Commercial Banking Relationship Manager for Kenya CSG – AVP at Citi

Citibank N.A. Kenya has been operating in Kenya since 1974 and has two branches in Nairobi and Mombasa, serving Corporate and Institutional clients. Citibank Kenya is the regional hub for the Citi East Africa cluster, which covers Kenya, Uganda, Tanzania and Zambia. It’s the only solely corporate bank in Kenya. Businesses Citi Kenya is structured around business segments, product groups, operations and technology and staff units. The business segment that caters to our diverse customer base is our Institutional Clients Group, which includes the global relationship banking services we provide for top-tier local corporate clients. As a part of our business focus and broader market reach, in 1999 we expanded our target market to cater to the emerging and vibrant middle and lower market tiers. We also have a financial institutions group that is responsible for our businesses with other banks, insurance companies and other non-banking financial institutions. We offer a range of banking services to companies, including commercial finance, inter-bank transactions, investment services, deposits, cash management and electronic banking. We assist our customers with managing their finances to increase the value of their investments and finance their projects.

Job Role

This role is based in Nairobi, reporting directly to the Global Subsidiaries Group Head in country and matrix to the Middle East, Turkey and Africa CSG Cluster Head based within Citi Commercial Bank’s (CCB) team in Dubai.  The Relationship Manager will have responsibility for developing new subsidiary relationships into the CSG Kenya business together with strengthening an existing cross border portfolio. The RM would be responsible for subsidiaries of multinational clients. The primary responsibilities will be to build relationships and provide financial solutions for the subsidiaries of CCB clients with international presence. The job involves day-to-day co-operation with various CCB presence countries and regions, as well as both the product and implementation teams in Nairobi, Dubai or London. Responsibilities also include active engagement in projects related to additional products and functionalities offered by the CCB teams across the region.

Citi Commercial Bank caters to SME (Small & Medium Enterprise) and MME (Mid-Market Enterprise) segments. CSG Relationship Manager needs to be aware of country-specific capabilities, limitations, and KYC and lending regulations. S/he needs to be proficient in the product suite offered, working knowledge of Lending products, Trade, FX, and Cash Management as well as Approved Elsewhere Program (AEP) guidelines. This role requires excellent coordination with the overseas Parent Account Manager (PAM) on all matters related to Prospecting/Qualifying, Approving Unit Structuring, Approving Unit Underwriting/Approval, Extending Unit Due Diligence, Legal Documentation, Booking/Funding and managing the end-to-end CSG relationship.

This is a great opportunity for someone looking to further their career in Commercial Banking and become a founder member of the new CSG business in Kenya.

Job Purpose:

• Active calling on subsidiaries of CCB customers in Kenya


• Managing relationships with CCB customers in Kenya, including cash management solutions , FX, trade and credit products


• Monitoring and supporting the products’ implementation process


• Supporting the international expansion of CCB customers


• Managing customers and transactions in the existing CRM platform


• Interaction with other CCB structures across the globe


• Verifying adherence to global KYC (Know Your Customer) standards during the referral management process


• Maintaining overall control and accountability for the managed cross-border transactions referrals

Key Responsibilities:

• Customer acquisition and building relationships with subsidiary relationships in Kenya


• Assessing credit needs and underwriting credit for subsidiaries


• Leading RFP solutions, working with product partners, and client presentation process


• Liaising and co-ordinating with other regional CCB teams to develop processes aligned with the requirements of CCB customers and identifying further business opportunities


• Interaction with cash management product and implementation teams to improve the product offering and service standards


• Adhere to internal control policies including KYC, completion and updating of all required documentation


• Must support and influence the sales process by applying business knowledge

Qualifications

Knowledge:

• Extensive experience in providing and selling cash management services to corporates


• Thorough understanding of banking products for middle market corporate customers


• Understanding of on-boarding process critical elements


• Experience in Commercial / Relationship Banking with international customers


• Ability to assess credit risk of the corporate client

Skills:

• Strong communication skills and well-structured work approach


• Independent and well organized


• Strong business orientation and ability to react well under pressure to immediate business needs


• Strong focus on delivery


• Ability to turn concepts into actual solutions that can be delivered


• Excellent presentation skills and ability to influence decisions at all levels


• Strong analytical skills with a motivation to learn


• Ability to follow through on risks/issues and track them to closure


• Experience in managing multiple project timelines and prioritizations

Core Competencies Technical:

• Excellent computer skills


• Understanding of issues in the implementation / onboarding process

Behavioral

• Exploring issues and generating solutions. Analysis and use of a diverse range of environmental and business information to identify business priorities and making decisions to deliver business benefits


• Team player with the ability to support the wider CCB team, as well as requesting support from the appropriate team members as required


• Ability to engage appropriately at all levels in the organization and build relationships with a variety of business and external sources.

Education Level

1. University level or equivalent


2. Exceptional candidates who do not meet these criteria may be considered for the role provided they have the necessary skills and experience

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