Agriculture Relationship Manager – Commercial

Absa Bank Kenya PLC is a financial institution founded in 1916, operating in the banking and financial services sector from Nairobi, Kenya.

The primary objective of this position is to maximize the risk-adjusted contribution of the portfolio. The jobholder will be responsible for expanding business with both new and existing customers, aiming to increase their "wallet share." This includes executing sales growth strategies and targets in collaboration with various business partners such as Transactional Banking, Global Markets, Asset Based Finance, Commercial Property Finance, Ecosystem, Bancassurance, and Agribusiness.

1. Achieve annual financial targets for the portfolio, including balance sheet growth, revenue, profitability, market share, and maintaining portfolio at risk within limits.
2. Ensure adherence to approved policies and procedures, providing feedback for continuous improvement.
3. Close audit issues with no repeat findings and maintain 100% SLA adherence to agreed turnaround times.
4. Drive customer satisfaction (NPS score), develop and grow relationships with existing and potential customers, identify business development opportunities, and guide product development.
5. Maintain Relationship Plans for all customers, prioritizing contact based on their importance.
6. Conduct annual and interim reviews of customer borrowing facilities as appropriate.
7. Determine key messages, such as agreed service standards, negotiated pricing, relationship team contact points, and new product changes, and select the most suitable communication method.
8. Address and resolve customer complaints effectively.
9. Identify and proactively sell products that best meet customers' needs.
10. Conduct customer value chain analysis to deeply understand their business and identify opportunities aligned with their strategies.
11. Research, create, and follow up on a target list for potential new business.
12. Identify priority customers using Customer Relationship Planning templates to assess their current and potential contributions.
13. Gather all necessary information for preparing and assessing credit applications, inputting key judgmental information.
14. Control and ensure the quality of the portfolio by utilizing available triggers and adhering to Risk management guidelines and policies.
15. Provide day-to-day coaching and development for Assistant Relationship Manager(s) supporting the portfolio.
16. Track performance and conduct periodic reviews of the supporting Assistant Relationship Manager.

1. Hold a relevant business-related degree from a recognized university; additional professional or advanced qualifications are advantageous.
2. Possess at least 5 years of experience in relationship management within Business or Corporate Banking.
3. Demonstrate detailed knowledge of Commercial and Corporate banking products, along with a broad understanding of Absa's product offerings.
4. For complex products, have detailed knowledge of the requirements of sophisticated customers and be able to introduce relevant Group product specialists.
5. Exhibit a broad understanding of country and group policies and strategies as they relate to customer demands.
6. Possess a detailed understanding of Country and Group guidelines and policies concerning Credit Risk and its management.