Senior Relationship Manager

This role is a senior Corporate Banking position focused specifically on the Oil & Gas sector. The successful candidate would manage a portfolio of major corporate clients, act as their financial adviser, develop new business, and increase the bank’s revenue, profitability, deposits, lending and overall share of wallet.

It is not an entry-level relationship-management position. The employer is looking for an experienced corporate banker with at least 8 years of Commercial Banking experience, including 3 years in a management position, together with a strong record of delivering financial growth and managing corporate relationships.

Key responsibilities

• Manage and grow a portfolio of corporate customers in the Oil & Gas sector.

• Act as the primary relationship manager and financial adviser for assigned corporate clients.

  

• Develop account plans and strategies for existing customers.

• Identify and acquire new corporate customers within the target market.

• Increase revenue, profitability, balance-sheet growth and market share from the portfolio.

• Recommend, structure and sell banking solutions that meet corporate customers’ financial needs.

• Work with product and solution teams to deliver appropriate banking products and services.

• Monitor portfolio performance and ensure financial targets are achieved.

• Manage Portfolio at Risk (PAR) and maintain non-performing loans (NPL) below the required threshold.

• Take early action on overdue exposures to prevent them from becoming non-performing loans.

• Maintain strong customer relationships and improve customer satisfaction and retention.

• Identify opportunities to increase the bank’s share of wallet among existing customers.

• Maintain accurate and up-to-date customer information in the CRM system.

• Ensure compliance with banking policies, procedures, service-level agreements and turnaround times.

• Resolve audit findings within agreed deadlines and prevent repeat audit issues.

• Work closely with internal departments to ensure customer requirements are fulfilled.

• Provide feedback on banking policies and procedures to help maintain competitive products and services.

• Support business development and contribute customer insights to product development.

• Maintain strong knowledge of corporate banking products, services, regulations and the local banking market.

• When assigned, lead delegated teams by providing motivation, coaching, training and performance management.

• Maintain team performance, competency assessments and employee development plans when responsible for a team.

• Participate in professional development and maintain an individual learning and development plan.

• Build trusted relationships with corporate customers, financial institutions, regulators, government authorities and other industry stakeholders.

• When assigned, act for the Head of Corporate Banking in Nairobi Region during their absence.

Qualifications and experience

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

• At least 8 years of experience in Commercial Banking.

• At least 3 years of that experience must have been in a management position within a similarly sized organization.

• Proven experience in Corporate Banking.

• Demonstrated record of consistently achieving commercial and financial growth targets.

• Strong experience in managing corporate banking relationships.

• Strong understanding of banking products and services.

• Good knowledge of banking operations and customer experience.

• In-depth knowledge of the local banking industry.

• Strong understanding of banking regulations and Corporate Banking practices.

• Strong financial and commercial management skills.

• Ability to act as a trusted financial adviser to corporate customers.

• Strong business-development and customer-acquisition capabilities.

• Strong negotiation and relationship-management skills.

• Ability to manage portfolio risk, including PAR and NPL exposure.

• Strong leadership, coaching and team-development capabilities.

What this role really involves

In practical terms, this person is expected to bring in and retain large corporate clients while making the bank more profitable from those relationships.

The role combines four major areas:

1. Corporate relationship management – maintaining relationships with major Oil & Gas companies and understanding their financial requirements.

2. Business development – finding new customers and identifying opportunities to sell additional banking products.

3. Credit and portfolio management – ensuring lending remains profitable and risks such as PAR and NPLs are controlled.

4. Leadership and strategy – delivering portfolio targets and potentially managing Relationship Managers or acting for the Head of Corporate Banking.

The performance expectations are highly commercial. The employer will likely look closely at evidence of revenue growth, profitability, balance-sheet growth, customer acquisition, portfolio quality and achievement of business targets.

Seniority level

Senior management / experienced corporate banking role

The biggest screening requirements are the 8+ years of Commercial Banking experience, 3+ years in management, substantial Corporate Banking exposure, Oil & Gas sector knowledge, and a proven record of financial and portfolio growth.

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