Head Retail/SME Banking at Westfield Consulting

Purpose/Job Dimension

Provide leadership and drive the growth of the Retail & SME team in line with the Bank’s strategic business objectives by mobilizing deposit liabilities through the different products of the bank, generating risk assets and in so doing providing both source of funding and revenue for the bank.

Key Roles and Responsibilities

• Provide overall guidance, strategic direction, good business leadership and management in the execution of the department’s functions and activities.
• Drive the performance of the department by growing the market share for the Retail / SME market in line with targets set by the Bank’s Management by:
• Generating a deposit liability budget as directed by the bank.
• Generating a Profit after Tax PAT/PBT Budget as directed by the bank.
• Generating a risk asset budget as directed by the bank.
• Ensure that there is continuous growth in the departments balance sheet without losing sight of the strategic objectives of the bank.
• Ensure liability, asset and profitability growth of all business segments in the department.
• Provide effective leadership and strategic focus to enable the department meet its set targets on creation of quality risk assets and deposit mobilization and surpass it.
• Ensure zero tolerance for inactive/dormant accounts.
• Ensure effective relationship management with new and existing customers to improve deposit liability growth and mix.
• Appraise risk assets and monitor their disbursement.
• Identify new locations/outlets for business expansion.
• Initiate and coordinate the development of the department’s strategies and marketing plans.
• Identify new business opportunities and high value relationships for conversion to the bank’s customer base.
• Prepare and implement plans for growing client base.
• Provide marketing support by the way of joint calls with group members to ensure relationships are deepened and where there are knowledge gaps, take charge by showing them the way marketing is done.
• Network with all potential clients in own locality to increase customer base.
• Manage and deepen relationships with existing and prospective customers.
• Develop and maintain a high level of customer relationship management standard across the department.
• Ensure efficient service and maintenance of relationship with customers.
• Manage all staff in the department to achieve increased value creation, volume of business and enhanced profitability for the bank.
• Create and sustain a team culture that encourages others to provide the quality of service essential to high performance.
• Ensure department operating cost is within approved budget.
• Recruitment – identify experienced and qualified candidates for recruitment into the department.
• Ensure that staff within the department are trained through scheduled periodic training sessions especially in areas where there are gaps and low competence levels to enable them perform effectively in their roles

Required Skills and Competencies    

• Business acumen and analytical skills
• Excellent Relationship Management and interpersonal Skill
• Good level of computer program (MS. Word & Excel)
• Good understanding of business process
• Attention to detail.
• Enthusiastic, passionate with a commitment to delivering exceptional standards of customer service always.
• Proactive decision-maker
• Analytic skills/Problem Solving.
• Unquestionable integrity and high level of commitment

Experience and Qualifications

• Degree in Finance, Accounting, Economics, or related discipline in a recognized institution. A postgraduate qualification or relevant professional certification would be an added advantage.
• Minimum experience: At least 12 years banking experience (at least 10 years has been spent in branch/relationship management, operations and credit processing) with at least 6 years in a supervisory role.
• Good knowledge of Basic Accounting and Financial Analysis, Business Law, Business/Financial Advisory services, Banking Operations, Leasing, Trade Services, Laws, and regulations relating to Banking.
• Credit Risk Assessment and Analysis skills, relationship management and networking skills, excellent business writing and presentation skills.
• Good understanding of economic trends and implications on the banking/finance sector

Key Performance Indicators    

• Customer growth in volume and value
• Customer experience and cross selling
• Customer satisfaction index
• Customer retention index
• Profitability rate
• Quality and Timeliness of Reporting