BANK OF AFRICA - KENYA LIMITED (BOA-KENYA) is a commercial bank providing banking services to corporate, SME and retail clientele.

Head of Institutional Banking & Custodial Services

Responsibilities and Accountabilities.

Planning

• Continuously monitor institutional, developmental agency relationships to ensure that clients are satisfied with BOA service/ partnership.
• Anticipate, analyze and respond to the various current and future needs of the targeted Institutions.
• Identify other potential Institutions, parastatals, Government ministries, donor and Developmental Agencies with whom we can partner/do business and who can benefit from our mix of products and services.
• Prepare pre-visit report/facts and a calling program for the targeted Institution/s.

Marketing

• Ensure an effective call program to new and assigned clients is maintained and executed, assessing possible needs of the targeted clients/Institutions and identify other cross selling opportunities.
• Identify, cultivate, and develop business relationships among the targeted Institutions, Government ministries, Developmental Agencies and respond as appropriate with a suitable product package based on the analysis of the Institution’s needs.
• Identify and develop new business proposals efficiently and expeditiously to ensure that potential new business opportunities are not lost to competitors.
• Market aggressively for project funds & Developmental Agency funds prior to disbursements to various targeted projects.
• Keep constantly in touch with Developmental Agencies, Government ministries as well as Treasury ensuring that they are fully kept abreast of positive developments within the Bank thus increasing Bank visibility among these key Institutions. This will mean developing a personal touch and a relationship management approach with all these Institutions and negotiating with them to channel funds/business through BOA.
• Market for sustainable growth and overall stability on the liabilities and asset side of the bank’s balance sheet through growth of current account/collection business as well as wholesale deposits from institutional clients (sector focus will be stated on KPI).
• Synergies with various stakeholders to grow the bank business
• Provide Strategic advice to the to the bank management on Institutional Banking matters

Customer Care / Portfolio Management

• Initiate and monitor customer/Bank contact at all levels and functions, ensuring that customers enjoy the highest standards of service.
• Monitor counter services for collection business/institutional/asset clients.
• Monitor relationships on a day-to-day basis to ensure good customer service on the maintenance of SLA.
• Monitor and proactively manage expiring limits for loans & trade finance products
• Custodial account opening – Facilitate smooth account opening and ensure that outstanding account documentation is kept to a minimum and facilitate take on client assets from other custodians and stockbrokers for new and existing clients.

Monitoring & Control

• Keep abreast of developments in the market; be aware of projects to be carried out by parastatals, Government ministries and Developmental Agencies and their various sources of funding and use the information to advise relevant stakeholders for decision making.
• Be familiar with trends in the banking industry in general and particularly the industry/sectors in which each of the Institutions managed/targeted operates and tailor product(s) to suit the client’s business

People Management

Providing leadership, mentorship, train and motivate the team to meet set objective.

Processes and Projects

• Business Support in deposits management – mobilization and pricing
• Liquidity Management – member of ALCO and DTC
• Managing Fixed Deposits Maturities for the Bank
• Custodial Reporting – Review client & regulatory report packs for assigned accounts on a monthly & quarterly basis
• Attend quarterly review meetings and AGMs for trustees, fund managers and clients.

Minimum Requirements; Work Experience, Academic and Professional Qualifications.

• A degree in a business-related field i.e Bachelor of Commerce, Business Administration, Economics or Banking/Finance OR its equivalent.
• AKIB or ACIB or Business-related professional qualification (Added advantage)
• Formal training in lending/relationship management
• 8 years banking experience, 4 in a management role in business development either in Institutional Banking or corporate medium size SME relationship

Competencies and Attributes

Visionary Leadership– provide leadership and strategic oversight to the team to ensure proper management of the Institutional Banking portfolio.

Communication Skills (Verbal & Written) and Presentation skills– articulating key messages clearly to various stakeholders.

Stakeholder Management– demonstrate interpersonal skills in the identification, analysis, and planning of actions to communicate with, negotiate with and influence various stakeholders.

Adaptability– Ability to adapt quickly to new and diverse environments including working with people from diverse cultural backgrounds.

Emotional Intelligence– the ability to understand and manage own emotions, team, and various stakeholders including managing conflict.

Analytical Skills– ability to deconstruct information/critical thinking, to draw conclusions for problem analysis, resolution and decisions making.

• Continuously monitor institutional, developmental agency relationships to ensure that clients are satisfied with BOA service/ partnership.
• Anticipate, analyze and respond to the various current and future needs of the targeted Institutions.
• Identify other potential Institutions, parastatals, Government ministries, donor and Developmental Agencies with whom we can partner/do business and who can benefit from our mix of products and services.
• Prepare pre-visit report/facts and a calling program for the targeted Institution/s.
• Ensure an effective call program to new and assigned clients is maintained and executed, assessing possible needs of the targeted clients/Institutions and identify other cross selling opportunities.
• Identify, cultivate, and develop business relationships among the targeted Institutions, Government ministries, Developmental Agencies and respond as appropriate with a suitable product package based on the analysis of the Institution’s needs.
• Identify and develop new business proposals efficiently and expeditiously to ensure that potential new business opportunities are not lost to competitors.
• Market aggressively for project funds & Developmental Agency funds prior to disbursements to various targeted projects.
• Keep constantly in touch with Developmental Agencies, Government ministries as well as Treasury ensuring that they are fully kept abreast of positive developments within the Bank thus increasing Bank visibility among these key Institutions. This will mean developing a personal touch and a relationship management approach with all these Institutions and negotiating with them to channel funds/business through BOA.
• Market for sustainable growth and overall stability on the liabilities and asset side of the bank’s balance sheet through growth of current account/collection business as well as wholesale deposits from institutional clients (sector focus will be stated on KPI).
• Synergies with various stakeholders to grow the bank business
• Provide Strategic advice to the to the bank management on Institutional Banking matters
• Initiate and monitor customer/Bank contact at all levels and functions, ensuring that customers enjoy the highest standards of service.
• Monitor counter services for collection business/institutional/asset clients.
• Monitor relationships on a day-to-day basis to ensure good customer service on the maintenance of SLA.
• Monitor and proactively manage expiring limits for loans & trade finance products
• Custodial account opening – Facilitate smooth account opening and ensure that outstanding account documentation is kept to a minimum and facilitate take on client assets from other custodians and stockbrokers for new and existing clients.
• Keep abreast of developments in the market; be aware of projects to be carried out by parastatals, Government ministries and Developmental Agencies and their various sources of funding and use the information to advise relevant stakeholders for decision making.
• Be familiar with trends in the banking industry in general and particularly the industry/sectors in which each of the Institutions managed/targeted operates and tailor product(s) to suit the client’s business
• Providing leadership, mentorship, train and motivate the team to meet set objective.
• Business Support in deposits management – mobilization and pricing
• Liquidity Management – member of ALCO and DTC
• Managing Fixed Deposits Maturities for the Bank
• Custodial Reporting – Review client & regulatory report packs for assigned accounts on a monthly & quarterly basis
• Attend quarterly review meetings and AGMs for trustees, fund managers and clients.

• Visionary Leadership
• Communication Skills (Verbal & Written)
• Presentation skills
• Stakeholder Management
• Adaptability
• Emotional Intelligence
• Analytical Skills

• A degree in a business-related field i.e Bachelor of Commerce, Business Administration, Economics or Banking/Finance OR its equivalent.
• AKIB or ACIB or Business-related professional qualification (Added advantage)
• Formal training in lending/relationship management