Job Summary

To provide specialist advice and support in sales, enabling the provision of sound claims assessment expertise.

Job Purpose

• Assist in articulation, ownership, and execution of the TB Strategy for Global Corporates (GC) portfolio in Nairobi Region Kenya.
• To lead and manage senior level client interaction and sales.
• Manage and deliver business objectives for the portfolio of clients assigned in this segment.
• Manage and grow TB business each year across the portfolio of clients.
• Manage the returns while employing sound risk management disciplines.

Key Accountabilities

Sales – 70%

• Accountable for the delivery of TB revenues from a portfolio of clients assigned in GC.
• Develop and execute the sales strategy to deliver the revenue ambition through the portfolio of existing and target clients in GC portfolio.
• Increase client penetration and revenues for the bank network and product capabilities (cross selling) replicate TB solutions and success within the portfolio.
• Lead the team to achieve qualitative and quantitative performance objectives of your portfolio. Leveraging the existing sales tools and techniques to identify opportunities for new business.
• Maintain detailed and up to date knowledge of the bank’s comprehensive products and their application to clients needs and use this knowledge to structure solutions.
• Set SMART individual objectives that are in link and seek to achieve the overall objectives.
• Ensure smooth interaction and communication with customer support team, product development within GC team.
• Drive alignment with key stakeholders; TB teams across multiple geographies, LLC & PC, Global corporates, Business Banking & Operations to achieve TB objectives.
• Maintain high performance standards and role model behaviours that demonstrate the bank values.

Service and operational rigour – 30 %

• Working with the LLC & PS service teams to deliver world class customer service practices and ensure adherence.
• Working with the LLC & PS service teams to develop relationship account plans for their customer portfolios.
• Achieve Operational rigor excellence in all aspects of procedures and process undertaken to ensure 100% compliance.
• Minimize potential for fraudulent applications by following each product criteria.
• Ensuring that pricing is authorized by Transaction Banking Head, agreed with customer, and properly set up to ensure 100% collection upon product/customer set up.
• Follow the end-to-end product set up process ensuring new set ups are authorized and properly set up.
• Ensure compliance with operations risk & rigour requirements e.g., Health & Safety standards and security of premises.

Requirements

Preferred Qualification

• Postgraduate or equivalent academic qualifications
• Over 5 years banking experience, majority of which must be in Cash and Trade.

Preferred Experience

• Cash and Trade product knowledge

Knowledge & Skills

• Solid and proven frontline transactional sales experience across Working Capital, Trade Finance (documentary trade products i.e., LCs, bonds & guarantees; bank & country risk products), Supply Chain Financing & Cash Management (Regional/Local payments, receipts and liquidity management structures, system infrastructure, etc.)
• Skills for analysing and formatting data provided by Finance and other sources.
• Strong sales management skills and experience, ideally with relevant banking or business/corporate banking background.
• Proven treasury, credit, and country risk exposure
• Open minded, good listener, flexible with ‘think out of the box’ mentality.
• Strong negotiation and presentation skills; ability to communicate with all levels in an organisation.
• Disciplined approach to deal execution/client follows up.
• Strong cross-cultural awareness
• Excellent interpersonal skills
• Team player
• Excellent knowledge of the banking policies, standards, local regulations, and legislation of the prevention of money laundering