Manager - Transactional Banking – Cib Cash Management Sales At I&M Bank

Job Summary:
The role holder has a key responsibility for the strategic business growth initiatives, customer experience, driving cash revenues /return on equity, and overall delivery of transactional banking solutions to our customers. This is delivered through planning, managing, and effectively marketing new and existing transaction banking capabilities/solutions to target customers in various segments i.e., Corporate Banking, Institutional Banking and Government Banking.
Responsible for segments strategic business growth, profitability, and CASA delivery initiatives through Cash Management solutions covering collections, e-payments and liquidity management products to customers by leading the co-creation of technology led business solutions and products relating to Transactional Banking. This will ensure that the Bank sustains a strong value proposition for customers whilst its customers attain shared value and growth from all available opportunities and connections.
The role holder will work with CIB segment head and RMs through conducting market research and understanding the competitive environment for transactional banking products (customer needs and behavior, competitor offerings, etc.) and to respond to the consequent opportunities or threats in that product or overall business. This is through blended solutions that are aimed at ringfencing the customers' ecosystem as well as ensuring the bank remains the primary banker for our clients
KPI
Key area
Responsibilities/Duties/Tasks
Business Development
Creation and sales of transactional related solutions to customers in CIB segments, incl. Corporate, Institutional and Government in the areas of Cash Management, Electronic Banking, Product development and Transactional Services.
To develop and lead the implementation of transactional banking strategy in line with the overall Corporate, Institutional and Government Banking Segments. This is through working closely with Segments Head, Relationship Managers and Sector Managers in executing the banks digital transformation agenda through provision of innovative solutions that offer distinctive client experience, drive Non funded Income (NFI) and Sustainable/sticky deposits.
Deliver on Transactional Banking Annual Business Growth Targets, Revenue, Fees and Commissions, Profit Before Tax, CASA and Customer Numbers along with the segment head.
Develop executive level presentations on Transactional Banking products and take lead of Relationship Management of key customers and stakeholders
Identify business opportunities or threats for transactional banking products by continually scanning the business environment for new opportunities or threats and take action as appropriate.
Lead Segments wallet sizing exercise to Increase market penetration and share of wallet for identified clients to consolidate their receivables, payables and liquidity management opportunities and ensure information is updated regularly and knowledge is applied in targeted sales activities.
Monitor budgeted revenue forecasts, highlight underperforming products and devise remedial action. Exit products that cannot be refreshed/ non-revenue making.
Increase Banks penetration in new & existing products through regular visit to high value clients/prospective clients in collaboration with business Relationship teams and segment heads for opportunity mapping and conversion.
Partner with relationship teams in account planning for identified accounts and ensure account plans contain appropriate information on wallet opportunities and strategy for solutions
Co-ordinate with Marketing and Segments for the commercial launch of new products, or re-launch of existing products
Identify opportunities for new/incremental business with bank clients and work with the relevant stakeholders to turn these opportunities into revenue for the bank
Maintain a detailed and an up-to-date knowledge of the bank's comprehensive integrated channels capabilities and their application to client needs and use this knowledge in structuring solutions.
Deliver on development, review and alignment of products and business solutions relating to Transactional Banking.
To maintain high level of customer contact through, customer workshops, focus groups, client calls, digital focused campaigns, product and concept research to ensure feedback is gained on product offerings, and modifications made as appropriate.

Implementation & Client Service
Oversee customers' support both internal and external customers, through timely response to queries raised on email, written delivered instructions or telephone calls and manage both external and internal escalations.
Oversee timely client training on implemented products for utilization and revenue realization.
Frequently review client's satisfaction with solutions provided as an after-sales service check to strengthen relationship and contentment.
Ensure efficient service delivery to customers with prompt solution implementation and post-implementation support.
Continuously liaise with ICT & Digital operations Support to ensure quality level of service to customers and adherence to SLAs.
Follow up on escalated customer complaints in liaison with ICT, Customer experience and other relevant departments to ensure closure within the stipulated SLA.

Strategy within assigned Segment
Establish a strategy that drives customer-centric view into Transaction banking with activities including but not limited to focus groups, customer surveys and voice of the customer.
Develop in-depth knowledge of the sector's strategy, business, financial performance, specific customer insights and translate them to viable strategies.
Responsible for the Go to Market Strategy and pricing for new/revised products from a market and financial standpoint.
Develop Sales Strategy (with the sales team) for transactional Banking products, to meet the segments transactional banking sales targets in line with the overall Corporate/Business Banking Strategy
Liaise with Operations Centers, regularly reviewing all operational
standards for product profitability, and identifying skills gaps
Liaise with People Development and Sales Management functions to design and deliver appropriate training and give input into sales strategies.
Take lead in reviewing CASA hierarchy and NFI movements and create awareness in the organization for strategic focus on high value areas

Product and solution Development
Continuously analyze the customers' needs for development/introduction of more compelling solutions to ensure that the Bank has a competitive edge against its competitors.
Continuously monitor competitor activities to ensure that we maintain and expand our share of the market at the same time, countering their actions appropriately.
Contribute to any other initiatives that may arise within the Unit or from the larger bank in regards to Transactional Banking solutions
Deliver on development, review and alignment of products and business solutions relating to Transactional Banking
Support collaboration and escalations with multiple internal groups e.g. IT, Operations, Legal, Risk, Product and other support groups to provide efficient and innovative financial products to existing and new clients.

Risk and Compliance
Ensure strict adherence to all regulations, statutes, standards, practices and all internal processes and procedures as per the relevant manuals and comply with all relevant external legislation and regulations with regard to compliance requirements.
Ensure that all risk management requirements within our remit are identified, addressed and where necessary escalated through the available defined channels.
Identify and report potential and actual Money Laundering Risk, including suspicious transactions in accordance with the laid down AML/CFT policies & procedures.

Qualifications, Work Experience and Competencies
People Management skills
Agility and Adaptability Skills
Critical thinking skills
Conflict Management skills
Presentation skills
Interpersonal and Communication skills
Efficient and sound Decision Making skills
Project management skills
Entrepreneurial Skills
Leadership skills
Innovative and Creativity skills
Demonstrate integrity, dependability, responsibility, accountability, self-awareness, work ethic
Bachelor's Degree in a Social Science or related field
A minimum of 5 years' relevant work experience in management in a similar organization.