Senior Relationship Manager - FMCG

Key Responsibilities

Strategy implementation

• Implement the FMCG Business Segment Portfolio strategy in line with the overall KCB Group Strategy.
• Delivery on Annual Business Growth Targets: Revenue, Fees and Commissions, Balance sheet and Customer number growth.
• Drive acquisition of NEW Corporate FMCG Business relationships.
• Drive sustainable growth through understanding customer/prospects needs and delivering innovative and customized financial solutions to meet identified customer needs.
• Develop in-depth knowledge of the client’s strategy, financial performance, industry/outlook/trends, and general macroeconomic issues and trends in the country and other relevant geographies and ensure that this is transferred to the relevant internal stakeholders.

Sales and business growth

• Execute clients deals in line with developed strategic client plans.
• Execute sales growth tactics and targets in collaboration with business partners (e.g. Sectors, Product Management teams, Bancassurance, Capital and any other business partners).
• Ensure strong cross-selling of existing and new products to existing and new clients.
• Responsible for maintaining a healthy link between the Balance Sheet and Income Statement through managing the margins at which facilities are made available to clients in the portfolio.
• Implement and control the pricing tactics and parameters for the portfolio in line with pricing policy and financial targets.
• Drives the growth of non-financial performance such as new customer acquisition, Net Promoter Score, updated customer information, accurate segmentation of customers in the portfolio.

Relationship Management

• Champion the delivery of consistent, seamless and trusted customer service to ensure customer retention and loyalty.
• Personally maintain and deepen client relationships at the appropriate level and foster long-term client interest.
• Relationship Management of Key Regional Customers and Stakeholders.
• Develop critical relationships with client decision makers and regularly define and communicate commercial opportunities for new and existing clients of KCB Group.

Account monitoring

• Monitor daily referrals to ensure that client facilities are managed within the parameters set by the Bank.
• Exercising discretion regarding account conduct based on a close knowledge and understanding of client activities.

Risk Management

• Ensure timely submission of quality credit proposals in conformity with the Credit Policy guidelines and requirements.
• Maintain the quality of assigned portfolio within stipulated Non-Performing Loans (NPL) and Portfolio at Risk (PAR) parameters.
• Manage and maintain robust monitoring, controls, business continuity, governance and risk management environment.
• Ensure timely preparation of relevant reports and daily monitoring of accounts to ensure facilities have accurate interest rates, are within the approved limits, and taking remedial actions in line with policy.
• Ensure compliance to the Bank’s policies, procedures and regulatory requirements.

Qualifications, Experience and Competencies

• Bachelor’s Degree from a recognized university.
• Minimum of seven (7) years’ banking experience, preferably within a reputable financial institution, with significant exposure to Corporate Banking and Relationship Management.
• At least five (5) years’ experience managing corporate relationships within the FMCG sector, with a proven track record in client acquisition, portfolio growth, and revenue delivery.
• Demonstrate expertise in Credit, financial analysis, and client portfolio management, with a minimum of five (5) years’ relevant experience.
• Sound knowledge of Trade, Transaction Banking, and other Corporate Banking products and solutions.
• Deep understanding of FMCG industry value chains, market dynamics, and the key drivers of business performance within the sector.
• Strong sector expertise with a thorough understanding of emerging trends, opportunities, risks, and competitive developments within the FMCG industry.
• High level of digital awareness and proficiency in the use of banking systems, data analytics tools, and business applications.
• Strong commercial acumen with the ability to identify opportunities, develop winning strategies, and deliver sustainable business growth.
• Excellent research, analytical, financial modelling, and problem-solving skills, coupled with strong attention to detail.
• Outstanding communication, negotiation, stakeholder management, and relationship-building capabilities.
• High levels of integrity, professionalism, and sound judgment, with the confidence and courage to constructively challenge established practices, drive improvements, and influence decision-making.
• Self-driven, results-oriented, and capable of thriving in a dynamic, fast-paced, and highly competitive business environment.