RELATIONSHIP MANAGER – INSTITUTIONAL BANKING

Job Purpose: Establish, develop and grow Bank’s business for corporate and institutional clients both in public and private sector
positively contributing to the Bank’s profit & loss account.

Responsibilities and Accountabilities:

1. Planning – 15%

• Continuously monitor institutional, developmental agency relationships to ensure that clients are satisfied with BOA
  service/ partnership.
• Anticipate, analyze and respond to the various current and future needs of the targeted Institutions.
• In liaison with the Head, Institutional Banking, identify other potential Institutions, parastatals, Government ministries, donor and Developmental Agencies with whom we 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.

2. Marketing – 55%

• 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.
• Identify, cultivate, and develop business relationships among the targeted Institutions, Government ministries, Developmental Agencies and respond as appropriate with a suitable product package based on the analysis of the Institution’s needs.
• Identify and develop new business proposals efficiently and expeditiously to ensure that potential new business opportunities are not lost to competitors.
• Monitor and proactively manage expiring limits for loans & trade instruments.
• Market aggressively for project funds & Developmental Agency funds prior to disbursements to various targeted projects.
• 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 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.
• Market for sustainable growth and overall stability on the liabilities and asset side of the bank’s balance sheet through growth of current account/collection business as well as wholesale deposits from institutional clients (sector focus will be stated on KPI).
• Synergies with various stakeholders to grow the bank’s business

3. 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 & trade instruments.

4. 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

Minimum Requirements:

• A degree in a business-related field i.e., Bachelor of Commerce, Business Administration, Economics or
  Banking/Finance OR its equivalent.
• AKIB or ACIB or Business-related professional qualification (Added advantage).
• Formal training in lending/relationship management.
• 6 years Banking experience with at least 4 years’ experience in Account Relationship Management.