Job Title
Senior Relationship Manager – Corporate Banking

Reports To
Head, Corporate Banking

Unit
Corporate Banking

Department
Corporate Banking

Job Purpose Statement
Manage a portfolio of corporate customers; serve as their primary point of contact and financial advisor as well as prospect and acquire new corporate customers to grow the Bank’s revenue and share of wallet for the assigned portfolio in line with the Bank’s strategy.

Develop and implement account plans for the assigned portfolio target market,
Structure and sell solutions that address the customers’ needs.
Customer acquisition, satisfaction, growth and retention are critical to succeed in this role.
Manage staff who shall be assigned for guidance /and daily supervision
Responsible to assist Head of Corporate Banking from time to time for assigned tasks/responsibilities
Collaborate with all key stakeholders within the bank to ensure fulfilment of all deliverables.

Actively engage Client Service Managers/and other support functions towards seeking customer excellence.

Key Accountabilities (Duties and Responsibilities)
Departmental Objectives (Financials)
This position is responsible for achievement of the portfolio’s annual financial targets both P&L and balance sheet.

Balance Sheet Growth
Profitability: PBT
Clear and effective portfolio growth strategy that is translated into performance scorecards that deliver revenue, profitability and share of market objectives.
PAR contained within the limits set.
NPL < 5%.
PAR aggressively managed within the first 30 days to minimize conversion to NPL status.
Risk & Controls
Responsible for adhering to approved policies and procedures and providing feedback on the same so as to keep them competitive.

Education
Audit issues closed within the quarter of identification, or within the agreed time frames, whichever is shorter.
Nil repeat findings
100% SLA Adherence
100% adherence to agreed turnaround times
Customer Experience
Driving customer satisfaction, developing and growing relationships with existing and potential customers, identifying opportunities for business development and guiding product development.

Accurate real-time CRM data
Customer satisfaction:
Net Promoter Score
CSI/RSI
People & Culture
Delivering the performance objectives set and managing his/her own learning and development to build capacity and avail him/herself for coaching and training opportunities.

Level of own development plan maintenance.
Own competency score.
Job Dimensions
Reporting Relationships
Direct Reports: N/A

Indirect Reports: From time to time, Relationship Managers or Account relationship officer may be assigned to you to superviseJob Posting Service

Stakeholder Management
Internal: All Bank departments External: Corporate Banking customers, financial institutions, industry players, national and county governments, regulators, etc.

Decision Making Authority / Mandates/Constraints
Pricing structures and negotiation parameters.
Recommending the product offering for the portfolio.
Escalation point to sustain value-add customer relationship.
Work Cycle and Impact
The job holder works on an annual cycle.

Ideal Job Specifications
Academic
Bachelor’s degree from a recognized accredited university.

Professional
At least 5 years’ experience in Corporate Banking and Relationship Management experience in a Banking or Financial institution environment

Desired Work Experience
Proven track record of consistently achieving a portfolio’s financial growth.
Experience in products, bank operations and customer experience is highly desirable.
Knowledge of the local banking industry, banking products, banking services and banking regulations. Sound working knowledge and understanding of general Commercial Banking regulations and practices.
Ideal Job Competencies
Technical Competencies
Banking

Broad based working / operational knowledge of banking (breadth and depth).
Certification in multiple areas of banking and/or banking support services.
Reference point and mentor for customers, colleagues, partners, for areas of expertise
Job Posting Service
Leadership

Exercises self-leadership delivering assigned work in line with professional and technical standards within given time frame.
Has the cognitive intelligence to draw together contrasting strands of information and present a compelling position.
Adheres to the company’s values and policies and delivers to set objectives. Has high moral intelligence.
Supervise appropriately all team members who shall be assigned for guidance /supervision
Customer Management

Creates value adding solutions drawn from different product offerings to address client needs. Socialises and sell the solution to the different stakeholders as appropriate.
Closes the sale and monitors realisation of value for both the client and the bank.
Behavioural Competencies
Emotional Intelligence Knows own strengths and limits; aware of own emotions and the effect they have on others and has the self-control to keep disruptive emotions and impulses in check.

Social and Cross-cultural Awareness Interacts with people (colleagues, customers, stakeholders and the public at large) in different social and cultural environments, showing respect and positive regard for them in an ethical and appropriate that are consistently with the values of the organization.

Agile Able to change plans, methods, opinions or goals in light of new information, with the readiness to act on opportunities.

This JD is signed-off with reference having been made to the organization’s core values and aligned competencies against these values.