Manager, Cash Management NCBA Bank

Job Purpose Statement

Responsible for leading Cash Management sales through strategic formulation and execution of Cash Management product and services sales programmes for the entire bank.

Key Accountabilities (Duties and Responsibilities)

Financial
•    Responsible for management of the Cash Transactional Budget in collaboration with the relationship management teams in the respective business units/segments.
•    Provide necessary support to the relationship teams through sales materials, sales drives etc. to ensure sustainable growth of Transactional income and Volumes
•    Develop sales pipelines of Cash related business in line with overall Account Plans.
•    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.
•    Utilize market research and competitor benchmarking exercises to help shape cash management sales, marketing, product, pricing and service strategies.

Customer
•    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.
•    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
•    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.

Learning and Growth
•    Develop and agree on an annual basis, individual and team performance objectives, standards and targets in conjunction with Manager, Transactional Banking and ensure that processes are in place to monitor performance against budget.
•    Provide ongoing coaching and feedback to direct reports.
•    Identify development and training needs and develop plans to meet set objectives in the identified areas.
•    Provide technical and product training to staff in the Bank as well as conduct forums and workshops to support business units across the group.

Job Specifications

Academic:
•    A Bachelor’s degree from a recognized University.
Professional:
•    ACIB Banking qualifications will be an added advantage
Desired work experience: 
•    At least 5 years sales experience
•    Banking operations experience
•    Critical –operational knowledge of cash management products and structures
•    Previous management experience in a sales or operational role

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 and to consistently achieve required compliance standards.
•    Strong oral, written communication, planning and organizing skills to effectively plan own time and manage assigned projects.
•    Presentation skills to be able to articulate the features and benefits of various products to aid in the selling process.
•    Business Development skills to effectively segment the target market, gather market intelligence and identify opportunities for the bank to sell its products

Behavioural competencies:
•    Customer Focus – Effectively meets customer needs; Understands and exceeds customer expectations and requirements  using  available resources, policies and opportunities.
•    Resilience – Maintains effective job performance, relationships and personal credibility when under pressure; seeks out and responds positively to constructive feedback.
•    Integrity – Follows defined codes of conduct and ethical principles in a manner that supports the social, ethical and organizational norms; remains honest and objective and lives the NCBA Bank values; creates a sense of trust and goodwill through being motivated to always ‘do the right thing’
•    Results driven – Instils a sense of urgency and motivation to provide superior delivery/output in terms of responsiveness, efficiency and turnaround times; driven to produce high quality work, motivated to achieve own work-related and business goals.
•    Pro-active – Continually searches for new ideas and approaches and recommends these; initiates action to achieve goals beyond what is required; solution focused, optimistic and enjoys new challenges.

Job Dimensions

Direct reports
•    Two (service and implementation officers)

Indirect reports

Internal:
•    Manager, Transactional Banking
•    All Business 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
•    Risk and Compliance 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.