Background

The Relationship Manager – Agriculture & Tourism will be based in Arusha and will be responsible for originating, managing, and growing a portfolio of customers operating within the Agriculture, Agribusiness, Livestock, Hospitality, Tourism, Travel, Conservation, and related value chains.

The role serves as the primary relationship contact and trusted financial advisor to clients while driving the acquisition of new business, deposit mobilization, lending growth, and non-funded income generation.

The Relationship Manager will develop sector-specific relationship strategies, structure banking solutions that address client needs, provide industry insights, and collaborate with internal stakeholders to ensure exceptional service delivery.

The role will also drive NCBA Bank’s market penetration and visibility within the Northern Zone, particularly in the Agriculture and Tourism sectors.

Responsibilities or duties

Key Accountabilities, Duties and Responsibilities

1. Financial — 40%

The position is responsible for achieving the portfolio’s annual financial targets across both the Profit & Loss (P&L) and balance sheet.

Key responsibilities include:

• Growing the Agriculture and Tourism sector portfolio.
• Mobilizing Current Account and Savings Account (CASA) deposits from Agriculture and Tourism customers.
• Growing funded and non-funded income.
• Cross-selling Trade Finance, Treasury, Cash Management, and Digital Banking solutions.
• Maintaining portfolio quality within the approved risk appetite.
• Developing and executing sector penetration plans across Arusha, Kilimanjaro, Manyara, and surrounding regions.

2. External Stakeholder Management

The Relationship Manager will engage with:

• Agricultural producers and processors.
• Exporters and commodity traders.
• Tourism operators, hotels, lodges, and camps.
• Tourism industry associations.
• Government ministries and agencies supporting Agriculture and Tourism.
• Development Finance Institutions.
• Industry regulators.
• Insurance providers and sector service providers.

3. Internal Stakeholders — 20%

The position is responsible for adhering to approved policies and procedures and providing feedback to ensure that these remain competitive.

Key performance expectations include:

• Audit issues closed within the quarter of identification or within the agreed timeframes, whichever is shorter.
• Nil repeat findings.
• 100% Service Level Agreement (SLA) adherence.
• 100% adherence to agreed turnaround times.

4. Customer — 20%

• Develop and maintain strategic relationships with large corporates, SMEs, and ecosystem players operating in the Agriculture and Tourism sectors, including hotels, lodges, tour operators, agricultural processors, exporters, farmers’ associations, cooperatives, and sector regulators.
• Identify emerging sector opportunities and provide financial solutions that support clients’ growth objectives while increasing wallet share for the Bank.
• Achieve customer acquisition targets.
• Drive sector market share growth.
• Ensure customer retention and portfolio deepening.
• Maintain accurate pipeline and Customer Relationship Management (CRM) records.

5. Learning and Growth — 20%

• Deliver the performance objectives set for the role.
• Manage own learning and development to build capacity.
• Make oneself available for coaching and training opportunities.
• Maintain an up-to-date personal development plan.
• Achieve the required competency score.

Job Dimensions

Reporting Relationships

Direct Reports: N/A

Indirect Reports: N/A

Stakeholder Management

Internal Stakeholders

All Bank departments.

External Stakeholders

• Corporate Banking customers.
• Financial institutions.
• Industry players.
• National and county governments.
• Regulators.
• Other relevant external stakeholders.

Decision-Making Authority

The position holder is empowered to:

• Recommend sector-specific financing structures.
• Recommend pricing within approved delegation levels.
• Recommend credit facilities and account plans for Agriculture and Tourism customers.
• Lead customer negotiations within approved mandates.
• Escalate industry risks and opportunities affecting portfolio performance.

Work Cycle and Impact

The job holder works on an annual cycle.

Qualifications or requirements

Ideal Job Specifications

Academic Qualifications

• Bachelor’s degree from a recognized and accredited university.

Professional Experience

• At least 5 years’ experience in Relationship Management, Corporate Banking, Agribusiness Banking, or Commercial Banking.
• Demonstrated experience managing Agriculture, Agribusiness, Tourism, Hospitality, or related sectors will be an added advantage.
• Strong understanding of sector value chains, seasonal business cycles, export markets, commodity financing, and tourism industry dynamics.

Desired Work Experience

• Proven track record of consistently achieving portfolio financial growth.
• Experience in products, bank operations, and customer experience is highly desirable.
• Knowledge of the local banking industry, banking products, banking services, and banking regulations.
• Sound working knowledge and understanding of general Commercial Banking regulations and practices.

Ideal Job Competencies

Technical Competencies

Banking

• Understanding of agricultural value chains, including crop farming, livestock, processing, and exports.
• Understanding of tourism industry operating models, including hotels, lodges, tour operators, and hospitality businesses.
• Ability to identify sector risks, opportunities, and financing requirements.
• Knowledge of structured lending solutions relevant to Agriculture and Tourism businesses.
• Strong appreciation of environmental, sustainability, and climate-related considerations affecting both sectors.

Leadership

• Exercises self-leadership by delivering assigned work in line with professional and technical standards within given timeframes.
• Demonstrates reliability and works collaboratively.
• Has the cognitive intelligence to draw together contrasting strands of information and present a compelling position.
• Adheres to the company’s values and policies and delivers against set objectives.
• Demonstrates high moral intelligence.

Key Performance Indicators (KPIs)

Performance will be assessed against the following indicators:

• Agriculture portfolio growth.
• Tourism portfolio growth.
• Deposit growth (CASA).
• Revenue and profitability growth.
• Fee income generation.
• New-to-bank customer acquisition.
• Portfolio asset quality, including NPL and PAR.
• CRM compliance.
• Customer satisfaction scores.
• Sector market penetration within Northern Tanzania.

Behavioural Competencies

Emotional Intelligence

• Knows own strengths and limitations.
• Is aware of own emotions and their effect on others.
• Demonstrates self-control to keep disruptive emotions and impulses in check.

Social and Cross-Cultural Awareness

• Interacts with colleagues, customers, stakeholders, and the public in different social and cultural environments.
• Demonstrates respect and positive regard for others in an ethical and appropriate manner consistent with the values of the organization.

Agile

• Able to change plans, methods, opinions, or goals in light of new information.
• Demonstrates readiness to act on opportunities.
• Adapts effectively to changing circumstances and environments.

• Growing the Agriculture and Tourism sector portfolio.
• Mobilizing Current Account and Savings Account (CASA) deposits from Agriculture and Tourism customers.
• Growing funded and non-funded income.
• Cross-selling Trade Finance, Treasury, Cash Management, and Digital Banking solutions.
• Maintaining portfolio quality within the approved risk appetite.
• Developing and executing sector penetration plans across Arusha, Kilimanjaro, Manyara, and surrounding regions.
• Engage with agricultural producers and processors, exporters and commodity traders, tourism operators, hotels, lodges, and camps, tourism industry associations, government ministries and agencies supporting Agriculture and Tourism, Development Finance Institutions, industry regulators, and insurance providers and sector service providers.
• Adhering to approved policies and procedures and providing feedback to ensure that these remain competitive.
• Develop and maintain strategic relationships with large corporates, SMEs, and ecosystem players operating in the Agriculture and Tourism sectors, including hotels, lodges, tour operators, agricultural processors, exporters, farmers’ associations, cooperatives, and sector regulators.
• Identify emerging sector opportunities and provide financial solutions that support clients’ growth objectives while increasing wallet share for the Bank.
• Achieve customer acquisition targets.
• Drive sector market share growth.
• Ensure customer retention and portfolio deepening.
• Maintain accurate pipeline and Customer Relationship Management (CRM) records.
• Deliver the performance objectives set for the role.
• Manage own learning and development to build capacity.
• Make oneself available for coaching and training opportunities.
• Maintain an up-to-date personal development plan.
• Achieve the required competency score.

• Understanding of agricultural value chains, including crop farming, livestock, processing, and exports.
• Understanding of tourism industry operating models, including hotels, lodges, tour operators, and hospitality businesses.
• Ability to identify sector risks, opportunities, and financing requirements.
• Knowledge of structured lending solutions relevant to Agriculture and Tourism businesses.
• Strong appreciation of environmental, sustainability, and climate-related considerations affecting both sectors.
• Self-leadership, reliability, collaborative work, cognitive intelligence, adherence to company values and policies, high moral intelligence.
• Emotional intelligence, social and cross-cultural awareness, agility.

• Bachelor’s degree from a recognized and accredited university.
• At least 5 years’ experience in Relationship Management, Corporate Banking, Agribusiness Banking, or Commercial Banking.
• Demonstrated experience managing Agriculture, Agribusiness, Tourism, Hospitality, or related sectors will be an added advantage.
• Strong understanding of sector value chains, seasonal business cycles, export markets, commodity financing, and tourism industry dynamics.
• Proven track record of consistently achieving portfolio financial growth.
• Experience in products, bank operations, and customer experience is highly desirable.
• Knowledge of the local banking industry, banking products, banking services, and banking regulations.
• Sound working knowledge and understanding of general Commercial Banking regulations and practices.