• Maintaining solid working relationships with customers by ensuring that their needs are met and resolving complaints in a timely manner.
• Continually meeting or exceeding sales targets by persuading customers within an assigned territory to purchase company products and services.
• Analyzing sales and marketing data to determine the most effective sales and marketing techniques.
• Developing innovative sales strategies to increase sales within an assigned territory.
• Conducting surveys to better understand customer needs.
• Attending trade shows to promote company products and services.
• Ensuring that brand awareness within an assigned territory meets company expectations.
• Motivating Sales Representatives to achieve sales quotas and evaluating their performance based on their ability or inability to achieve sales quotas.
• Monitoring competitors’ sales activity within an assigned territory.

Mission – Keys responsibilities:

• Facilitate legal entity implementation in Nairobi, legal and location facility
• Sourcing and explore new product line/new supplier’s opportunities.
• Evaluation, definition and positioning product portfolio according to market requirement
• Ensures the Sales & Commercial introduction to targeted marketplace.
• Regular customer visits in the country to develop new business and establishing new customers
• Quoting and negotiating with customers and suppliers
• Manage keys Suppliers, sourcing/Pricing.
• Marketing and promotion - Implement Pipeline for new projects
• Develop comprehensive offer list.
• Ensures the promotion, communication for specific product lines.
• Define action plans to reach commercial objectives in line with BU and supplier’s strategy.
• Regular follow up of turnover/ margins according to budget and objectives
• Follow market trends, competitors SWOT analysis, regulation and supplier strategy
• Maintain promotional and technical information (Product guide, TDS, MSDS)
• Participation to the promotion, marketing actions and communication (trade fairs, associations…)
• Manage problems or claim -Interface between supplier and sales offices
• Full cooperation and synergies with entire eam. (EU)
• Continuously develop technical skills and knowledge within areas of responsibility.
• Prevents and manages the conflicts of any nature with customers

Qualification et Experience :

• Bachelor’s degree in Chemistry Chemical - Advanced degree Master preferred.
• Commercial Experience of 5-10 years minimum in Coating, Rubber/Elastomers markets (Kenya, Uganda, and Tanzania)
• Pioneer – entrepreneurship spirit.
• Proactive – Flexible – Enthusiastic – Confident
• Team player able to interact with different people at different levels and with different culture
• Excellent clear concise communicator
• Ability to use own initiative - Problem solver
• Self-motivated, must be able to work independently
• Desire to travel on a regular long-term basis
• Able to analyse - Organized approach-Detail oriented
• Competence IT user
• Full driving License / Working permit
• Fluent in English (Spoken, Written).

Head, Recovery & Remedial Management - Kenya

Purpose of Job:                

To lead the Debt Recovery team and ensure that a high quality, business focused, efficient and cost-effective bespoke service which maximises amounts recovered for the Bank, while providing an excellent service and actively building client relationships and marketing/business development opportunities.

Responsibilities:

• Build, develop and lead the Debt Recovery team to manage the Bank’s debt collection service
• Manage a portfolio of clients whilst developing and maintaining new commercial opportunities, taking opportunities to sell the services that the Bank offers
• Liaise directly with clients, third parties and colleagues in departments to maximise collections performance whilst also ensuring good client outcomes
• Provide technical and strategic advice about debt collection services and procedures, both externally and internally
• Have an appropriate level of knowledge of all banks’ business, background and circumstances and fully understand the client requirements

• Ensuring that bad debt provisions are maintained and write offs managed in line with the bank’s policies and procedures
• Working alongside colleagues across the bank, minimise litigation,  resolve contractual disputes pre-proceedings and deal with contested matters up to trial
• Maintain high standards of financial management and record keeping
• Undertake effective due diligence processes at all times
• Act in the best interests of the Bank at all times
• To achieve financial objectives including cash collection and billing
• Remain vigilant for changes in regulations and legislation
• Ensure all file audits and monthly reviews are completed accurately and within agreed timescales
• Maintain up to date knowledge and understanding of appropriate regulations and internal policies and procedures in relation to debt recovery
• Comply and uphold the bank’s policies and procedures, such as health and safety, IT, security, email and anti-virus policies and equality and fair treatment
• Be flexible to carry out any other reasonable task as requested within the office environment.

Knowledge/Skills/Experience:

• A good manager with finance and legal knowledge plus practice
• Proven ability to develop new business and maintain existing contacts
• Experience of working in a commercial debt recovery environment would be an advantage
• Good IT skills and knowledge are essential
• Judgement to balance commercial debt recovery and compliance risks to achieve positive outcomes
• Maintains the highest professional standards
• Ability to build supportive relationships with everyone across the firm
• Excellent communication and leadership skills with an ability to influence at all levels
• Excellent organisational skills
• Able to multi-task, manage time effectively and keep calm under pressure

Head, Corporate Banking - Kenya

Responsibilities:

• Development and execution of the Bank's Corporate Banking strategy in the country
• Responsible for developing, growing and managing customer relationships and for increasing the Bank’s revenue through marketing of the banks products and services to identifiedCorporate Customers.  Additionally, to develop and maintain positive customer relationships, oversee the marketing of the Bank’s products and services and ensure maximum profitability.
• Driving Trade business opportunities in the African countries where the Client has established presence by networking with multinationals, large corporate and institutional clients to ensure that they benefit from the full range of Bank’s Trade Services and Products.
• Drive client acquisition and management of existing Corporate client relationships consistent with the Bank’s strategy in-order to achieve desired quality of business growth
• Spear head budget preparation for the unit, annual marketing plans and strategies to achieve targeted growth objectives.
• Primary responsibility for the management of own portfolio of customers ensuring that they receive the appropriate level of service and advice to meet their specific needs
• Enhance client retention by providing a one-stop point of contact for all the client’s needs and requirements while providing world class customer service
• Establish and develop various  sales strategies  to meet ever changing customer needs in liaison with the New Product Development Team
• Maintain, acquire and reactivate customer relationships to improve deposit liability growth and mix.
• Conduct market research and competitor analyses within marketing area and develop strategies that will give the bank a large part of the market within its vicinity
• Monitor and control business office income and expenditure to ensure profitability.
• Recommend the creation of viable and profitable risk assets to increase business office profitability
• Identify and develop conglomerates banking relationships
• Sourcing for and monitoring of customer’s tenured investment / facilities.
• Design product offerings tailored to meet the needs of the Corporate sector in the country while maintaining regular contacts with their executives to push the Bank’s business.
• Coordinate Marketing of Regional Trade opportunities covering import and export financing and services, across the group
• Identify Regional Trade Finance opportunities and trends common across geographies and develop generic solutions to exploit for the benefit of clients and the Banks
• Build and maintain regional trade sales pipeline
• Own, manage and update generic trade product programs for regional trade products
• Keep abreast of local and international developments in the area of trade including competitive offerings in the market
• Establishment of service measurement systems/metrics
• Managing, coaching and developing a high-performance team to meet set deliverables
• Sourcing for and monitoring of customer’s tenured investment / facilities.
• Prepare weekly and monthly statistics/performance reports for management use.
• Initiate and carry out recovery action on non-performing credits facilities
• Perform other duties as assigned by the CEO or his / her designate.

Key Performance Indicators

• 100 % attainment of annual targets (Deposits, Risk Assets, fees & commission, client conversions)
• Amount of Contingent Liabilities Commissions & Fees
• Cost of funds
• Non funded Income (NFI) and Funded Income (FI) ratio
• Volume of FX transactions
• 100 % of zero income leakages
• Cost income ratio
• Revenue growth
• Market share growth
• Volume of business – deposits and loans/facilities
• Adherence to policies
• Market share- low cost amongst others

Job Requirements

Education

• Minimum of Bachelor’s Degree (with an MBA, MSC or its equivalent) and/or Professional Qualification in Banking related disciplines 
• Proficiency in Microsoft Office Suite
• Professional qualification in Customer Relationship Management and Sales & Marketing

Experience

• Minimum experience –10 years cognate experience in management with at least 3 years in a supervisory capacity

Key Competency List

Knowledge

• Expert knowledge of trade and supply chain
• Product knowledge
• Broad knowledge of the global macro economy and its dynamics
• Deep knowledge of Bank’s products and services
• Deep understanding of the value chain of the key industries
• Deep industry knowledge
• Knowledge of credit risk analysis           

Skills/Competencies

• Project management
• Product development
• Strategic savvy
• Communication (written)
• Self and team management
• Presentation skills
• Innovative
• Analytical thinking
• Managing people – cross functional
• Decision management
• Developing others
• Visionary mind
• Leadership capability