Background information about the job or company (e.g., role context, company overview)

The role entails marketing of the Asset Finance and IPF products through recruitment of new and existing clients with a view to growing a quality loan book. It also involves effective relationship management for Vehicle/Equipment vendors, Insurance companies/Intermediaries as well as clients to attract new business, grow wallet share and ensure retention of existing business portfolio. The role is also tasked with product training, and a critical liaison point for business teams across the branch network.

Responsibilities or duties

Generate new Asset Finance and Insurance Premium Finance business through effective relationship management of assigned portfolio of motor vehicle dealers, insurance companies and the branch network. Conceptualizing and crystalizing new product ideas into concrete business cases and proposals for adoption. The approved businesses cases culminate into new sub products under Asset Finance and IPF. Customer, competitor, and market reviews to identify new/upgraded product needs and opportunities (environment scanning and comparison). Planning and implementing all elements of new product/up-grading and roll-out in conjunction with Senior Manager, Asset Finance. Grow Asset Finance and Insurance Premium Finance business through direct recruitment of potential clients. Train and undertake capacity building for the assigned portfolio of branches, insurance players and Asset Vendors. Carry out credit appraisals and call reports for sanction on ad hoc basis. Maintain effective business relationship with motor vehicles dealers through regular visits and quick resolution of any outstanding issues with regard to customer requests. Aggressive follow up of approved retail asset finance business with the view of accelerating drawdown as well as supporting disbursement process to branches and motor vehicle dealers. Guide dealers / customers on HP / IPF documentation to ease the disbursement process. Growing the Asset Finance and Insurance Premium Finance Book by seeking increased wallet share of existing client portfolio of the bank. Formulate and implement joint dealer promotion schemes when required. Market additional loan facilities to bank’s clients at the point of loan liquidation or insurance renewal through telephone calls, written communication as well as visits while liaising with the respective branch / corporate relationship. Actively participate in functions and events that facilitate selling of bank products and especially Asset Finance and Insurance Premium Finance products. Regular update to dealers, insurance companies, insurance brokers and agents by keeping them informed on the various product features or newly developed products that are targeted to retain a competitive edge in the market. Cross selling other Bank products to customers where opportunities for such sale are identified, this will entail involving staff from other functions in order to reinforce on such sale. Ensuring timely and efficient service delivery by co-coordinating with the processing team to ensure that all applications received are processed in a timely manner and clients, dealers, insurance companies and brokers are advised of Banks decision within the set timelines. Timely and efficient handling of queries or requests from existing and potential Bank customers through phone calls, email or physical visits to client premises. Liaising with the Business drivers at branch level, the Processing team, Asset Finance and Branch Managers to pay select clients’ courtesy calls. Follow up on deferred applications to ensure closure on any pending items. Ensuring motor vehicle dealers and other business partners have access to required stationery/forms. Aid in recovery of non-performing loans where additional & useful information is available.

Qualifications or requirements (e.g., education, skills)

Academic Qualifications: Bachelor’s degree in business / marketing field or its equivalent from a recognized institution. Chartered Institute of Marketing diploma or its equivalent. Key Competencies: Ability to communicate. Report writing skills. Numeric skills. Skills and Attributes. Excellent communication and interpersonal skills. Good financial analysis skills. Presentation skills. Good negotiation skills. Excellent problem solving and decision-making skills. Knowledgeable in credit /lending. Basic understanding of Banking Law. Knowledgeable in the Banking Act, CBK prudential guidelines and credit policies.

Experience needed

Work Experience: At least 3 years relevant work experience.

• Generate new Asset Finance and Insurance Premium Finance business through effective relationship management of assigned portfolio of motor vehicle dealers, insurance companies and the branch network.
• Conceptualizing and crystalizing new product ideas into concrete business cases and proposals for adoption. The approved businesses cases culminate into new sub products under Asset Finance and IPF.
• Customer, competitor, and market reviews to identify new/upgraded product needs and opportunities (environment scanning and comparison).
• Planning and implementing all elements of new product/up-grading and roll-out in conjunction with Senior Manager, Asset Finance.
• Grow Asset Finance and Insurance Premium Finance business through direct recruitment of potential clients.
• Train and undertake capacity building for the assigned portfolio of branches, insurance players and Asset Vendors.
• Carry out credit appraisals and call reports for sanction on ad hoc basis.
• Maintain effective business relationship with motor vehicles dealers through regular visits and quick resolution of any outstanding issues with regard to customer requests.
• Aggressive follow up of approved retail asset finance business with the view of accelerating drawdown as well as supporting disbursement process to branches and motor vehicle dealers.
• Guide dealers / customers on HP / IPF documentation to ease the disbursement process.
• Growing the Asset Finance and Insurance Premium Finance Book by seeking increased wallet share of existing client portfolio of the bank.
• Formulate and implement joint dealer promotion schemes when required.
• Market additional loan facilities to bank’s clients at the point of loan liquidation or insurance renewal through telephone calls, written communication as well as visits while liaising with the respective branch / corporate relationship.
• Actively participate in functions and events that facilitate selling of bank products and especially Asset Finance and Insurance Premium Finance products.
• Regular update to dealers, insurance companies, insurance brokers and agents by keeping them informed on the various product features or newly developed products that are targeted to retain a competitive edge in the market.
• Cross selling other Bank products to customers where opportunities for such sale are identified, this will entail involving staff from other functions in order to reinforce on such sale.
• Ensuring timely and efficient service delivery by co-coordinating with the processing team to ensure that all applications received are processed in a timely manner and clients, dealers, insurance companies and brokers are advised of Banks decision within the set timelines.
• Timely and efficient handling of queries or requests from existing and potential Bank customers through phone calls, email or physical visits to client premises.
• Liaising with the Business drivers at branch level, the Processing team, Asset Finance and Branch Managers to pay select clients’ courtesy calls.
• Follow up on deferred applications to ensure closure on any pending items.
• Ensuring motor vehicle dealers and other business partners have access to required stationery/forms.
• Aid in recovery of non-performing loans where additional & useful information is available.

• Ability to communicate
• Report writing skills
• Numeric skills
• Excellent communication and interpersonal skills
• Good financial analysis skills
• Presentation skills
• Good negotiation skills
• Excellent problem solving and decision-making skills
• Knowledgeable in credit /lending
• Basic understanding of Banking Law
• Knowledgeable in the Banking Act, CBK prudential guidelines and credit policies

• Bachelor’s degree in business / marketing field or its equivalent from a recognized institution.
• Chartered Institute of Marketing diploma or its equivalent.