NCBA Group Head, Cash Management Sales, Implementation & Support Jobs in Kenya

NCBA Group Head, Cash Management Sales, Implementation & Support Jobs in Kenya

Ref Code: HCMS2

Division/Department: Transactional Banking

Reports to: Transactional Banking Head

Unit: Cash Management

Closing Date: 25th September 2022

Job Purpose Statement

The role is charged with formulating actions around sales that drives non funded income (NFI) for the entire bank as well as uptake and utilisation of Cash Management products and services to all bank customers.

This role has oversight over a Sales team supporting Corporate, Retail and Treasury business units and also has oversight over both Implementation and Channel support units.

The role is also a critical advisor to other Cash Management units within Uganda, Tanzania and Rwanda subsidiaries.

Strategic formulation and execution of Cash Management product and services sales programmes for the entire bank and the region.

Grow NFI transactional revenues while providing effective client support and relationship development relating to Cash Management products and services.

Support innovation of Cash Management products and services to take care of both current and future needs of the banks’ customers.

Lead the Cash Management Sales team to ensure team objectives are achieved successfully.

Ensure critical Implementation and training support is provided to new and existing bank customers on cash management product and services.

Ensure channel support with regard to queries and system updates is provided to new and existing bank customers on cash management product and services.

Key Accountabilities (Duties and Responsibilities)

Revenue

Achieve revenue target and growth as determined.

Contribute to the formulation of the sales budget/pricing process including concessions.

Manage unit expenses.

Be responsible for the portfolio’s financial growth through good client retention and services.

Oversee the tracking and proper allocation of
revenues to the unit.

Business Growth (Enhancing Performance)

Development of short term and long term sales and product plans, focusing on customers, competition, revenue growth, product life cycle and service.

Understand the market in terms of size, share, structure, potential, customer segmentation, buyer behaviour and competitor analysis within the region and country for cash management products.

Organize sales programs to both staff and customers for growth and product penetration of the portfolio, identify new business opportunities and cross sell other key banking products.

Lead the execution and implementation of opportunities arising out of strategic client account plans.

Develop and support the launching of new initiatives, products, developing enhancements and new product concepts

Utilize market research and competitor benchmarking exercises to help shape cash management sales, marketing, product, pricing and service strategies.

Maintain a proficient knowledge of products, services and capabilities across the bank to ensure relevant and informed client conversations.

Leadership (People Management)

Attract and retain the best talent.

Ensure attendance and completion of all relevant training.

Assist in the implement of a succession strategy for team.

Promote diversity and local talent.

Service Delivery (Client Focus)

Implement a team culture that focuses on customer service and service delivery.

Manage and retain key client relationships and focus on building strategic relationships with key decision-makers.

Manage and coordinate cash management client engagement efforts across relevant business units (when applicable) by ensuring that individuals are clear on their contribution and expected outcomes.

Participate in customer surveys (internal and external)

Ensure that client information is updated in all the relevant information systems, and when out-dated, liaise with clients to gather the updated information.

Develop in-depth knowledge of the client’s strategy, business, financial performance, industry outlook/trends, specific segment knowledge and general macroeconomic issues and trends in the country and ensure that this is transferred to the relevant internal stakeholders.

Risk and Compliance (Internal Processes)

Ensure the implementation and regular review of product programme guides for all product sets.

Coordinate and assume responsibility for compiling and communicating to all stakeholders, on a regular basis, information relevant to cash management portfolio.

Review pricing concessions on an annual

basis.

Conduct regular portfolio reviews to identify areas of improvement and develop tactical plans towards achieving set risk and compliance criteria.

Responsible for the implementation and adoption (within cash management sales unit) of all Compliance, Anti-Money Laundering and Sanctions related requirements contained in policies, procedures and processes.

Brand and Culture

Represent NCBA at sales forums and industry events.

Promote the NCBA brand.

Formulate marketing campaigns to enable successful achievement of sales initiatives.

Job Dimensions

Reporting Relationships

Direct Reports: 7

Indirect Reports: 8

Stakeholder Management

Internal

Group Directors – Corporate, Retail

Head of Transactional Banking

All Business Heads/Cash Management subsidiary heads

All Relationship Managers and Sales teams

Branch Business Managers

Product Development Managers

E- Banking channels support team

E- Banking Implementation Team

ICT teams (Support, Developers, I.F
Security, Data centre)

Legal Team

External

Customers – Direct clients and indirect
clients.

System Vendors

Fintechs/Developers

Competitors/Other leading Institutions

– Market intelligence. To keep abreast
of the changing market trends.

Stakeholder Management

Risk and Compliance Team

Decision Making Authority /Mandates/Constraints

Decision making is both at Managerial and Strategic level.

Responsible for sales revenue targets in excess of Kes 2B annually.

Responsible for Liabilities targets in excess of Kes 103B.

Responsible for management of unit costs for Cash Management team.

Offers support to Uganda, Tanzania and Rwanda Cash Management teams in terms of expertise and rollout of best practices.

Work Cycle and Impact: Time Horizon and Nature of Impact (Planning)

Above 1 year

NCBA Values

Driven - We are passionate, make bold decisions and learn from our failures.

Open - Our interactions are candid, honest and transparent.

Responsive – We put our customer’s interests at the heart of all that we do.

Trusted - As a trusted partner we do what is morally, right always.

Job Specifications

Academic

University degree and any other relevant Professional qualifications.

Professional

ACIB/AKIB Banking qualifications will be an added advantage

A professional qualification in IT or project management field is an added advantage.

Proficient in Ms Office Suite – Ms Word, Power Point, Ms Excel

Desired Work Experience

Minimum 5 years’ sales experience

Job Specifications

5 - 10 years banking operations experience

Critical –operational knowledge of cash management products and structures

Previous management experience in a sales and banking operations role

Job competencies

Technical Competencies

Interpersonal skills to effectively communicate with internal and external stake holders who impact performance.

Knowledge and effective application of all relevant banking strategies, policies, processes, procedures, guidelines and project management methodology

Strong oral, written communication, planning and organizing skills to effectively plan own time and manage assigned projects.

Presentation skills

Business Development skills to effectively segment the target market, gather market intelligence and identify opportunities for the bank to sell its products.

Strong customer focus coupled with knowledge of the product offering and its impact on the customer’s business.

Good understanding and application of analytical skills e.g. advanced excel, MS access,

Knowledge of cash management products available globally, their features, applications.

Excellent knowledge of bank operations and systems.

Behavioural Competencies

Strategic Orientation

Solutions thinking

Leadership

Relationship building

Change Management

Project Management

People Management

Team work

Effective communication

Business acumen

Financial Acumen

Customer Focus

Risk Management

Personal Attributes

Resilience

Integrity

Results/Quality driven

Pro-active

How to Apply

For more information and job application details, see: NCBA Group Head, Cash Management Sales, Implementation & Support Jobs in Kenya

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