Senior Manager; Institutions and Development Partners at CRDB Bank June, 2023

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Reporting to: Head; Government Banking

Location: CRDB Bank Plc, Corporate Banking Department

Job Purpose

The purpose of the job is to manage and sustain a portfolio of Global Development Organizations (GDOs) and aid agencies, building long-term relationships founded on efficient and reliable support for their business. This is achieved particularly through quick risk decisions, management consistency, and quality of operational service. The job holder will be responsible for business development both with new and existing GDO customers where they are expected to increase “wallet share” through Relationship Management. The primary objective is to cross-sell the full bank’s corporate product set to both existing and potential customers Via Consistent value-based management, the job holder will be measured on risk-adjusted portfolio contribution as well as other performance metrics including customer satisfaction and living the values.

Accountabilities

Develop account relationship plans for key customers in collaboration with product teams including sales, account plans, hunting list and customer contact strategy.
Work with specialist product teams like Trade Finance, Debt, Cash, and Treasury to maximize sales of these products and corporate customers:
Be instrumental in ensuring effective collaboration across local, regional, and global stakeholders in driving business growth.
Achieve agreed sales targets for liabilities and revenue.
Develop and implement a proactive calling program (both face-to-face and telephonic) for existing and potential customers.
Create a lead base of the external target market through business networking by attending relevant social events seminars, trade shows, and industry events.
Timely dealing with and finding resolutions for corporate customer complaints.
Determine the products that are most effective in meeting customers’ needs and be able to sell these, at short notice, both reactively and proactively.
Monitor and ensure adherence to risk service standards.
Produce call reports for scheduled significant business meetings and ensure all deals.
Overall responsibility for the bank’s GDO corporate relationships with customers including negotiation of pricing service levels.
Research, create and follow up on the target list for potential new business.
Identify priority customers using the customer’s prioritization Guidelines to assess their present and potential contributions.
Develop commercial awareness of the performance of the portfolio and the wider Global Clients’ business.
Control and quality of the portfolio, using available triggers and adherence to Risk Management Control Document (RMCD) guidelines and policies.
Maintain a high standard of operational control including adherence to Risk Management Control Document (RMCD) guidelines, KYC & STM procedures and other bank policies.
Meet deadlines for all Low, Medium and High-Risk Customer Reviews.
Ensure proper segmentation & Contra codes are applied against an assigned portfolio of corporate customers.
Research, create and follow up on a target list for potential new business.
Actively engage in understanding GDO business performance through Pipeline Calls and Monthly Business Reviews.
Day-to-day coaching and development of Relationship Managers in the provision of consistent service quality to corporate customers.
Team management

Education Experience, Knowledge and Skills Required

Degree in Business Administration or its equivalent
At least 5 years in Relationship management
A working knowledge and understanding of relevant legislation e.g., KYC, anti-money laundering, banking code, sanctions, service standards, health & safety standards etc.
A sound knowledge of the bank’s internal department, system & procedures.
Awareness and understanding of CRDB’s products & services to best satisfy customer needs.
A good knowledge of the products & services available in Retail & Markets is also required to satisfy the individual financial needs of business owners/key individuals.
The jobholder will require a broad understanding of policies and strategies across the CRDB as they relate to the demands of the customer base.
Detailed knowledge of the bank’s products, credit assessment, account opening and other processes.
Sales and negotiation skills
Credit Risk & structuring skills
General Corporate Skills
Excellent communication skills-written, oral and presentation.
Customer Relationship Management
People Management/ Leadership
Targeting, Marketing and Sales Skills.