Financial Institutions Relationship Manager

9 hours ago

Nairobi, Nairobi Area, Kenya Co-operative Bank of Kenya Full time 1,200,000 - 2,400,000 per year

At the Co-operative Bank of Kenya, we are more than just a financial institution — we are a trusted partner, empowering businesses and communities to grow and thrive. As part of our continued expansion, we are seeking a highly motivated and results-driven
Financial Institutions Relationship Manager
to join our Correspondent Banking team.

This is a rare opportunity to be part of one of Kenya's leading banks, where you will play a pivotal role in managing and growing key financial institution relationships, driving revenue growth, and delivering world-class service. In this role, you will also champion compliance and risk management, ensuring sustainable growth and excellence in service delivery, while reporting directly to the Head of Financial Institutions (FI).

This role offers a platform to engage with leading financial institutions, shape strategic partnerships, and drive portfolio growth in a fast-evolving banking landscape. You will work closely with senior decision-makers, collaborate across teams, and directly influence the bank's correspondent banking strategy.

The role

The successful jobholder will be expected to:

  • Originate new business opportunities with Financial Institutions (interbank lending, treasury, trade finance, custody services, correspondent banking).
  • Cross-sell the full suite of banking products to deepen wallet share from existing relationships.
  • Structure competitive yet profitable solutions, negotiating rates, fees, and terms.
  • Consistently achieve and exceed financial targets for revenue, net interest income, and fees.
  • Develop and execute strategic account plans for key FI clients.
  • Engage senior client stakeholders (CFOs, Treasurers, CEOs) to align solutions with client strategies.
  • Act as the primary source of market intelligence, monitoring performance, industry trends, and competitor activity.
  • Track and optimize client profitability (RAROC).
  • Prepare and submit comprehensive credit proposals for client exposures.
  • Ensure strict compliance with KYC/AML policies and CBK regulations.
  • Proactively monitor the financial health and creditworthiness of all FI clients.
  • Guarantee that all legal documentation (ISDA, CSA, GMSLA, Credit Agreements) is accurately executed and maintained.
  • Coordinate transaction execution seamlessly with Treasury, Trade Finance, Legal, and Operations.
  • Resolve client issues promptly and effectively as the primary escalation point.
  • Conduct regular service reviews to ensure SLAs and client expectations are consistently met.
  • Maintain an accurate CRM pipeline and provide regular performance reports to senior management.
  • Share market insights and contribute to portfolio growth strategies.
  • Foster teamwork across internal business and support units for a seamless client experience.

Qualifications, Skills & Attributes

The successful jobholder will be required to possess the following qualifications:

  • A degree in Business, Economics, Banking/Finance, or related field. A Master's degree or professional certifications (e.g., ACI, CFA, CPA(K)) is a strong advantage.
  • Formal training in lending and relationship management.
  • 5–7 years' proven experience in relationship management within a commercial bank, FI, or treasury environment.
  • Demonstrable record of achieving and surpassing revenue and business growth targets.
  • Strong knowledge of financial products: treasury, trade finance, cash management, and credit.
  • Skilled in credit analysis, structuring deals, and senior-level negotiations.
  • Deep understanding of the Kenyan financial market and CBK regulatory framework.

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