Massive Recruitment in Standard Bank, Nairobi, Kenya

Relationship Manager

Job Purpose
To provide a proactive business banking sales and service management function that will retain and grow a portfolio of small and medium enterprise customers by identifying and implementing value adding and specialized business banking financial product solutions from a range of standard and/or customized offerings.

Key Responsibilities/Accountabilities

·         Profitable Growth in Sales Explaining, promoting, selling and/ or customising a range of appropriate Stanbic Bank product Offerings/financial solutions that meet the financial needs of small and medium enterprise customers.
·         Selling includes acquiring and opening new business accounts on a face-to face basis, as well as Cross-selling additional value adding products & services to existing customers to assist them in growing their businesses
·         Identifying sales leads for associate company stakeholders e.g. Vehicle and Asset Finance; Electronic Banking; banc assurance /wealth management (where available), etc. Mining existing customer data to identify expansion and/or additional business opportunities.
·         Identifying opportunities to migrate top-end relationships.
·         Developing and implementing a client calling schedule to visit key clients in need. Customer Service Quality and Efficiency
·         Providing a central information/ query service point for the portfolio.
·         Performing a liaison role between customers and back-office service fulfilment and credit functions.
·         Interacting with clients and conducting needs analyses to assist clients to better understand their financial requirements.
·         Accurately and efficiently processing customer mandates/ documentation requirements for banking facilities.
·         Lending Support and Risk Management Planning and implementing annual credit reviews for the portfolio.
·         Explaining credit loan facility options and qualifying criteria to customers.
·         Supporting customers in the completion of credit application information requirements e.g. balance sheets, financial statements and management accounts. Motivating and processing non-scored and scored credit applications.
·         Notifying customers regarding the approval/ decline of credit loan facilities.
·         Monitoring of daily referrals to ensure that client facilities are managed within the parameters set by Credit.
·         Exercising discretion regarding account conduct based on a close knowledge and understanding of client activities.
·         Compliance with Legislation Compliance with general banking and Credit policies and procedures.
·         Ensure KYC requirements compliance on relationships within portfolio. People Management Managing a team of Business Bankers (where applicable) and the Account Support Officer(s) ensuring that work standards and quality work output targets are set, achieved and maintained. Managing team and individual performance.
·         Identifying strengths and development areas and ensuring that staff receive the requisite skills to do their jobs. Proactively coaching and mentoring subordinates.

Qualification

·         Bachelors Degree (min. 2:1) preferably banking related e.g. Business Admin, Banking, Finance, Accounting or Economics.
·         A Masters degree (MBA, Banking, Finance, Economics etc) or banking related Professional Qualifications (e.g. CFA, ACCA, ACIB etc) would be an added advantage.
·         Experience Previous experience as a Business Banker managing a portfolio in the small business environment is preferable. This experience provides an understanding of how businesses operate, as well as understanding the business risks, industry risks and financial requirements pertaining to the market.
·         And/OR Previous experience as an Account Analyst responsible for servicing business clients and preparing Credit applications.
Skills/Expertise Knowledge
·         Good knowledge of general banking practices and procedures.
·         Good numerical skills and financial acumen to analyse and evaluate financial statements, balance sheets and ratios.
·         A sound understanding of cashflow cycles pertaining to the industry being analysed. A basic current knowledge and understanding of different industry sectors and sector risk trends; this includes a basic understanding of the impact of climactic conditions on the agricultural market (if there are agric clients in the portfolio).
·         A thorough knowledge of standardised business banking products (features & benefits) and pricing.
·         Good knowledge of Personal Banking product offerings.
·         A good knowledge of financial investment options, vehicle and asset finance and electronic banking options for lead generation purposes.
·         A basic understanding of market economics.
·         Knowledge of competitor offerings.
·         A sound working knowledge and understanding of Credit principles and practices i.e. credit applications, securities, balance sheet requirements, behavioural scoring.
·         A good knowledge of the BankMaster/T24 system to capture and access customer account information.
·         A strong knowledge of the terms and conditions of multiple legal entities (companies, close corporations, sole proprietorships etc.) in the SME market and the legislative restrictions & requirements governing these from a financial services perspective.
·         A basic knowledge of the Companies Act and the Companies and Intellectual Properties Registration Act (CIPRA) for correct documentation/ mandate preparation purposes.
·         Sound knowledge of Managing Local Market (MLM) sales principles and practices to optimise portfolio retention and growth.
·         A good knowledge of administration processes and procedures pertaining to Business Banking transactions.
·         Excellent verbal, written and telephonic communication skills.
·         Knowledge of how to use the Group Reference Guide to access/ look up relevant information. Sales and financial targets as per KRA scorecard:
Location: Branch/ business centre based
Knowledge Competencies
·         Business Knowledge and Contribution
·         Risk Management
·         Project Management
·         People Management
·         Financial Management
·         Change Management
·         Knowledge Management
How to Apply


Home Loans Consultant 
Job Purpose
Job Purpose Establish, maintain and leverage estate agent and developers for end user finance Ensure acquisition of new home loan customers. Provide primary point of contact to customers by identifying their finance needs and fulfilling on them.

Key Responsibilities/Accountabilities

·         Develop business opportunities by following up/pursuing leads.
·         Conduct daily / weekly / monthly calling programs within the estate agent and developer arenas and focusing on high potential value prospects. Identify and follow up on new customers to increase mortgage market share.
·         Market and provide information on the full range of Affinity market/upper salaried products to customers to optimize cross-sell.
·         Follow up on sales to ensure that customer requirements have been met.
·         Clearly understand sales targets set for self and unit.
·         Pro-actively work with all bank departments to drive mortgage sales
·         Actively participate in all group scheme bank days to acquire business.
·         Pro-active involvement in sales activations, open days and expo’s.
·         Ensure Zero rework’s on all home loan applications in order to improve on TAT Leverage on Mortgage customers in order to cross sell other bank products. Sales, cross-selling and targets met.
·         Risk control, compliance, safe custody and physical security procedures in place and adhered to with regard to all Customer documents & Instruments Applications sent to Credit meet all the requirements and are sufficiently followed up to reduce TAT for the customer.
·         Customer query/complaint trends identified and root causes resolved at source. Satisfied and well-informed customers as measured by Customer Satisfaction Survey ratings.

Qualification

·         Relevant Degree from recognised University.
·         Previous experience in sales and marketing especially mortgages and or property sales
Knowledge/Technical Skills/Expertise
·         Computer literacy and knowledge of personal computers and software packages such as MS Word, MS Excel, MS PowerPoint, MS Access.
·         Working knowledge of SAP, Model Bank /T-24.
·         Knowledge of and exposure to Personal and Business Banking network.
·         Knowledge and exposure of the Kenyan property market and relevant laws
·         Knowledge and exposure of Mortgage lending process
·         Basic understanding of banking financials Sales and marketing experience in mortgages or property sales is a bonus

·         Thorough knowledge and understanding of local target market profiles.
·         Thorough knowledge of the retail products and services
·         Knowledge of risk management and credit principles, including an understanding of the terms and conditions of sanction.
·         Comprehensive knowledge of bank’s laid-down policies and procedures relating to all areas under control.
·         General knowledge and understanding of financial statements, including application of policies and principles for evaluation and management of the risk associated with lending
How to Apply


Vehicle & Asset Finance Sales Consultant 
Job Purpose
·         To provide supervisory role in the VAF support team, responsible for the optimization of customer service to perform due diligence checks, continuously contact the loan applicant after the approval processes up to draw-down.
·         Ensure that service levels, both to external and internal customers, and work processes are maintained and run both efficiently and effectively in line with customer value propositions to achieve business growth & market share targets, risk management and cost management objectives.
·         Exhibit knowledge and technical skills development through continuous coaching, motivational and training participation, thus maintaining a highly effective and efficient performance in this supervisory role.
·         Facilitate proficient information and communication distribution to all key stakeholders throughout the decision making process, whilst ensuring that policies and service level agreements are adhered to and maintained. Also take corrective action where these are deviated.

Key Responsibilities

·         Business Growth Collaborate with sales teams and support units to seek sales growth and business improvement opportunities.
·         Agree on conversion budgets / targets and work with the sales teams to ensure these are achieved.
·         Relationship Building Establish and maintain a strong customer focus approach both with internal and external stakeholders.
·         Facilitate and develop sound relationships with dealers.
·         Facilitate and develop sound relationships with the internal channels such as POR/Branch Network, Sales Units and Product departments.
·         Ensure that sub-ordinates maintain a good rapport with customers and dealers in a professional manner. Manage arbitration of queries and complaints.
·         Keep customers informed on the progress of their applications and drive this culture throughout the team.
·         Legislative Compliance Adherence to the VAF Credit Policies, Legislation (KYC) and Code of Banking Practice. Identify and address any fraud related activities and ensure risk exposure is minimized.
·         Complete disclosure to the customers in terms of accreditation, repayments, service fees, and commission.
·         Operational Administration Track new applications submitted to ensure acceptable turnaround times are met.
·         Identifying and monitoring loss experience and implement preventative measures.
·         nform the client /dealer on all approval related conditions.
·         Ensure that allocated work is processed within the set turn around times, therefore meeting monthly tat targets.
·         Conduct spot checks on their own work to ensure accuracy and adherence to SLA’s.
·         People Management Clarify individual role ensuring clear targets are set and goals are achieved.
·         Optimize personal performance through development promoting the right skills, competencies and business accountability.
·         Observe and deliver key result areas in line with business objectives.
·         Manage personal performance and productivity.
·         Identify skills deficiencies / training needs and engage with the Team Leader to address appropriately.
·         Have weekly informal and monthly formal performance discussions with the Team Leader.

Qualification

·         Relevant Degree from a recognized University Professional Qualifications
·         Banking examinations desirable.
·         Experience 2-3 years banking experience.
·         Exposure to leadership development is an advantage.
·         Relevant Sales and Service experience.
Knowledge/Technical Skills/Expertise
·         In depth knowledge of Vehicle & Asset Finance (VAF) and Insurance Premium Financing (IPF) loans service delivery benchmarks and standards.
·         Understand the Code of Banking practice and how it applies to sales and service.
·         Thorough knowledge and understanding of the credit processes and lending criteria.
·         Risk and Compliance Management Principles.
·         A sound knowledge of insurance / assurance requirements.
How to Apply

Transactional Banker – Private Banking 
Job Purpose
Provide an efficient and technically proficient personal banking back-up and routine support service to a portfolio of executive banking clients, thereby ensuring speed and quality of product and service transactions in strict compliance with laid down risk management controls and credit procedures. Contribute to the achievement of sales and client retention targets by constantly monitoring the status of existing accounts.

Key Responsibilities/Accountabilities

·         Internal support for all aspects of the Relationship Manager’s portfolio.
·         Sales leads: provides Relationship Manager with leads and cross-selling opportunities. Customer satisfaction survey: provide service to clients whereby the service does not involve pricing changes or major adjustments to clients’ total portfolio mix.
·         Portfolio management: ensure that the records are kept in order and up to date.
·         Effect the opening and processing of account related documentation by following up the status of transactions/account applications/queries or requests with the relevant internal support areas through to conclusion.
·         Credit management: motivate credit applications and all credit related issues for the Relationship Manager in line with credit policies and practice

Qualification

·         Degree holder from a recognized University (min – 2nd class upper or equivalent).
·         Experience 3-4 years general banking experience, with exposure to executive banking. Branch frontline and sales support experience.
·         Good knowledge of banking products/investment options and the documentation requirements underpinning these
Knowledge/Technical Skills/Expertise
·         Understanding of the Private banking market and how the businesses in this sector operate
·         Sound knowledge of executive banking processes, products and related documentation.
·         General credit knowledge, including an understanding of securities and balance sheets.
·         Understanding of behavioural and application scoring systems.
·         Clear understanding of the executive banking value proposition and delivery strategy.
·         Basic knowledge of competitor products.
·         Knowledge of support functions in the business & executive banking markets.
·         Portfolio knowledge.
·         Attendance of applicable SBA training courses, e.g.communication skills, product knowledge, credit training, sales skills.
How to Apply


Business Development Officer – Stanbic Insurance Agency 
Job Purpose
Achievement of the sales targets, income and profit budgets To ensure ongoing and successful sales and distribution of Insurance products for the branches assigned.
Manage and develop sales strategies and identify opportunities.
Implement strategies for profitable results.

Key Responsibilities

·         Sales Management Handle the sales performance across all products, both short and long term insurances.
·         Identify anomalies and develop strategies to rectify and improve performance.
·         Provide input to branch campaigns to ensure maximum penetration into insurance products and clients numbers.
·         Maximize penetration of SIA by achieving sales targets timeously Correction of poor performance.
·         Relationship building
·         Constantly maintain a professional environment and celebrate our successes
·         Timeously feedback to the network Build relationship with key players and group companies
·         Attend regular meetings with key stakeholders Analysis competitor trends, pricing to optimize on sales
·         Liaise with insurance companies to optimise value for bank customers Service all complaints in respect of our products in the branches Training
·         Ensures competency-based training on Advisory products takes place with various stakeholders as and when required.
·         The stakeholders are trained accredited, and coached on the various products Ongoing training to develop performance
·         Management Servicing of expenses and control cost to income ratios
·         Control expenses and use them correctly in order for us to achieve the highest return related to sales
·         Analysis MIS and act accordingly Apply knowledge, resources and experience to resolve problems Able to follow or professional challenge defined processes
·         Participate in adhoc company events Support other business units and other departments within SIA Live the values and the brand Be a brand Ambassador Share best practices, tactics and action plans.
·         Risk & Compliance Provides complete disclosure to the customers in terms of accreditation, Premiums fees.
·         Ensure all forms are completed correctly and send to Operations for uploading to Bancassurance
·         Policy Management system as the record keeper Assist channel in achieving their risk compliance ratings in terms of all SIA requirements
·         Ensure customers are satisfied with SIA Advisory products bought in channel.
·         Provide input in developing sales strategies and identifying opportunities in the Branches Insurance space.
·         Monitor sales performance across all insurance products, both general and life at channel.
·         Maximizes penetration of SIA by achieving sales targets timeously.
·         Assists in repositioning on new product initiatives.
·         Profitable Growth in Insurance New Business Sales (SIA Business).
·         Important Relationships: Stanbic Insurance Agency team Customer channels – Branch network (From direct sales to consultant level, including Business Banker, Branch Manager and Regional Cluster Heads) SME, Wealth, Silver, Executive Banking & Private Client segments (business unit team leader to support officer)
·         Stanbic Enabling Functions (Operations, CCC, Credit, HR) Insurance companies.

Qualification

·         Undergraduate degree from a recognized university Professional banking/insurance/sales/marketing qualification
·         Previous banking or Insurance sales
·         Experience of managing and/or working within a team that delivers
·         Experience in the financial /investment and/or insurance broking industry
·         Proven sales track record in the financial services industry
Knowledge/Technical Skills/Expertise
·         Understanding of macro-economic, business, social, political trends and the transformation of this knowledge into operational strategy Create, edit and print files from Word, Excel to capture and analyse Insurance/financial data & Power Point. In depth understanding of range of products in market, competitor advantages and disadvantages and own product competitive position
·         A sound understanding of risk cycles pertaining to the industry being analysed.
·         A good current knowledge and understanding of different industry sectors and sector risk profiles/ trends.
·         A thorough knowledge of multi-level products available to Personal banking and SME Tier II banking customers.
·         Extract and apply information to CRM (Customer relationship management) strategy Full understanding of all products, sound knowledge of the bank processes and procedures
·         Results orientated/Customer service focused and people orientated Computer literacy, negotiation, listening skill, presentation skills, sales skills, communication skills, marketing skills and coaching skills
How to Apply

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