Manager – Foreign Exchange Sales

Kingdom Bank Limited is a financial institution that provides a range of banking services, including foreign exchange, to various customer segments in Kenya.

The Manager – Foreign Exchange Sales at Kingdom Bank Limited is responsible for expanding the bank's foreign exchange operations, boosting transaction volumes, and increasing FX income throughout its branch network. This position requires developing and implementing the bank's FX sales strategy, actively acquiring new foreign exchange clients, strengthening relationships with current customers, overseeing the FX sales pipeline, and collaborating closely with branches and business teams to convert identified prospects into profitable transactions. Additionally, the role involves providing FX product training, market insights, and sales support to branches, while ensuring excellent customer service, competitive pricing, regulatory compliance, and efficient transaction processing.

1. Develop and implement the bank's foreign exchange sales strategy in alignment with Treasury and overall business plans.
2. Achieve approved targets for FX income, transaction volumes, customer acquisition, and profitability.
3. Increase the bank's share of FX business from existing retail, MSME, commercial, corporate, institutional, diaspora, and high-net-worth customers.
4. Identify and acquire new customers with regular foreign currency needs, such as importers, exporters, NGOs, and manufacturers.
5. Boost the number of active FX customers, improve retention, transaction frequency, and wallet share.
6. Reactivate dormant FX customers through targeted plans.
7. Collaborate with the Head of Treasury to set and monitor FX sales targets for branches, segments, and individuals.
8. Protect bank profitability by balancing competitive customer pricing with approved margins.
9. Establish and manage a structured, bank-wide process for generating, tracking, and converting FX leads.
10. Maintain an accurate FX sales database and an active sales pipeline with a customer call plan.
11. Track leads from identification through transaction completion and repeat business.
12. Monitor lead conversion rates across different units.
13. Ensure all customer engagements have documented next actions and responsible officers.
14. Work with marketing and other banking teams to develop targeted FX campaigns.
15. Identify potential FX opportunities using customer account activity and international transactions.
16. Develop and maintain strong relationships with FX customers, serving as a key contact.
17. Conduct regular calls, virtual meetings, and physical visits to customers.
18. Prepare customer profiles detailing business nature, FX exposures, and service requirements.
19. Understand customer FX needs and recommend appropriate solutions.
20. Provide timely market information and currency trends.
21. Encourage customers to consolidate FX and related banking business with Kingdom Bank.
22. Negotiate transactions professionally, safeguarding both customer and bank interests.
23. Resolve customer queries, complaints, and service challenges promptly.
24. Develop retention and win-back plans for declining FX customers.
25. Drive FX sales and business development through all Kingdom Bank branches.
26. Segment branches by FX potential and create specific development plans.
27. Conduct regular branch visits to review performance and support engagements.
28. Collaborate with branch and relationship teams to identify and convert FX opportunities.
29. Participate in joint customer visits and sales calls.
30. Establish an effective FX referral process for branches.
31. Identify and support FX champions within branches.
32. Provide branches with regular feedback on leads and transactions.
33. Conduct periodic branch performance reviews and recommend corrective actions.
34. Promote cross-selling of foreign currency accounts and other relevant products.
35. Develop and deliver practical FX product and sales training for relevant employees.
36. Train employees on identifying opportunities, profiling customers, and lead follow-up.
37. Equip business teams with knowledge of FX products, pricing, and processes.
38. Prepare sales guides, conversation scripts, and product information materials.
39. Provide coaching during joint calls and sales reviews.
40. Evaluate training effectiveness by monitoring lead generation and income performance.
41. Keep employees informed about market developments and currency movements.
42. Work closely with the Treasury trading desk for timely and competitive quotations.
43. Ensure all FX transactions are routed through Treasury and booked according to procedures.
44. Coordinate with operations teams for timely transaction processing and settlement.
45. Confirm all required customer instructions, documents, and approvals are in place.
46. Monitor outstanding transactions and follow up on incomplete items.
47. Ensure customers receive prompt quotations, confirmations, and feedback.
48. Review lost or cancelled transactions to identify weaknesses and recommend corrective action.
49. Maintain accurate records of FX opportunities.
50. Monitor domestic and international foreign exchange market developments.
51. Collect and analyze competitor pricing, customer behavior, and market opportunities.
52. Identify economic sectors and customer groups with significant FX potential.
53. Provide regular market intelligence to relevant units.
54. Recommend improvements to the bank’s FX products, pricing, and distribution.
55. Support the development of customer events and business forums.
56. Represent the bank professionally in customer engagements and industry events.
57. Ensure all FX transactions comply with Central Bank of Kenya requirements, laws, and internal policies.
58. Maintain a strong compliance culture in FX sales.
59. Adhere to KYC, AML, CTF, and sanctions screening requirements.
60. Ensure transactions are supported by required documentation and commercial purpose.
61. Ensure pricing and terms are within delegated authority and approved limits.
62. Escalate unusual transactions, suspected breaches, and customer conduct concerns.
63. Protect customer information and comply with data protection requirements.
64. Maintain complete and accurate records of sales activities.
65. Prepare daily, weekly, and monthly reports on FX income, volumes, and customer activity.
66. Maintain accurate call reports for customer engagements.
67. Report FX performance by branch, region, segment, and team.
68. Present periodic performance updates to management.
69. Recommend corrective actions for underperforming areas.
70. Prepare customer, branch, sector, and competitor analyses.

1. Bachelor’s degree in Finance, Economics, Commerce, Business Administration, Banking, or a related field.
2. A postgraduate qualification in Finance, Economics, Business Administration, or a related field is an added advantage.
3. ACI Dealing Certificate, professional banking qualification, or another relevant Treasury certification is an added advantage.
4. Demonstrable knowledge of foreign exchange products, financial markets, international payments, trade finance, and treasury operations.
5. At least five years of relevant banking experience, with significant exposure to Treasury sales, foreign exchange sales, corporate banking, commercial banking, business banking, or relationship management.
6. Minimum of three years of direct experience in foreign exchange or Treasury sales.
7. Proven track record of achieving FX income, sales, customer acquisition, or portfolio growth targets.
8. Demonstrable experience in lead generation, customer acquisition, pipeline management, and converting opportunities into revenue.
9. Experience working with a branch network and supporting customer-facing teams to achieve sales targets.
10. Experience in managing relationships with MSME, commercial, corporate, institutional, diaspora, or high-net-worth customers.
11. Experience conducting customer calls, physical visits, product presentations, and commercial negotiations.