Relationship Manager-Trade Finance at

1 month ago

Nairobi, Nairobi Area, Kenya Family Bank Ltd Full time

Family Bank (formely Family Finance Building Society) was registered as a Building Society in October 1984 in Kenya, under the Building Societies Act and commenced operations in the early 1985.


Job Purpose:


The Relationship Manager - Trade Finance will play a pivotal role in driving the growth of our Trade Finance business.

The successful candidate will be responsible for prospecting and acquiring new Trade Finance clients, implementing growth strategies, managing existing client relationships, and structuring trade facilities to meet the needs of our diverse client base.


Key Responsibilities:

Proactively prospect and acquire new Trade Finance clients, encompassing both Corporates and SMEs, through targeted marketing efforts and relationship-building initiatives.

Develop and implement Trade Finance growth strategies tailored to different client segments and sectors, driving business expansion and revenue generation for the bank.

Actively manage and nurture existing Trade Finance client relationships, with a focus on increasing wallet share and delivering exceptional customer service.

Originate, structure, and place trade facilities that are of structured nature, leveraging in-depth knowledge of Trade Finance products and market dynamics.

Participate in client presentations, marketing drives, and other relationship management activities to promote Trade Finance products and services.

Identify and capitalize on business opportunities by participating in trade forums, conferences, and industry events to stay abreast of market trends and client needs.

Provide expert advisory services to clients on Trade Finance products, demonstrating a thorough understanding of both funded and non-funded facilities.

Conduct regular client visits, presentations, and meetings, producing comprehensive visit reports and term sheets to drive business development and relationship building.

Lead high-level negotiations to secure new and additional business, demonstrating strong interpersonal and negotiation skills.

Prepare customized client proposals and various reports to meet client needs, collaborating closely with internal departments such as credit, treasury, and transaction banking for seamless service delivery.

Drive the Trade Bank strategy by engaging with branches, training branch teams and other departments on trade finance products, and refining trade finance procedures in consultation with the Head of Trade Finance.

Actively monitor competitor product offerings and industry trends, providing recommendations and guidance to the Bank on trade-related products to maintain competitiveness and relevance.

Ensure the highest quality of service in customer engagement, maintaining the bank's reputation as a trusted partner in Trade Finance solutions.

Any other official duties that may be allocated from time to time by management.

The Person:

The ideal candidate must possess the following:
Qualifications

Bachelor's degree from a recognized university, with an upper second-class honor or equivalent.

Minimum of 5 years of banking experience, with at least 3 years in a Trade Finance relationship management role.

Professional banking certification such as AKIB or equivalent will be an added advantage.

Key Competencies and Attributes

Demonstrated expertise in Trade Finance products, services, and processes, with a comprehensive understanding of both funded and non-funded facilities.

Ability to structure trade deals, manage trade transactions, and mitigate trade-related risks effectively.
Proven track record in building and nurturing strong client relationships, with exceptional interpersonal and communication skills. Ability to understand client needs, provide tailored solutions, and deliver superior customer service to drive client satisfaction and retention.
Strong business acumen and strategic thinking skills, with the ability to identify and capitalize on business opportunities. Proven experience in prospecting for new clients, developing growth strategies, and expanding market share in Trade Finance business.
Excellent negotiation skills and persuasive abilities, with the confidence to engage in high-level negotiations and secure new business. Ability to influence key stakeholders and decision-makers to achieve mutually beneficial outcomes.

Strong analytical and problem-solving skills, with the ability to analyze complex trade transactions, evaluate risks, and make informed decisions.

Proficiency in conducting industry and competitor analysis to identify market trends and opportunities.
Collaborative mindset with the ability to work effectively across departments and teams.

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