Senior Relationship Manager, Affordable Housing at KCB Bank Kenya

Main Duties & Responsibilities 

Strategy implementation

• Implement Supply and demand affordable Housing strategy in line with the overall Mortgage Strategy.
• Deliver on Annual Business Growth Targets: Revenue, Fees and Commissions, Profit Before Tax, Assets, Liabilities and Customer Numbers.
• Drive affordable housing supply and demand by understanding customer/prospects needs and delivering innovative and customized financial solutions to meet identified customer needs.
• Analyze market intelligence and competitor information and give recommendations for pricing, product development/packaging, improvement of appropriate response on the mortgage scheme business.
• Develop in-depth knowledge of the client’s strategy, business, financial performance, industry outlook/trends, specific sector knowledge and general macroeconomic issues and trends in the country and other relevant geographies and ensure that this is transferred to the relevant internal stakeholders

Sales and business growth

• To grow the mortgage book- both asset and liability book through affordable Housing.
• Executes sales growth tactics and targets in collaboration with business partners (e.g. Retail, Corporate, Public Sector, Product Management teams, Bancassurance, Capital and any other business partners).
• Ensure strong cross- selling of existing and new products to existing and new clients.
• Responsible for maintaining a healthy link between the Balance Sheet and Income Statement through managing the margins at which facilities are made available to clients in the portfolio.
• Implement and control the pricing tactics and parameters for the affordable Housing portfolio in line with pricing policy and financial targets.
• Organize and participate in open days, activation's, property bus tours and training and other sales initiatives aimed at growing the mortgage scheme book.
• Drives the growth of non-financial performance such as new customer acquisition, Net Promoter Score, updated customer information, accurate segmentation of customers in the portfolio.

Relationship Management 

• Champion the delivery of consistent, seamless and trusted customer service to ensure customer retention and loyalty.
• Personally maintain and deepen client relationships at the appropriate level and foster long-term client interest.
• Relationship Management of Corporate schemes with close coordination with the respective HR and Finance teams and respective scheme administrators.
• Develop critical relationships with client decision makers and regularly define and communicate commercial opportunities for new and existing clients of KCB Group.
• Maintain, review and existing and NTB MOU’s ensuring compliance with respective prudential guidelines.

Account monitoring

• Monitor daily referrals to ensure that client facilities are managed within the parameters set by the Bank 
• Exercising discretion regarding account conduct based on a close knowledge and understanding of client activities
• Prepare and share timely reports to scheme Administrators.
• Ensure timely and accurate reporting on KMRC portfolio and ensure adequate funding lines from the same.

Risk Management

• Ensure timely submission of quality credit proposals in conformity with the Credit Policy guidelines and requirements.
• Maintain the quality of assigned portfolio within stipulated Non-Performing Loans (NPL) and Portfolio at Risk (PAR) parameters.
• Manage and maintain robust monitoring, controls, business continuity, governance and risk management environment
• Ensure timely preparation of relevant reports and daily monitoring of accounts to ensure facilities have accurate interest rates, are within the approved limits, and taking remedial actions in line with policy.
• Ensure compliance to the Bank’s policies, procedures and regulatory requirements.

Academic & Professional Qualification 

Essential

• University Degree in Business Administration and Management, Economics, Finance, Banking or its equivalent from a recognized institution. 

Desirable

• Professional qualifications (CPA, ACCA, AKIB)
• Master’s degree in a relevant field from a recognized institution is an added advantage.
• Post graduate and or Banking qualifications will be an added advantage 
• Professional qualification in sales / marketing 

Work Experience & Skills 

Essential

• Seven (7) years’ banking experience in the Financial/banking sector, five (3) of which should be in Real Estate Financing.
• Credit and Financial Analysis 
• Relationship management
• Client Portfolio Management 
• Digital Savvy and Computer literacy
• Entrepreneurial and Commercial thinking
• Integrity & courage to challenge actions within various business units and the status quo.
• Excellent research, analytical, and problem-solving skills.
• Strong persuasion, management and communication skills
• Strong organizational skills 
• Excellent stakeholder management skills
• Creative approach, with the ability to anticipate challenges and develop innovative solutions;

Desirable

• Prior experience of dealing with customers
• High degree of interpersonal skills when dealing with a range of people and situations.
• Good computer skills 
• Negotiation and Influencing skills
• Planning and personal organization