RELATIONSHIP MANAGER-COMMERCIAL BANKING
Our client, a tier 3 bank seeks to hire a Relationship Manager-Commercial Banking who will be
responsible for the acquisition of new commercial banking portfolio, expansion/retention of existing
relationships and managing ARMs/Business Credit Analysts in Nairobi/ Mombasa. With support from
other key stakeholders, will help structure, underwrite, negotiate and manage complex credit, trade and
transactional relationships. Additionally responsible for developing and executing relationship
management plans for new and existing portfolio; this includes effectively collaborating with client
support and product teams as well as senior management. Should have the necessary skills to spot and
provide financial needs to our clients, cross-sale of deposit and treasury solutions. He/sheShould have
necessary industry expertise in Trade/Manufacturing/Energy/Telecoms/Logistics etc. Will act in
compliance with all Bank policies, procedures, as well as CBK prudential guidelines.
Reports to: Head of Transaction and Digital Banking
Direct Reports: Business Credit Analysts
Customers of this Position: All Branches; All Departments; External Customers
Location: Nairobi
Key Responsibilities
Business development
Maintains and grows a profitable book of business through proactive business development and
relationship management.
Structure of new and existing facilities to achieve desired revenues per client
Is highly focused on our target client profile and market; understands their financial needs and
effectively communicates our value proposition.
Develops an in-depth knowledge of Bank products and services. Analyzes the needs of clients and
prospects in order to effectively recommend appropriate products or services.
Attains established unit performance targets through active participation in sales management
process.
Supports branch teams in providing solutions to commercial banking clients.
Underwriting
Effectively identifies key risk factors associated with business opportunities and clearly articulates
a thorough credit recommendation.
Prepares credit presentations and participate in the underwriting and credit approval process.
Structures, underwrites and obtains credit approval, negotiates terms, and effectively documents
credit actions and agreements.
Ensures that all loans are documented completely, and that any
Relationship management
Takes ownership for client relationship with the Bank.
Prioritizes relationships effectively, and has an appropriate relationship management plan for
each customer.
Takes a consultative approach to understanding our client’s objectives, effectively identifies their
financial needs, implements appropriate financial solutions, and undertakes ongoing review and
assessment to ensure plan execution.
Effectively collaborates with client service team, product team and senior management to ensure
an excellent client experience.
Anticipates client needs.
Understands and addresses key relationship stakeholders, and key buying influences.
Maintains a working knowledge of bank operating policies and procedures which impact
commercial relationships.
Portfolio management
Accountable for overall portfolio management, compliance and risk.
Ensure clients in portfolio meet desired revenue per client through correct wallet sizing.
Monitors direct and operating exposures of portfolio to ensure actual performance is consistent
with approved limits and loan structures—and consistent with the understanding or expectations
that informed our credit approval.
Initiates timely changes to risk ratings to reflect changes in conditions that impact our customers
and the Bank’s risk exposure, including regulatory compliance.
Completes accurate and timely credit actions, including periodic reviews, renewals and
modifications.
Ensures that borrower reporting requirements and financial covenants are met.
In conjunction with credit administration , identifies and assesses early warning signals and takes
appropriate actions.
Teamwork & leadership
Treats people with respect; keeps commitments; Inspires the trust of others; works ethically and
with integrity; upholds organizational values; accepts responsibility for own actions.
Exhibits leadership by example, pursuing high performance and professionalism.
Perform any other duties as assigned by your supervisor
Knowledge; Skills and Experience required for this Role
Bachelor Degree in business, finance, or accounting.
7-10 years of experience managing complex commercial banking relationships/portfolio
Experience and ability to see through and structure complex import/export trade needs.
Excellent sales skills
Advanced credit skills, training and experience
Commercially aware of changing business environment , industry/market trends
Must be a self-starter, and have the ability to manage high profile relationships with minimal
supervision.
Strong leadership skills
Excellent planning, presentation skills and problem-solving skills
Excellent communication and interpersonal skills Good negotiation and conflict resolution skills
Competencies required for this Role
Negotiating terms and conditions of approvals within assigned parameters.
Preparing, presents for approval; thorough, timely, and accurately analyzed credit presentations.
Effective oral and written business communication skills.
Ability to deal with difficult problems involving multiple facets and variables in non-standardized
situations.
Effective organizational and time management skills.
Ability to manage, coach and mentor teams.
To Apply:
Applicants who meet the requirements stated above should send their applications and detailed CVs with
a day – time Telephone number to the email address:
[email protected] with Relationship Manager-
Commercial Banking on the Subject line. Candidates MUST indicate their Current and Expected salaries
