Human Resource Department

Date: April 11, 2022

1. Vacancy announcement

Position:SME and Retail Manager

Number of Vacancies: 1 position

Department: Corporate, SME, and Retail

Place: Mogadishu

Application Deadline: April 26, 2022(11:59 PM)

1. Job Purpose and Summary

Reporting to the Head of Corporate, SME, and Retail, the SME and Retail Manager will be responsible for setting the strategic agenda for SME and Retail banking portfolio through balance sheet growth, customer acquisition, customer retention, and profit & loss targets to support achievement of overall business strategy, in a cost effective and high return manner.  He/she will build and sustain long-term relationships with customers and work closely Branch Managers.

• Main Responsibilities and Duties

Key Responsibilities

Description of Duties 

·         Develop and lead the implementation of the SME and Retail Segment strategy in line with the overall Business Development Strategy; to ensure achievement of profitability targets through revenue maximization and prudent cost management.

·         Develop and implement a strategy for attraction, retention, and satisfaction of SME and Retail customers.

·         Review strategies for SME and Retail banking for the short, medium, and long term in line with the Bank’s plan.

Business development and growth

·         Effectively execute all the agreed business development and growth strategies in accordance with the long-, medium- and short-term plans of the Bank through active portfolio management and development by maintaining & growing existing income sources and meeting set targets for new business.

·         Working closely with Branch Management and Credit teams to increase market share of the SME and retail segment in terms of customer numbers, products and service consumption and revenues while proactively reducing the non-performing loan book.

·         Driving sales through effective leadership, guidance and performance management process within the branch network and relationships.

·         Attracting new businesses and expanding current business.

·         Working directly with Branche Managers SME and Retail teams to derive deposit growth and account utilization.

·         Identify and capitalize on new market opportunities to expand presence, competitiveness, and profitability through proactively selling of products and services.

·         Improving the business environment and raising the profile for the SME and Retail business segment in the Bank.

·         Establish profitable banking relationships with SME and retail clients by providing high quality banking and other financial services to SMEs and Retail customers where the Bank operates.

·         Advise the Bank on SME market analysis and segmentation with regards to SME financial products, SME credit Risk evaluation processes, loan monitoring, collections, and debt recovery procedures.

·         In liaison with other stakeholders, ensure quality portfolio by effective identification of risks and their mitigations. Representing the Bank and business unit in forums, meetings, and fast track the implementation of the relevant agreed action points.

·         Develop market intelligence for target segments within country.

·         Management of day-to-day pricing, credit terms offered, contracts and customer agreements.

Business development

·         Offer Strategic leadership to Retail Banking and the Regional Business Development team to ensure achievement of both departmental and corporate objectives.

·         Manage achievement of sales, retention of client base and profitability of portfolio.

·         Maintain a growing, balanced asset and liability book in line with overall bank strategy.

·         Oversee sign up of new schemes and penetration through continuous Relationship Management.

·         Business Risk Management: Business Approvals in compliance with laid down policies and procedures. 

·         Review Regional Business Managers, Retail Banking and Branch Managers performance Institute remedial actions.

·         Review the existing product offering and institute product development which answers to the aspirations of the Kenyan populace.  

·         Enter strategic business partnerships which ensure mutual benefits and generate leads as well as business development.

·         Liaison with both Internal and external stakeholders on matters related to Business.

·         Optimize business growth through aggressive sales efforts resulting in quality growth of client’s relationship, develop new business and grow accounts.

·         Facilitate the development of new products and markets.

Customer service

·         Drive sustainable growth and acquisition of new customers for the SME & Retail through the creation, development, and maintenance of high-quality customer service.

·         Build and maintain productive and strategic relations with customers and stakeholders to drive the development and delivery of business solutions and revenue growth for the SME and Retail Unit.

·         Any other duties that may be assigned by the supervisor. 

·         Champion the delivery of consistent, seamless, and trusted customer service to ensure customer retention and loyalty.

·         Facilitate training programs to enhance product knowledge to the Retail Banking teams, branch staff and sales teams on SME and Retail Banking Products.

·         Drive customer-led propositions for the SME & Retail Banking Unit by developing a pipeline of value adding customer solutions to include customer experience, products, and service offers.

·         Develop and manage an effective SME and Retail customer’s loyalty to deepen Premier Bank SME and Retail market penetration.

·         Good customer care and relationship management.

·         Assisting in the cross-selling of all the Bank products.

Credit Management

·         Grow loan portfolio through new business acquisition in the SME and retail segments. 

·         Market loan products to SME and Retail segments.

·         Ensure customers receive prompt feedback on the fate of their applications. 

·         Maintain a high-quality loan book and offer competitive products and services that meet the needs of target market

·         Contribute new loan product development.

·         Make appropriate recommendations for cases presented to the various Credit Committees especially Credit-Exco and the Board. 

Compliance and Risk Management

·         Ensuring compliance with Bank’s Credit Policy and Government regulations.

·         Regularly monitor all performing accounts. 

·         Maintain and evaluate quality of Loans to ensure compliance with lending guidelines.

·         Communicating and reinforcing the AML-CTF compliance culture established by the board.

·         Implementing and enforcing the board-approved AML, KYC & CFT policy within the Department, Unit or Branch.

People Management

·         Offer strategic, direction and pace to the SME and Retail team across the bank.

·         Offer leadership to managers and staff in the region assigned in a manner that promotes motivation, efficiency, mentoring and to ensure high levels of discipline.

·         Train, Coach, mentor and develop a high performing team with clear responsibilities and accountabilities.

·         Providing support and assistance to individual team members. Assist in training, staff development, performance reviews and disciplinary actions.

·         Adopting a proactive and energetic work style to enhance customer/ interdepartmental /branch delight. 

·         Offer advice to Branches and the SME staff on matters and issues relating to SME credit appraisals. 

·         Upholding the required professional and technical knowledge by attending and contributing to the appropriate training programmes.

·         Ensure that the unit staff are adequately always resourced.

·         Drive performance management to ensure staff productivity across the unit and branches

1. A Bachelor’s Degree in Business Administration, Banking/Finance, Commerce, Statistics, Marketing or Economics.
2. A postgraduate degree or professional qualification in a related field
   will be an added value.
3. At least 6 years of managerial experience with proven track record for delivery of superior results (at least 3 years in lending role).

Key Competences and Skills

1. A detailed knowledge of bank's products relating to the SME and Retail market segment.
2. A good knowledge of other Bank products and services to facilitate cross selling.
3. A good understanding of the current trends both in the banking industry and the corporate world of business.
4. Business opportunity identification skills
5. Interpersonal and negotiation skills
6. Presentation skills
7. Good communication and Report writing skills
8. Financial analytical skills.

Interested candidates should submit their CVs and academic documents to [email protected] not later than April 26, 2022(11:59 PM), quoting the vacancy announcement title on the subject line of the email.