SBM Bank Kenya is a leading and trusted financial institution with an international footprint, headquartered in Mauritius and positioned to offer an unprecedented banking experience in Kenya to niche Retail, SME and corporate clients

JOB SUMMARY:

To provide leadership in developing new markets, strategies & growing the Assets, Liabilities, & Customer base for the entire bank’s Elite and Diaspora banking segment through Central Office and Branches to enable the bank to be a Top Leader in this market niche.

KEY RESPONSIBILITIES:

Acquisition: Business Development -60%

• Define and manage the bank’s strategy to tap into new business and grow revenues in HNWI segment.
• Develop the unit structure and resources to drive the business and meet the set targets.
• Develop and manage the implementation of the Elite, Diaspora, and Wealth Management Business Plan to make an impact in the banking sector.
• Grow the Consumer Banking balance sheet with growth in Liabilities, Assets and NFI for the HNWI and Diaspora customers.
• Manage brand equity to grow SBM Kenya Limited market share for the global deposits from the diaspora remittance inflows.
• Manage product design & development targeted to the segment market to ensure they are competitive internationally.
• Prepare and execute sales campaigns in the international diaspora markets.
• Focus on increasing the client wallet share by developing and maintaining growing relationships with all existing and potential clients.
• Monitor the growth of the business as well as profitability per customer for the High-Net-worth Individuals (HNWI) segment as a whole and individual team contribution.
• Leverage stakeholder relations with Embassies, Government agencies, Ministry of foreign affairs, international Agents to drive customer recruitment and build strategic partnerships.
• Carry out global market intelligence and champion SBM – K competitive positioning for products and services.
• Design channels of customer communication specific to diaspora including but not limited to websites/ social networks etc.
• Manage Unit Portfolio at Risk (PAR) at the determined levels in alignment to migration and provisions to ensure they are reduced within Banks acceptable parameters.
• Review and alignment operational processes to offer a differentiated customer service for customers for all requests.
• Manage and build the banks Elite banking brand equity in the market.
• Develop Policy standards for customer profiling within the High-Net-Worth Individual segment to guide branches on customer target.
• Manage own unit Customer Effort to Serve and Net Promoter Score within acceptable Bank standards.

People Management – 25%

• Providing coaching, training needs and mentorship aimed at building the team’s knowledge and expertise as well as ability to manage customer expectations within own portfolio.
• Recruitment and Retention of Talent within the team.
• Manage the succession planning and capacity building within own team.
• Manage the unit leave liability within acceptable standards.

Compliance – 15%

• Ensure compliance with both internal and external regulatory requirements.
• Working closely with risk and compliance units to ensure effective controls to mitigate against business emerging risks.
• Developing and continuously reviewing business operational policies and procedures ensuring their compliance.
• Develop & review operations and risk policies to guide the bank in management of the diaspora customers.

KEY RELATIONSHIPS:

Direct Reports to this Position

• Senior Relationship Managers
• Relationship Managers
• Assistant Relationship Managers
• Relationship Officers

Customers of this Position

• All Executive Management
• All Directors and Heads
• All Bank Customers

Knowledge: Skills and Experience required for this Role

Job Knowledge

• 10 years in Business Development and relationship management.
• Knowledge of the Kenyan Market and the Financial Industry.
• Excellent selling skills and market knowledge with an in-depth understanding of the HNWI and Diaspora segment.
• Good Credit knowledge.

Job Experience:

• Proven experience of at least 10 years in a similar position
• Understanding of the various International Communities and markets.
• Excellent knowledge of Information gathering and analytical skills.
• Problem solving and excellent customer complaint resolution skills.

Education:

• Business graduate from an accredited University preferably with a major in Finance, Marketing or Economics or equivalent.

Competencies Required for this Role

• Emotional Intelligence: Dynamic, individual with the ability to work under pressure.
• Excellent communication and interpersonal skills.
• Strong networking skills, for both internal and external networks.
• Excellent Relationship Management skills.
• Strategic minded individual with excellent leadership, organizational, and planning skills.
• Commercial awareness and customer focus.
• Excellent knowledge on customer profiling and ability to handle sensitive clients from the Niche Market