that the records are kept in order
and up to date.
·
Effect the opening and processing of account related documentation
by following up the status of transactions/account applications/queries or
requests with the relevant internal support areas through to conclusion.
·
Credit management: motivate credit applications and all credit
related issues for the Relationship Manager in line with credit policies and
practice
Qualification
·
Degree holder from a recognized University (min – 2nd class upper
or equivalent).
·
Experience 3-4 years general banking experience, with
exposure to executive banking. Branch frontline and sales support experience.
·
Good knowledge of banking products/investment options and the
documentation requirements underpinning these
Knowledge/Technical Skills/Expertise
·
Understanding of the Private banking market and how the businesses
in this sector operate
·
Sound knowledge of executive banking processes, products and
related documentation.
·
General credit knowledge, including an understanding of securities
and balance sheets.
·
Understanding of behavioural and application scoring systems.
·
Clear understanding of the executive banking value proposition and
delivery strategy.
·
Basic knowledge of competitor products.
·
Knowledge of support functions in the business & executive
banking markets.
·
Portfolio knowledge.
·
Attendance of applicable SBA training courses, e.g.communication
skills, product knowledge, credit training, sales skills.
How to Apply
Business Development Officer – Stanbic Insurance Agency
Job Purpose
Achievement of the sales targets, income and profit budgets To
ensure ongoing and successful sales and distribution of Insurance products for
the branches assigned.
Manage and develop sales strategies and identify opportunities.
Implement strategies for profitable results.
Key Responsibilities
·
Sales Management Handle the sales performance across all products,
both short and long term insurances.
·
Identify anomalies and develop strategies to rectify and improve
performance.
·
Provide input to branch campaigns to ensure maximum penetration
into insurance products and clients numbers.
·
Maximize penetration of SIA by achieving sales targets timeously
Correction of poor performance.
·
Relationship building
·
Constantly maintain a professional environment and celebrate our
successes
·
Timeously feedback to the network Build relationship with key
players and group companies
·
Attend regular meetings with key stakeholders Analysis competitor
trends, pricing to optimize on sales
·
Liaise with insurance companies to optimise value for bank
customers Service all complaints in respect of our products in the branches
Training
·
Ensures competency-based training on Advisory products takes place
with various stakeholders as and when required.
·
The stakeholders are trained accredited, and coached on the
various products Ongoing training to develop performance
·
Management Servicing of expenses and control cost to income ratios
·
Control expenses and use them correctly in order for us to achieve
the highest return related to sales
·
Analysis MIS and act accordingly Apply knowledge, resources and
experience to resolve problems Able to follow or professional challenge defined
processes
·
Participate in adhoc company events Support other business units
and other departments within SIA Live the values and the brand Be a brand
Ambassador Share best practices, tactics and action plans.
·
Risk & Compliance Provides complete disclosure to the
customers in terms of accreditation, Premiums fees.
·
Ensure all forms are completed correctly and send to Operations
for uploading to Bancassurance
·
Policy Management system as the record keeper Assist channel in
achieving their risk compliance ratings in terms of all SIA requirements
·
Ensure customers are satisfied with SIA Advisory products bought
in channel.
·
Provide input in developing sales strategies and identifying
opportunities in the Branches Insurance space.
·
Monitor sales performance across all insurance products, both
general and life at channel.
·
Maximizes penetration of SIA by achieving sales targets timeously.
·
Assists in repositioning on new product initiatives.
·
Profitable Growth in Insurance New Business Sales (SIA Business).
·
Important Relationships: Stanbic Insurance Agency team Customer
channels – Branch network (From direct sales to consultant level, including
Business Banker, Branch Manager and Regional Cluster Heads) SME, Wealth,
Silver, Executive Banking & Private Client segments (business unit team
leader to support officer)
·
Stanbic Enabling Functions (Operations, CCC, Credit, HR) Insurance
companies.
Qualification
·
Undergraduate degree from a recognized university Professional
banking/insurance/sales/marketing qualification
·
Previous banking or Insurance sales
·
Experience of managing and/or working within a team that delivers
·
Experience in the financial /investment and/or insurance broking
industry
·
Proven sales track record in the financial services industry
Knowledge/Technical Skills/Expertise
·
Understanding of macro-economic, business, social, political
trends and the transformation of this knowledge into operational strategy
Create, edit and print files from Word, Excel to capture and analyse
Insurance/financial data & Power Point. In depth understanding of range of
products in market, competitor advantages and disadvantages and own product
competitive position
·
A sound understanding of risk cycles pertaining to the industry
being analysed.
·
A good current knowledge and understanding of different industry
sectors and sector risk profiles/ trends.
·
A thorough knowledge of multi-level products available to Personal
banking and SME Tier II banking customers.
·
Extract and apply information to CRM (Customer relationship
management) strategy Full understanding of all products, sound knowledge of the
bank processes and procedures
·
Results orientated/Customer service focused and people orientated
Computer literacy, negotiation, listening skill, presentation skills, sales
skills, communication skills, marketing skills and coaching skills
How to Apply