Relationship Manager, Public Sector

KCB Bank Kenya, founded in 1877, is a leading financial institution based in Nairobi, Kenya, offering a wide range of banking and financial services.

The Relationship Manager for the Public Sector at KCB Bank Kenya is responsible for implementing the sector strategy and achieving annual business growth targets across revenue, fees, profit, assets, liabilities, and customer numbers. The role focuses on understanding customer needs to deliver innovative financial solutions, developing deep knowledge of client strategies and industry trends, and executing client deals. It also involves cross-selling products, managing margins, and driving non-financial performance metrics like new customer acquisition and Net Promoter Score.

1. Implement the public sector strategy in alignment with the overall sector strategy.
2. Achieve annual business growth targets for revenue, fees, commissions, profit before tax, assets, liabilities, and customer numbers.
3. Drive sustainable growth by understanding customer needs and providing innovative, customized financial solutions.
4. Develop in-depth knowledge of client strategies, business performance, industry outlook, and macroeconomic trends.
5. Execute client deals according to strategic client plans.
6. Collaborate with business partners to execute sales growth tactics and targets.
7. Ensure strong cross-selling of existing and new products to clients.
8. Maintain a healthy link between the Balance Sheet and Income Statement by managing facility margins.
9. Implement and control pricing tactics and parameters for the portfolio.
10. Drive growth in non-financial performance indicators such as new customer acquisition and Net Promoter Score.
11. Champion consistent, seamless, and trusted customer service to ensure retention and loyalty.
12. Personally maintain and deepen client relationships at appropriate levels to foster long-term interest.
13. Manage relationships with key sector customers and stakeholders.
14. Develop critical relationships with client decision-makers and communicate commercial opportunities.
15. Monitor daily referrals to ensure client facilities are managed within bank parameters.
16. Exercise discretion regarding account conduct based on client activity knowledge.
17. Ensure timely submission of quality credit proposals adhering to Credit Policy guidelines.
18. Maintain the quality of the assigned portfolio within stipulated Non-Performing Loans (NPL) and Portfolio at Risk (PAR) parameters.
19. Manage and maintain a robust monitoring, controls, business continuity, governance, and risk management environment.
20. Ensure timely preparation of reports and daily account monitoring for accurate interest rates and approved limits, taking remedial actions as needed.
21. Ensure compliance with the Bank’s policies, procedures, and regulatory requirements.

1. University Degree in Business Administration, Economics, Finance, Banking, or an equivalent field from a recognized institution.
2. Five (5) years of experience in Relationship Management and Sales.
3. Strong credit analysis and skills assessment capabilities.
4. Proficiency in client portfolio management.
5. Knowledge of Trade and Transaction Banking products.
6. Digital literacy and computer proficiency.
7. Entrepreneurial and commercial thinking skills.
8. Excellent research, analytical, and problem-solving abilities.
9. Integrity and courage to challenge actions and the status quo within business units.
10. Strong persuasion, management, and communication skills.
11. Strong organizational skills.
12. Excellent stakeholder management skills.
13. Professional qualifications such as CPA, ACCA, or AKIB are desirable.
14. Post-graduate or Banking qualifications are an added advantage.
15. Professional qualification in sales/marketing is desirable.
16. Prior experience dealing with customers is desirable.
17. High degree of interpersonal skills.
18. Negotiation and influencing skills.
19. Planning and personal organization skills.