Reporting to the Head of Treasury & Institutional Banking. The job holder will be responsible for deposit mobilization and growing Bank’s business from institutional clients and strategic partnerships contributing to the Bank’s growth strategy and profit.

Key Measurable Goals

• Identify partnership opportunities within the market and lead all aspects of deal execution, including prioritization of partners, strategic and financial assessment, transaction structuring, negotiation and implementation.
• Design and execute ecosystem and partnerships management framework and strategies to achieve the unit’s commercial and brand objectives.
• Develop and maintain an opportunity assessment framework to guide the identification, promotion and development of new markets, services or capabilities through partnerships and/or ecosystem engagements.
• Continuously evaluate and refine the ecosystem business model, with due regard to partner capabilities and culture to promote strategic collaboration.
• Establish and cultivate strong relationships with senior executives across different business units within our partners’ organizations and the bank to ensure effective commercial alignment.
• Collaborate cross-functionally with teams internally to define priorities, plan joint roadmaps with partners and help solve critical issues across the organization.
• Proactively push product thinking and work closely with product and engineering teams, both internally and externally to build the best experiences for users.
• Identify, cultivate, and develop business relationships among the targeted Institutions, Government ministries, Developmental Agencies & NGOS, Religious institutions, Law firms and Non-Bank Financial institutions and respond as appropriate with a suitable product package based on the analysis of the Institution’s needs.
• Grow IB customer base and business volumes as per agreed targets.
• Generate and improve profitability on a portfolio of new customer relations.
• Market for sustainable growth and overall stability on the liabilities through growth of current account/collection business as well as wholesale deposits from institutional clients (sector focus will be stated on KPI).

Key Responsibilities

Business Development

• Identify and develop new business proposals efficiently and expeditiously to ensure that potential new business opportunities are not lost to competitors.
• 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.
• Keep constantly in touch with institutions (Government, Lawyers, Schools, Churches, SACCO’s )and strategic partners ensuring that they are fully kept abreast of positive developments within the Bank thus increasing the 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 Faulu MFB.
• Cross sell Bank products and services
• Ensure that applied interest rates are minimal or managed within guidelines and limits set by the Bank
• Manage the process of contracting, onboarding, integration, deployment and roll out of agreed services for the signed-up partners both internally and externally.
• Develop and maintain an opportunity assessment framework to guide the identification, promotion and development of new markets, services, or capabilities through partnerships and/or ecosystem engagements

Planning

• Continuously monitor institutional banking relationships to ensure that clients are satisfied with Bank service/partnership.
• Anticipate, analyse and respond to the various current and future needs of the targeted Institutions.
• In liaison with the Head, business Growth, identify other potential Institution with whom Faulu MFB can partner/do business and who can benefit from our mix of products and services.
• In liaison with the Head, business Growth, prepare pre-visit report/facts and a calling program for the targeted Institution/s.

Customer Care

• Initiatie 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 & guarantees

Monitoring & Control

• 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.

Leadership

• Coach, develop and manage the team.

Requirements

Education

• A degree in a business-related field i.e. Bachelor of Commerce, Business Administration, Economics or Banking/Finance
• MBA or related Degree is an added advantage

Knowledge and Skills

• Good knowledge of other transactional bank products and services to facilitate cross-selling.
• Strong Business acumen both in the banking industry and the Corporate/Institutional space. Competencies
• Experience and understanding in the management of banking relationships.
• Strong Selling/negotiation skills
• Interpersonal/ networking skills