SME Relationship Managers (Kitengela & Uhuru Highway)

ROLE PURPOSE

The SME Relationship Managers will build and manage rapport with SME clients to ensure optimum customer acquisition, retention, and income generation. The role is approximately 80% focused on direct sales and revenue generation, requiring an aggressive hunter mindset to market a full suite of banking products while maintaining a high-quality credit portfolio.

DUTIES AND RESPONSIBILITIES   

• SME balance sheet growth on assets, liabilities and off-balance sheet exposures. 
• Increase in the level of products and services consumed by SME and spearheading increase in bank relationships across their supply chain through other business departments of the bank. 
• Grow trade finance and regional business with focus on importers/exporters and development of synergies with the group entities internationally. 
• Management of the SME credit portfolio quality and maintaining it within risk thresholds of the Bank. 
• Management and achievement of profitability and productivity ratios for the SME portfolio. 
• To manage the development of prudently priced assets, cost-effective long-term liability with reputable companies and organizations to ensure Bank’s maximum profitability. 
• To identify and develop a target pipeline and aggressively market for new profitable status customers from the identified target sectors. 
• Manage key customer relationships through regular contacts and visits by ensuring the effective call program is maintained on all assigned and prospect customers. 
• Maintain high professional standards and strive to provide quality services and competitive pricing to clients. 
• Cultivate good rapport with SME clients and ensure the bank becomes the choice for their investment and banking. 
• Staff management and development, including motivation and succession planning. 
• Directly responsible for the performance of the assigned portfolio. 
• Sustainability of the portfolio with managed risk levels & consistent quality. 
• Maintain a high standard of operational control including adherence to Risk Management and Compliance guidelines. 
• Ensure compliance to Know Your Customer (KYC) and Anti Money laundering (AML) requirements in all dealings with existing and potential customers.

Requirements

QUALIFICATIONS, EXPERIENCE & ATTRIBUTES

Education and Professional Qualifications 

• University Degree in a business-related field (Mandatory).
• MBA will be an added advantage.
• Certification in Credit Analysis or a strong background in financial statement analysis is a significant advantage.

Experience

• Minimum 5 years of general banking experience.
• At least 3 years of experience in SME Relationship Management specifically within the Kenyan landscape.
• Proven experience in Credit Analysis, Sales, and Relationship Management.
• Experience in structured trade finance, syndication, and project financing is highly preferred.

Competencies 

• Aggressive Sales Orientation: A resilient hunter capable of closing large deals despite macro-economic challenges.
• Analytical Thinking: Ability to deconstruct complex information and draw logical conclusions for problem analysis and decision-making.
• Stakeholder Management: Exceptional interpersonal skills to influence, negotiate with, and articulate ambitions to various stakeholders.
• Emotional Intelligence: Ability to understand and manage personal and team emotions while effectively handling conflict.
• Communication & Presentation: Proficiency in articulating the ambitions of the Bank clearly and intentionally to various stakeholders.
• Adaptability: Flexibility to work within diverse environments, including the Nairobi and Kitengela business hubs.