Head of Institutional Banking at Bank of Africa Kenya Limited

Reports To:     General Manager
Reference:     HIB/FEB/2020
Department/Unit:     Institutional Banking
Job Location:     Head Office

Purpose   

The job holder will be responsible for deposit mobilization and grow Bank’s business from institutional clients positively contributing to the Bank’s growth strategy and profit.

Responsibilities     

• Business Development & Marketing 55%
  • Identify, cultivate, and develop business relationships among the targeted Institutions, Government ministries, Developmental Agencies & NGOS, Religious institutions, Law firms and Non-Bank Financial institutions and respond as appropriate with a suitable product package based on the analysis of the Institution’s needs.
  • Grow IB customer base and business volumes as per agreed targets.
  • Generate and improve profitability on a portfolio of new customer relations.
  • Market for sustainable growth and overall stability on the liabilities through growth of current account/collection business as well as wholesale deposits from institutional clients (sector focus will be stated on KPI).
  • Identify and develop new business proposals efficiently and expeditiously to ensure that potential new business opportunities are not lost to competitors.
  • Market aggressively for project funds & Developmental Agency funds prior to disbursements to various targeted projects
  • Ensure an effective call program to new and assigned clients is maintained and executed, assessing possible needs of the targeted clients/Institutions and identify other cross selling opportunities.
  • Keep constantly in touch with Developmental Agencies, Government ministries as well as Treasury ensuring that they are fully kept abreast of positive developments within the Bank thus increasing BOA Bank visibility among these key Institutions. This will mean developing a personal touch and a relationship management approach with all these Institutions and negotiating with them to channel funds/business through BOA Bank.
  • Cross sell Bank products and services
  • Ensure that applied interest rates are minimal or managed within guidelines and limits set by the Bank
• Planning 15%
  • Continuously monitor institutional banking relationships to ensure that clients are satisfied with Bank service/partnership.
  • Anticipate, analyse and respond to the various current and future needs of the targeted Institutions.
  • In liaison with the Head, Institutional Banking identify other potential Institution with whom BOA can partner/do business and who can benefit from our mix of products and services.
  • In liaison with the Head, Institutional Banking, prepare pre-visit report/facts and a calling program for the targeted Institution/s.
• Customer Care / Portfolio Management – 20%
  • Initiate and monitor customer/Bank contact at all levels and functions, ensuring that customers enjoy the highest standards of service.
  • Monitor counter services for collection business/institutional/asset clients.
  • Monitor relationships on a day to day basis to ensure good customer service on the maintenance of SLA.
  • Monitor and proactively manage expiring limits for loans & guarantees
• Monitoring & Control 10%
  • Keep abreast of developments in the market; be aware of projects to be carried out by parastatals, Government ministries and Developmental Agencies and their various sources of funding.
  • Be familiar with trends in the banking industry in general and particularly the industry/sectors in which each of the Institutions managed/targeted operates and tailor product(s) to suit the client’s business.

Competencies and Experience     

• Prior Experience
• Previous experience in a successful bank or within the bank with at least 5 years’ experience in as an Account Relationship Manager position, preferably in institutional banking
• Good knowledge of other transactional bank products and services to facilitate cross-selling.
• Strong Business acumen both in the banking industry and the Corporate/Institutional space.Competencies
• Experience and understanding in the management of banking relationships.
• Strong Selling/negotiation skills
• Interpersonal/ networking skills
• Good communication and presentation skills – Articulate & Decisive
• Initiative/ self-motivated
• High Integrity

Education     

A degree in a business related field i.e. Bachelor of Commerce, Business Administration, Economics or Banking/Finance.