Job Description

To grow and retain a portfolio of Institutional Banking clients (both Government and Private Institutions) by performing a proactive, value adding financial partnership role, ensuring that close personal attention is given to provide a full array of customized financial solutions and services tailored to meet the growth needs Institutional clients.

Main Responsibilities:

• Manage existing customer relationships through regular contacts and visits by ensuring customers' banking needs are addressed effectively in a timely manner.
• Partner with product team and other internal staff to deliver a clear account plan that is based on understanding of client needs and provide appropriate solutions for clients across relevant products by capitalizing on bank's competitive attributes e.g. Network, balance sheet, brand etc.
• Identify and develop a target pipeline and aggressively market for new profitable institutional customers and exploit cross-selling opportunities.
• Gather information that is needed to prepare and assess credit applications in order to manage customer expectations.
• Manage the development of prudently priced assets, cost-effective long-term liability with reputable institutions and organizations in order to ensure Bank's maximum profitability.
• Identify and take ownership of sales leads generated for the bank; Ecosystem banking – Corporate Banking, Business Banking and Retail Banking
• Manage the product partners to ensure that work standards and quality work output targets are set, achieved and maintained.

Customer Service Quality and Efficiency

• Adhere to high professional standards and strive to provide quality services and competitive pricing to clients by ensuring delivery of industry-leading customer service, premier on boarding experience and advisory service to new and existing institutional Customers.
• Performing a proactive liaison role between customers, client service delivery team and back-office service fulfilment and credit functions.
• Interact frequently and closely with all clients to analyze and establish ongoing needs and to assist clients to better understand their financial requirements.
• Accurately and efficiently processing customer mandates/ documentation requirements for financial facilities.
• Mine and analyze customer data to identify and plan for expansion and/or additional business opportunities for the bank
• Develop and implement a client-calling schedule to visit all clients in the portfolio.

Risk Management

• Monitor and manage complete regulatory compliance (KYC); Control Self-Assessment and addressing of root-cause for issues raised.
• Maintain a high quality of the asset book, ensure excellent performance and maximum returns of the portfolio.
• Gather information that is needed to prepare and assess credit applications in order to manage customer expectations.
• Proactively manage client portfolio in compliance with regulatory environment, keeping up with bank's guidelines, policies and procedures to mitigate financial loss and fraud within the bank.
• Maintain high standard of operational controls including adherence to Risk Management and Compliance guidelines.
• Embed NMB values and code of conduct by ensuring adherence to the highest standards of ethics with relevant policies, processes and regulations.
• Consult with staff in Risk, Credit, Legal and Compliance departments to ensure that the portfolio remains credit worthy and within the policies of the bank.
• Manage the Institutional Banking liability & loan book within the bank's risk appetite statement.
• Prepare quality clients credit applications for submission to CREDCO.
• Always ensure growth of a quality credit portfolio and a sustainable self-funded wholesale banking balance-sheet
• Ensure proper record keeping for all documents submitted by clients for services at the bank.

Knowledge and Skills:

• Knowledge of general banking practices, policies, procedures and regulatory environment.
• Current knowledge of different industry sectors and sector risk profiles/ trends
• In-depth understanding of Institutional competitor activity, drivers, products, strengths, vulnerabilities, market share and client base accordingly to meet business objectives.
• Broad and detailed technical knowledge of general Institutional Banking practices and procedures.
• Good customer relationship and sound understanding of bank's products, policies and procedures.
• Analytical – ability to identify and analyze patterns and trends, see the relationship between cause and effect, has an enquiring mind.
• Fluent in verbal and written communication in English and Swahili.
• Strong in numerical skills and financial acumen to analyze, evaluate and identify trends in complex consolidated financial statements, balance sheets and ratios,
• Persuasive - Enjoys selling and negotiating, changes the opinions of others, is convincing with arguments.
• Word/Excel/ Power point skills.

Qualifications and Experience:

• Bachelor's degree in Economics, Business Administration, Finance, Marketing Statistics, Research or related fields.
• Master's degree in business studies is an added advantage
• Postgraduate education in Banking and/or Banking certification(s) is an added advantage
• A minimum of 4 years' experience in Relationship Management managing government and other public sector clients.

• Manage existing customer relationships through regular contacts and visits by ensuring customers' banking needs are addressed effectively in a timely manner.
• Partner with product team and other internal staff to deliver a clear account plan that is based on understanding of client needs and provide appropriate solutions for clients across relevant products by capitalizing on bank's competitive attributes e.g. Network, balance sheet, brand etc.
• Identify and develop a target pipeline and aggressively market for new profitable institutional customers and exploit cross-selling opportunities.
• Gather information that is needed to prepare and assess credit applications in order to manage customer expectations.
• Manage the development of prudently priced assets, cost-effective long-term liability with reputable institutions and organizations in order to ensure Bank's maximum profitability.
• Identify and take ownership of sales leads generated for the bank; Ecosystem banking – Corporate Banking, Business Banking and Retail Banking
• Manage the product partners to ensure that work standards and quality work output targets are set, achieved and maintained.
• Adhere to high professional standards and strive to provide quality services and competitive pricing to clients by ensuring delivery of industry-leading customer service, premier on boarding experience and advisory service to new and existing institutional Customers.
• Performing a proactive liaison role between customers, client service delivery team and back-office service fulfilment and credit functions.
• Interact frequently and closely with all clients to analyze and establish ongoing needs and to assist clients to better understand their financial requirements.
• Accurately and efficiently processing customer mandates/ documentation requirements for financial facilities.
• Mine and analyze customer data to identify and plan for expansion and/or additional business opportunities for the bank
• Develop and implement a client-calling schedule to visit all clients in the portfolio.
• Monitor and manage complete regulatory compliance (KYC); Control Self-Assessment and addressing of root-cause for issues raised.
• Maintain a high quality of the asset book, ensure excellent performance and maximum returns of the portfolio.
• Gather information that is needed to prepare and assess credit applications in order to manage customer expectations.
• Proactively manage client portfolio in compliance with regulatory environment, keeping up with bank's guidelines, policies and procedures to mitigate financial loss and fraud within the bank.
• Maintain high standard of operational controls including adherence to Risk Management and Compliance guidelines.
• Embed NMB values and code of conduct by ensuring adherence to the highest standards of ethics with relevant policies, processes and regulations.
• Consult with staff in Risk, Credit, Legal and Compliance departments to ensure that the portfolio remains credit worthy and within the policies of the bank.
• Manage the Institutional Banking liability & loan book within the bank's risk appetite statement.
• Prepare quality clients credit applications for submission to CREDCO.
• Always ensure growth of a quality credit portfolio and a sustainable self-funded wholesale banking balance-sheet
• Ensure proper record keeping for all documents submitted by clients for services at the bank.

• Knowledge of general banking practices, policies, procedures and regulatory environment.
• Current knowledge of different industry sectors and sector risk profiles/ trends
• In-depth understanding of Institutional competitor activity, drivers, products, strengths, vulnerabilities, market share and client base accordingly to meet business objectives.
• Broad and detailed technical knowledge of general Institutional Banking practices and procedures.
• Good customer relationship and sound understanding of bank's products, policies and procedures.
• Analytical – ability to identify and analyze patterns and trends, see the relationship between cause and effect, has an enquiring mind.
• Fluent in verbal and written communication in English and Swahili.
• Strong in numerical skills and financial acumen to analyze, evaluate and identify trends in complex consolidated financial statements, balance sheets and ratios,
• Persuasive - Enjoys selling and negotiating, changes the opinions of others, is convincing with arguments.
• Word/Excel/ Power point skills.

• Bachelor's degree in Economics, Business Administration, Finance, Marketing Statistics, Research or related fields.
• Master's degree in business studies is an added advantage
• Postgraduate education in Banking and/or Banking certification(s) is an added advantage
• A minimum of 4 years' experience in Relationship Management managing government and other public sector clients.