Job Summary:
The role is responsible for enhancing Transactional Banking Revenue by identifying specific opportunities for offering cash management solutions covering collections, e-payments, liquidity management, channel services -mobile and connectivity products to customers in partnership with relationship management teams and banking services.
Own assigned products, manage them and the delivery of end-to-end allocated product objective including reporting financial and non-financial performance, enhancement of the products capabilities, future product strategies and oversight of risk and governance, implementation of the balance sheet strategy.
Grow new to bank revenue and improve product/market penetration over the assigned portfolio of clients. To strengthen relationships with clients by positioning extraordinary value-added products to their businesses based on their cash management solutions needs around collections, e-payments and liquidity management.
KPI
Key area
Responsibilities/Duties/Tasks
Business Development
- Responsible for managing and growth of Non-Funded Income (NFI), Current and Savings Account (CASA) and digital transactions and revenue.
- Increase market penetration and share of wallet for assigned portfolio and identified clients through sales of Transactional Banking solutions
- Increase Banks penetration in new & existing digital products to the customer in the assigned portfolio.
- Identify opportunities for new/incremental business with bank clients and work with the relevant stakeholders to turn these opportunities into revenue for the bank
- Reviewing cash management revenue lines movement and raising any income leakage noted with finance team
- Recommend products / services with a clear understanding of corporate/BB client need.
- Ensure overall attainment of all cash management sales target in portfolio measured by closed deals.
- Manage prospect qualification, customer calls/negotiation, solution presentations and solution-based proposals and implementation.
- Responsible for new business growth (revenue, pipeline and balance sheet) and client servicing solutions to build long term relationships.
- Develop jointly with the Relationship team a local product and sales strategy to meet objectives in line with the Transaction Banking strategy.
- Review client’s ecosystem in terms of cash management, to create opportunities with their anchors-buyers-suppliers to benefit from the business chain.
- Conduct a structured branch Training and RM training program.
- Visit in alignment with business development strategy, pipeline conversion and new or incremental business opportunity. This can be done jointly with the segment RMs/BMs/ROs
- Ensure an expected wallet share of the company business is maintained within the bank.
- Create, manage and own a cash pipeline from initiation to revenue realization.
Digitization
- Migrate manual transactions done at the branch to digital channels and achieve digitization/digital transactions KPI for assigned portfolio.
- Responsible for digital adoption and increase of digitally active clients in the assigned portfolio.
- Drive digital channels to customers of the assigned portfolio.
- Drive collections and payments integrations and meet overall target for digitally integrated customers and partnerships.
- Ensure all integrations in the assigned portfolio are generating maximum revenue.
Implementation & Client Service
- Conduct post sales training and support. Ensure clients are utilizing the solutions immediately for revenue realization and assurance.
- Consistently promote the bank’s channels and product capabilities
- Confer with implementation team to confirm solution’s capability to avoid missell
- Dealing with everyday corporate and BB need and the intricacies around those products and services to ensure seamless service delivery to the clients.
- Maintain a detailed and an up-to-date knowledge of the bank’s comprehensive integrated channels capabilities and their application to client needs and use this knowledge in structuring solutions.
- Frequently review client’s satisfaction with solutions provided within the quarter as an after-sales service check to strengthen relationship and contentment.
- Own follow up with implementation team for all customers who need integration and/or training-based solutions in the best interest of the customer and the bank.
- Adhere to agreed SLAs with clients and escalate if challenges are faced.
- Support and guidance to other internal stake holders of transactional products
- Other initiatives like product promotional campaigns, training and seminars & service standard development
- Ensure fees are collected accurately.
- Ensure development of a proactive customer requirement approach and creativity to develop innovative communication in order to penetrate and increase market share
Data & Analytics
Continually analyze and monitor digital channel utilization on portfolio and liaise with implementation teams to drive utilization for the top and bottom clients in portfolio on a quarterly basis.
Risk management
Responsible for identifying and reporting potential and actual Money Laundering Risk, including suspicious transactions in accordance with the laid down AML/CFT policies & procedures
Part 4: Qualification, Skills and Competencies
- Presentation skills
- Interpersonal and Communication skills
- Entrepreneurial
- Demonstrate integrity, dependability, responsibility, accountability, self-awareness, work ethic, and empathy.
- Project Management Skills
- Proven knowledge in all Transaction Banking products
- Sound Knowledge of e-payments, collection and liquidity management platforms.
- Basic knowledge of bank’s ICT platforms
- Basic knowledge on how to review balance sheets and P&L
- Bachelor’s Degree in a Social Science or related field
- A minimum of 2 years’ relevant work experience
If you believe you meet the above requirements log onto our www.imbankgroup.com/ke and click on careers and apply for the position. Your application should reach us as soon as possible but not later than 4th December 2024.
