Senior Relationship Manager-FMCG

Relationship Manager – FMCG Business Segment

We are seeking a dynamic and results-driven professional to lead the growth and management of our FMCG (Fast Moving Consumer Goods) business portfolio. Reporting to the Head of FMCG Segment, you will be responsible for implementing segment strategy, driving revenue and customer acquisition, and deepening relationships with key corporate clients in the FMCG sector.

Key Responsibilities

Strategy Implementation

• Implement the FMCG Business Segment Portfolio strategy in line with the overall KCB Group Strategy.
• Deliver on annual business growth targets for revenue, fees and commissions, balance sheet, and customer number growth.
• Drive acquisition of new Corporate FMCG business relationships.
• Drive sustainable growth by understanding customer and prospect needs and delivering innovative, customized financial solutions.
• Develop in-depth knowledge of each client’s strategy, financial performance, industry outlook and trends, and general macroeconomic issues in relevant geographies; transfer this knowledge to internal stakeholders.

Sales and Business Growth

• Execute client deals in line with developed strategic client plans.
• Collaborate with business partners (e.g., Sectors, Product Management teams, Bancassurance, Capital) to execute sales growth tactics and achieve targets.
• Ensure strong cross-selling of existing and new products to both existing and new clients.
• Maintain a healthy link between the Balance Sheet and Income Statement by managing margins on facilities provided to clients.
• Implement and control pricing tactics and parameters for the portfolio in line with pricing policy and financial targets.
• Drive non-financial performance indicators, including new customer acquisition, Net Promoter Score, updated customer information, and accurate portfolio segmentation.

Relationship Management

• Champion the delivery of consistent, seamless, and trusted customer service to ensure retention and loyalty.
• Personally maintain and deepen client relationships at the appropriate level, fostering long-term client interest.
• Manage relationships with key regional customers and stakeholders.
• Develop critical relationships with client decision makers; regularly define and communicate commercial opportunities for new and existing KCB Group clients.

Account Monitoring

• Monitor daily referrals to ensure client facilities are managed within the parameters set by the Bank.
• Exercise discretion regarding account conduct based on close knowledge and understanding of client activities.

Risk Management

• Ensure timely submission of quality credit proposals in conformity with Credit Policy guidelines.
• Maintain the quality of the assigned portfolio within stipulated Non-Performing Loans (NPL) and Portfolio at Risk (PAR) parameters.
• Manage and maintain robust monitoring, controls, business continuity, governance, and risk management environments.
• Ensure timely preparation of reports; monitor accounts daily to verify accurate interest rates and adherence to approved limits, and take remedial actions in line with policy.
• Ensure compliance with all Bank policies, procedures, and regulatory requirements.

Qualifications, Experience and Competencies

The ideal candidate should possess the following:

• Bachelor’s Degree from a recognized university.
• Minimum of seven (7) years’ banking experience, preferably within a reputable financial institution, with significant exposure to Corporate Banking and Relationship Management.
• At least five (5) years’ experience managing corporate relationships within the FMCG sector, with a proven track record in client acquisition, portfolio growth, and revenue delivery.
• Demonstrable expertise in Credit, financial analysis, and client portfolio management (minimum five years’ relevant experience).
• Sound knowledge of Trade, Transaction Banking, and other Corporate Banking products and solutions.
• Deep understanding of FMCG industry value chains, market dynamics, and key business performance drivers.
• Strong sector expertise with thorough understanding of emerging trends, opportunities, risks, and competitive developments within the FMCG industry.
• High level of digital awareness and proficiency in banking systems, data analytics tools, and business applications.
• Strong commercial acumen with the ability to identify opportunities, develop winning strategies, and deliver sustainable business growth.
• Excellent research, analytical, financial modeling, and problem-solving skills, coupled with strong attention to detail.
• Outstanding communication, negotiation, stakeholder management, and relationship-building capabilities.
• High levels of integrity, professionalism, and sound judgment; confidence and courage to constructively challenge established practices, drive improvements, and influence decision-making.
• Self-driven, results-oriented, and capable of thriving in a dynamic, fast-paced, and highly competitive business environment.