The Executive Head, Client Coverage is a strategic leadership role at KCB Bank Kenya. The position is responsible for developing and driving the Client Coverage strategy in alignment with Corporate Banking goals. This role focuses on sector-specific client value propositions, relationship management, business development, and credit risk management to achieve growth and profitability targets.
Key Responsibilities
Strategy Development and Execution
- Develop and drive the implementation of the Client Coverage strategy, ensuring alignment with the overall Corporate Banking strategy and the Bank’s growth objectives.
- Provide strategic leadership through a deep understanding of industry sectors, client business models, financial performance, market trends, customer insights, and macroeconomic developments across relevant markets, while ensuring knowledge transfer and capability building within the Sector Heads’ team.
- Deliver annual business growth targets across key performance metrics, including Revenue, Fees and Commissions, Profit Before Tax (PBT), Assets, Liabilities, and Customer Acquisition.
Client Value Proposition and Client Experience
- Lead the design, enhancement, and execution of compelling sector-specific client value propositions and differentiated customer journeys.
- Continuously review and refine client value propositions to ensure relevance, competitiveness, and alignment with changing market dynamics and customer expectations.
- Foster collaboration across KCB Group to deliver seamless and integrated solutions for corporate clients across local and regional markets.
Client Origination and Business Development
- Provide oversight for the origination, structuring, and execution of strategic client opportunities across assigned sectors in line with approved client plans and business objectives.
- Drive cross-selling and wallet share growth by promoting existing and new products and solutions to both current and prospective clients while ensuring efficient turnaround times.
Client Deal Enablement
- Oversee the syndication and coordination of client opportunities both locally and across regional markets to maximize business opportunities within the KCB Group network.
- Ensure consistent, timely, and high-quality deal enablement and execution across all sectors, in line with established standards and governance requirements.
Relationship Management
- Build and maintain strategic relationships with senior client decision-makers, identifying and translating commercial opportunities into sustainable business growth for KCB Group.
- Manage and strengthen relationships with key stakeholders, including large corporate clients, business leaders, divisional directors, and strategic partners.
Credit and Risk Management
- Drive the acquisition and retention of high-quality assets while ensuring appropriate pricing disciplines that support profitability objectives.
- Oversee the timely preparation and submission of high-quality credit proposals in compliance with the Bank’s credit policy and risk framework.
- Guide the development and review of credit and business papers for submission to Business Origination, ALCO, and other relevant governance forums.
People Leadership and Talent Development
- Lead by example and reinforce the KCB Group Brand, Values, and People Promise through effective leadership and role modelling.
- Provide strategic leadership, coaching, and direction to the Client Coverage team to deliver both financial and non-financial performance objectives.
- Build a high-performing team through effective talent acquisition, succession planning, employee development, and retention strategies.
- Drive a robust performance management culture through goal setting, continuous feedback, coaching, mentoring, and performance reviews.
Qualifications, Experience and Competencies
- Bachelor’s degree from a recognized university.
- A postgraduate qualification in Business Administration, Finance, Banking, Economics, or a related field will be an added advantage.
- At least 10 years’ relevant experience gained within reputable financial institutions or large, well-established organizations, with substantial exposure to Corporate Banking, Banking Operations and Customer Service.
- Minimum of 6 years’ experience in a senior leadership role with responsibility for leading a revenue-generating function within Corporate Banking and delivering sustainable growth and profitability.
- Proven track record of at least 3 years in business development and strategic relationship management, with demonstrated success in client acquisition, portfolio growth, deal origination, and building strong business networks at a senior corporate banking level.
- Minimum of 5 years’ experience leading and developing high-performing teams, with strong people management, coaching, mentoring, and talent development capabilities.
- Strong commercial and business acumen with a deep understanding of the banking industry, corporate and institutional banking landscape, sector dynamics, and market trends.
- Demonstrated ability to develop and execute business strategies, identify growth opportunities, and deliver innovative client-centric solutions that drive revenue and market share growth.
- Strong credit, risk management, and financial analysis skills, with the ability to assess complex transactions and make sound business decisions.
- Strong leadership presence with the ability to inspire teams, drive change, foster collaboration, and deliver results in a dynamic and competitive environment.
- High levels of integrity, professionalism, and sound judgment, with a strong commitment to customer excellence and regulatory compliance.
