Relationship Manager – Liabilities at Co-operative Bank of Kenya

Job Description

We are seeking to recruit an experienced professional and innovative individual with imagination and great drive as well as determination to deliver a clear vision and first-class services in the Public Sector Portfolio. If you have an excellent sales track record in this area with solid liability drive and credit experience, this opportunity should be your next career move.

The Relationship Manager will be charged with the responsibility of establishing and deepening value driven cordial banking relationships with all clients within the target market segments. He/she will aim to increase the Bank’s visibility among the target clients, to achieve the balance sheet and profit targets as set by the bank, and work closely with product teams and Branch network in the region to identify and onboard business opportunities, undertake the preparation of business and credit proposals as required.

The Role

Specifically, the successful jobholder will be required to:

• Develop and nurture strategic relationships with the clients to ensure that the Bank maximizes on the business potential / wallet size of the customer.
• Continually recommend improvements and adaptations to existing systems, processes and structures in order to ensure current and future viability of the relationships.
• Acquire new corporate level clients and continuous monitoring and nurturing of the relationships to ensure that clients are always satisfied with the Bank’s services and solutions.
• Develop and package winning value propositions targeting major relationships with huge potentials for Cheap and Deposits, Quality Assets, Non-funded revenues and wide value chain/ecosystems.
• Identify key contacts and Key Business Influencers within the clients’ business and foster a relationship to ensure cutting edge information about the client’s business objectives, opportunities and threats for proactive management.
• Develop an intimate understanding of the client’s industry and business; analyze their modus operandi, management practices and market conditions affecting the long term sustainability and viability of the business and sector.
• Introduce specialist skills on specific products and product mix at the appropriate time and level in order to create solutions which effectively satisfy client needs.
• Initiate and monitor customer/Bank contact at all levels, ensuring that customers enjoy the highest standards of service.
• Proactively monitor markets and pre-empt risks for both the Bank and the client with timely identification of potential problem accounts and formulating appropriate risk mitigating strategies.
• Keep abreast of developments in the market; be aware of and target projects to be carried out by National and County Governments, Parastatals, and private sector Corporates, and onboard them including their ecosystems.
• Scope for and onboard collections business and main operations accounts from cash rich corporates in the assigned region.
• Fully activate Sales Force effectiveness through comprehensive account plans, deal pipelines, customer visits and call reports (DILO) and accelerated conversions to consistently meet the signed KPIs.

Desired Skills and Experience

• A Bachelor’s degree in a Business related field: Marketing, Economics, Business Administration, Finance, Accounting, or any other relevant field from a recognized university.
• A minimum 3 years’ experience as a Relationship Manager managing corporate and institutional clients.
• Knowledge of various bank’s products and services including those that are being developed.
• Knowledgeable in Trade Finance transactions and its associated processes with experience in corporate lending especially to state owned institutions.
• Excellent understanding of credit, business and industry-associated risks profile of diverse industries.
• Analytical and presentation skills for pitching proposals and responses to Request for Proposals and for preparing credit applications.
• Demonstrate solid awareness in operational risk and quality while driving service excellence.
• Demonstrate good knowledge on financial institutions and professional bodies.