Relationship Manager-SME Banking

5 days ago

Nairobi, Nairobi Area, Kenya Umba Full time
About Umba

Umba is a pan-African digital bank serving customers in Kenya and Nigeria. Our mission is to provide accessible and affordable financial services across Africa, empowering customers to take control of their financial wellbeing.

We are transforming the continent's financial landscape by building intelligent, automated financial products powered by machine learning. Our platform delivers digital banking, lending, and payment services at scale through Android, iOS, and Web applications.

Headquartered in Nairobi, Umba acquired a licensed microfinance bank in 2023—Umba Microfinance Bank—and has since achieved over 6× revenue growth in 2024. This role is based in our Nairobi headquarters.

We are actively seeking outstanding individuals who not only possess exceptional talent but also share our vision, determination, and sense of purpose. Join us in our endeavor to establish the best digital bank in Africa.

Job Summary:

The Relationship Manager – SME is responsible for driving SME portfolio growth through
acquisition of new customers, deepening existing relationships, ensuring high-quality credit
underwriting, and delivering tailored financial solutions to SMEs. The role focuses on
increasing funded and non-funded income, growing deposits, and ensuring portfolio quality
in line with the institution's risk appetite.

Responsibilities:
Business Development and Sales

• Acquire new SME customers to grow the loan book, deposits, and transactional income.

• Identify financing opportunities in targeted MSME sectors.

• Develop and maintain a strong pipeline of SME prospects.

• Upsell and cross-sell additional bank products.

• Conduct market intelligence to identify trends and growth opportunities.

• Drive achievement of monthly and quarterly sales targets.

B. Relationship Management

• Build strong client relationships.

• Conduct customer visits and business reviews.

• Handle onboarding, documentation, and service follow-up.

• Maintain customer satisfaction.

C. Credit Appraisal and Risk Management

• Conduct credit assessments and cashflow analysis.

• Prepare high-quality credit proposals.

• Support collections in monitoring repayments.

• Identify and escalate early warning signs.

• Ensure compliance with internal and regulatory guidelines.

D. Portfolio Management

• Maintain a performing SME portfolio.

• Track performance, repayment behaviour, and limit utilization.

• Conduct periodic portfolio reviews.

• Maintain accurate engagement records.

E. Reporting and Operational Support

• Prepare weekly reports and pipeline updates.

• Support branch teams in achieving business targets.

• Participate in product improvement sessions.

KEY PERFORMANCE INDICATORS (KPIs)

• SME loan disbursement targets

• Deposit growth targets

• Non-funded income contribution

• Portfolio quality (PAR metrics)

• Number of new SME accounts opened

• Customer retention levels
TAT and quality of credit proposals

• Weekly field activity and visit reports

Minimum Qualifications:

• Diploma holders with strong SME experience may be considered.

Professional Experience:

• 2–4 years' experience in SME banking or microfinance.

• Proven sales and credit appraisal experience.

• Experience with MSME lending models is an added advantage.

Key Skills:

• Strong selling, negotiation, and customer relationship skills.

• Excellent credit analysis abilities.

• Understanding of SME market dynamics.

• Good communication and presentation skills.

• Ability to work under pressure and meet targets.

• High integrity and professionalism.

Personal Attributes:

• Self-driven and ambitious.

• Customer-centric.

• Analytical thinker.

• Field-oriented.

• Ethical and reliable.

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