Summary of Responsibilities
\nDevelop, expand, and maintain a portfolio of retail clients for the branch to achieve set budgets within overall bank objectives.
\nKey Result Areas
\nPerspective: Business Development & Revenue Generation
\nWeighting:\u00a060%
\nOutput:
\nThis position is responsible for achieving the portfolio\u2019s annual financial targets for both Balance Sheet and Profitability.<\/p>\n
Balance Sheet Growth<\/p>\n
Growth of deposits, both CASA and Fixed Deposits
\nGrowth of individual loans (personal, mortgage loans)
\nGrowth of funded New to Bank accounts<\/p>\n
Profitability: PBT<\/p>\n
Develop, maintain, and expand relationships with retail clients to attain a quality asset book
\nEnsure compliance with credit and regulatory guidelines
\nMaintain Retail clients\u2019 NPL below regulatory percentage
\nContain PAR within bank-set limit
\nSell and cross-sell bank digital and bancassurance products<\/p>\n
Perspective: Internal Business Processes
\nWeighting:\u00a010%
\nOutput:
\nResponsible for adhering to approved policies and procedures and providing feedback to keep them competitive.<\/p>\n
Audit issues closed within the quarter of identification or within agreed periods, whichever is shorter
\nNil repeat findings
\n100% SLA adherence
\n100% adherence to agreed turnaround times<\/p>\n
Perspective: Learning and Growth
\nWeighting:\u00a010%
\nOutput:
\nDelivering the performance objectives set and managing own learning and development needs to build capacity and avail oneself for coaching and training opportunities.<\/p>\n
Level of own development plan maintenance
\nOwn competency score<\/p>\n
Perspective: Customer
\nWeighting:\u00a020%
\nOutput:
\nDriving customer satisfaction, developing and growing relationships with existing and potential customers, identifying opportunities for business development, and guiding product development.<\/p>\n
Accurate real-time CRM data
\nEnsure branch meets and exceeds the following customer satisfaction metrics:<\/p>\n
Net Promoter Score
\nCSI\/RSI
\nCES<\/p>\n
Job Dimensions
\nReporting Relationships<\/p>\n
Direct Reports:\u00a0Branch Manager
\nIndirect Reports:\u00a0N\/A<\/p>\n
Stakeholder Management
\nKey stakeholders the position holder will liaise\/work with to succeed in this role:<\/p>\n
Internal:\u00a0All NCBA Bank segment and subsidiary organizations
\nExternal:\u00a0Customers, ecosystem of existing corporate relationships, existing vendor relationships, and key industry players<\/p>\n
Decision Making Authority\/Mandates\/Constraints<\/p>\n
Pricing structures and negotiation parameters (Managerial)
\nRecommending the product offering for the portfolio (Strategic)
\nAuthority to block or unblock customer accounts as part of portfolio performance management (Operational)
\nEscalation point to sustain value-add customer relationships<\/p>\n
Work Cycle and Impact<\/p>\n
Time Horizon:\u00a0Contribution to the 5-year bank strategy, development of the supporting Retail Sales strategy, translating the strategy into operational models and performance scorecards for the unit, and working with the team to break down performance scorecards into annual team and individual targets that deliver revenue, profitability, and share of market objectives.<\/p>\n
Ideal Job Specifications
\nAcademic<\/p>\n
Preferred:\u00a0Bachelor\u2019s degree from a recognized accredited university
\nDesirable:\u00a0Master\u2019s degree in strategic management or business administration, or other similar relevant qualification<\/p>\n
Professional<\/p>\n
In-depth knowledge of the local banking industry, Retail Sales products, and all relevant banking regulations
\nSound working knowledge and understanding of general commercial regulations and practices<\/p>\n
Desired Work Experience<\/p>\n
At least 7 years\u2019 experience in banking, 4 of which should have been in a senior management capacity in a similar-sized organization
\nSignificant experience in commercial or retail lending<\/p>\n
Ideal Job Competencies
\nTechnical Competencies<\/p>\n
Banking\/Financial Institutions Knowledge:\u00a0Broad-based working\/operational knowledge of banking (breadth and depth). Certification in multiple areas of banking and\/or banking support services. Reference point and mentor for customers, colleagues, and partners for areas of expertise.
\nProduct Knowledge:\u00a0Broad-based working knowledge of all products offered by the bank (breadth and depth). Ability to combine different product offerings to create value-adding solutions for customers.
\nCustomer Management:\u00a0Creates value-adding solutions drawn from different product offerings to address client needs. Socializes and sells the solution to stakeholders as appropriate. Closes the sale and monitors realization of value for both the client and the bank.
\nCredit Analysis:\u00a0Ability to analyze business plans and make sound decisions on the viability of deals based on the bank\u2019s risk acceptance criteria. Ability to analyze financial statements and define the client\u2019s financial capacity in line with applied credit before recommending deals to Credit Risk Management for approval.
\nDigital:\u00a0Implementing customers\u2019 journey innovations that enhance customer engagements, sales approaches, new businesses, and services that broaden the relationship with the customer to the benefit of both parties. Innovations should fuel more interactions, create more information, and increase the value of the customer-brand relationship.
\nIndustry Knowledge:\u00a0In-depth understanding of multiple sectors of the economy: engagement with and contribution to policy, regulation, and industry forums both locally and internationally.
\nNetworking Skills:\u00a0Continuously builds and strengthens networks for the institution within all spheres of the economy within the region; at all levels of commerce, government, society, etc.
\nSales Capability:\u00a0Positions the institution as the preeminent provider of financial solutions within the bank\u2019s chosen markets. Opens doors for sales opportunities and supports the closure of sales for complex and\/or high-level and\/or regional cross-border propositions.<\/p>\n
Behavioral Competencies<\/p>\n
Emotional Intelligence:\u00a0Knows own strengths and limits; aware of own emotions and their effect on others and has the self-control to keep disruptive emotions and impulses in check. Adheres to the company\u2019s values and policies and delivers to set objectives. Has high moral intelligence.
\nSocial and Cross-cultural Awareness:\u00a0Interacts with people (colleagues, customers, stakeholders, and the public) in different social and cultural environments, showing respect and positive regard for them in an ethical and appropriate manner consistent with the organization\u2019s values.
\nAgile:\u00a0Able to change plans, methods, opinions, or goals in light of new information, with the readiness to act on opportunities.<\/p>\n
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