ABOUT UMBA

Umba is a pan- African digital bank serving customers in Kenya and Nigeria. Our mission is to provide accessible and affordable financial services across Africa, empowering customers to take control of their financial wellbeing. We are transforming the continent's financial landscape by building intelligent, automated financial products powered by machine learning. Our platform delivers digital banking, lending, and payment services at scale through Android, iOS, and Web applications. Headquartered in Nairobi, Umba acquired a licensed microfinance bank in 2023—Umba Microfinance Bank—and has since achieved over 6× revenue growth in 2024. This role is based in our Nairobi headquarters.

ROLE PURPOSE:

The Relationship Manager - SME Banking is responsible for achieving SME portfolio growth through the acquisition of new business clients, deepening existing relationships, and ensuring high- quality credit underwriting. The role focuses on expanding both funded and non- funded income, deposit mobilization, and maintaining overall portfolio health within the institution's defined risk appetite. The position holder will work closely with SMEs to understand their business needs and provide tailored financing and banking solutions that drive business growth and customer satisfaction.

KEY RESPONSIBILITIES:

Business Development and Sales:

Acquire new SME customers to grow the loan book, deposits, and transactional income; identify financing opportunities in targeted MSME sectors; develop and maintain a strong pipeline of SME prospects; upsell and cross- sell additional bank products and services; conduct market intelligence to identify trends and growth opportunities; drive achievement of monthly and quarterly sales targets.

Relationship Management:

Build and maintain strong relationships with SME clients; conduct customer visits, business reviews, and needs assessments; handle onboarding, documentation, and post-sale service follow-up; ensure a high level of customer satisfaction and retention.

Credit Appraisal and Risk Management:

Conduct detailed credit assessments and cash flow analysis; prepare high- quality credit proposals in line with internal standards; support collections and monitor loan repayments; identify and escalate early warning signs and ensure compliance with regulatory guidelines.

Portfolio Management:

Maintain a performing SME portfolio within the bank's risk appetite; track performance, repayment trends, and utilization of limits; conduct regular portfolio reviews and update engagement records accurately.

Reporting and Operational Support:

Prepare weekly performance and pipeline reports; support branch teams in achieving set business targets; participate in continuous product improvement and feedback forums.

QUALIFICATIONS AND EXPERIENCE:

Diploma holders with strong SME banking experience may be considered.

2- 4 years' experience in SME banking, lending, or microfinance.

Proven sales and credit appraisal experience.

Experience with MSME lending models is an added advantage.

SKILLS AND ATTRIBUTES:

Excellent selling, negotiation, and relationship- building skills.

Strong credit analysis and financial evaluation abilities.

In- depth understanding of SME market dynamics.

Good communication, presentation, and organizational skills.

Strong integrity, professionalism, and customer focus.

Self- driven, field- oriented, and able to work under pressure to meet targets.

• Acquire new SME customers to grow the loan book, deposits, and transactional income.
• Identify financing opportunities in targeted MSME sectors.
• Develop and maintain a strong pipeline of SME prospects.
• Upsell and cross- sell additional bank products and services.
• Conduct market intelligence to identify trends and growth opportunities.
• Drive achievement of monthly and quarterly sales targets.
• Build and maintain strong relationships with SME clients.
• Conduct customer visits, business reviews, and needs assessments.
• Handle onboarding, documentation, and post-sale service follow-up.
• Ensure a high level of customer satisfaction and retention.
• Conduct detailed credit assessments and cash flow analysis.
• Prepare high- quality credit proposals in line with internal standards.
• Support collections and monitor loan repayments.
• Identify and escalate early warning signs and ensure compliance with regulatory guidelines.
• Maintain a performing SME portfolio within the bank's risk appetite.
• Track performance, repayment trends, and utilization of limits.
• Conduct regular portfolio reviews and update engagement records accurately.
• Prepare weekly performance and pipeline reports.
• Support branch teams in achieving set business targets.
• Participate in continuous product improvement and feedback forums.

• Excellent selling, negotiation, and relationship-building skills.
• Strong credit analysis and financial evaluation abilities.
• In-depth understanding of SME market dynamics.
• Good communication, presentation, and organizational skills.
• Strong integrity, professionalism, and customer focus.
• Self-driven, field-oriented, and able to work under pressure to meet targets.

• Diploma holders with strong SME banking experience may be considered.
• 2-4 years' experience in SME banking, lending, or microfinance.
• Proven sales and credit appraisal experience.
• Experience with MSME lending models is an added advantage.