Assistant Relationship Manager, Workplace Banking, Job in Kenya - SBM Bank

Assistant Relationship Manager, Workplace Banking

JOB SUMMARY:

The
overall purpose of this role is to drive workplace banking business through
sign up of scheme companies and proactively grow and deepen relationships with
the existing workplace banking market.

Key Responsibilities

Business – 55%

Work
with the Manager Scheme in fulfilling the set annual target as outlined in
Retail Business plan by signing up of scheme companies within the identified
market.

Grow
the WPB balance sheet through signing up new scheme companies and driving up
the existing scheme book balances through regular interaction with company’s
key contacts and driving business through the sales team.

Ensure
strategic directives are translated into feasible sales/sales support for the
local market, and the risk/cost elements are managed effectively.

Prepare
strategic product presentations that demonstrate an exceptional value
proposition to the respective companies that will enable them to sign up during
on site activation in order to increase sales.

Manage
the schemes profitability through continuous management of arrears below 4%
within allocated portfolio while ensuring no attrition.

Provide
direction and strong leadership to the team to facilitate business management
and a productive working environment that fosters growth.

Drive
work place banking business by ensuring there is 100% transaction account
funding for Accounts opened and 80% penetration activities within allocated
schemes.

Plan
for and attend service open days within selected scheme companies to handle
queries.

Oversee
schemes and ensure each has a signed agreement/signatories and an allocated
credit limit.

Prepare
material and conduct training on the processes and procedures pertaining schemes
to avert fraud. Identify and communicate to credit of risky trends within
allocated schemes such as high job losses, cash flow constrains etc.

Deliver
a Credit Loss Ratio below 4% for all the allocated portfolios. Identify risks
owing to changes within allocated schemes in good time and escalate to credit
and sales teams.

Provide
the business with necessary information and statistics pertaining to sales
activities on a weekly basis. Identify and follow up on all leads and cross
selling opportunities for the sales team.

Work
jointly with products to structure customers offering based on need analysis,
recommend and defend price change requests. Generate liabilities through cheap
fixed deposits from the scheme companies and individuals.

Analyse
the potential customer’s financial position and prepare a credit paper for
facilities approval. Management of the arrears within their portfolio to be
below 4% of total book.

Follow
up for timely submission of company’s monthly payments by the 10th of every
month.

Relationship Management –
15%

Maintain
a stable relationship with the companies’ key contacts by providing quality
service and maintaining high visibility through regular courtesy calls and
business lunches. Maintain an updated record on the scheme portfolio at all
times to prevent lost sales.

Liaise
with business development teams to identify opportunities within their
portfolios and to deepen relationships with the existing bank customers.
Develop and manage relationships with decision makers and key opinion leaders
within the scheme portfolio.

Engage
the sales teams regularly to drive sales activities.

Manage
customer relationships and deliver exceptional service experience by providing
feedback on products, approval criteria per scheme and queries as well as carry
out courtesy calls in all allocated schemes within the agreed SLAs.

Plan
for and attend service open days within selected scheme companies to handle
queries.

Compliance – 10%

Ensure
complete disclosure to the customers in terms of accreditation and total credit.

Ensure
that all signed companies have allocated limits and dully signed check-off
agreements as well as follow up on any breach of agreement with the Legal team.

Business Management – 10%

Utilize
MIS to monitor operational activity, progress and results-taking actions where
required.

Monitor
and manage business, ensuring that the sales activities and tactics are
monitored and adjusted as needed to remain competitive and to secure an
increasing market share.

Human Resource – 10%

Facilitate
and manage the work context for best practice and knowledge sharing to achieve
business objectives.

Encourage
open communications with team members and escalate issues where necessary as
well as maintain active team engagement.

Direct,
motivate and manage assigned team of Relationship Officers, senior relationship
officers and Relationship managers.

KEY RELATIONSHIPS:

Customers of this Position

All
staff & External WPB customers.

Knowledge; Skills and
Experience 

Job Knowledge:

Excellent
understanding and interpretation of financial information

Working
knowledge of the Bank’s products, services

Good
understanding of the banking industry trends, regulation, banks processes &
operating procedures

Job Experience:

At
least 3 years’ successful experience in sales and acquisition preferably in the
banking industry.

Education:

A
Bachelor’s degree in marketing or related Business ,statistics or a related
field

Competencies

Delivering
results and meeting customer expectations

Entrepreneurial
and commercial thinking

Relating
and networking

Persuading
and influencing

Achieving
personal work goals and objectives

Working
with people

Presenting
and communicating information

Planning
and organizing

How to Apply

CLICK HERE TO APPLY.