Relationship Manager – Institutional Banking at Bank of Africa Kenya Limited (BOA-Kenya) in Nairobi, Kenya

    Bank of Africa Kenya Limited (BOA-Kenya) logo

    Relationship Manager – Institutional Banking

    Bank of Africa Kenya Limited (BOA-Kenya)Nairobi, Kenya

    Posted

    17 hours ago

    Apply by

    13 Sept

    Full Time
    On Site
    Senior
    Banking, Insurance & Financial Services
    Management & Business Development

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    Job Description

    The Relationship Manager will establish, develop and grow the Bank's business for corporate and institutional clients in both the public and private sectors, positively contributing to the Bank's profit and loss account.

    Key Responsibilities

    • Continuously monitor institutional and developmental agency relationships to ensure client satisfaction with BOA service/partnership.
    • Anticipate, analyze and respond to current and future needs of targeted institutions.
    • In liaison with the Head, Institutional Banking, identify potential institutions, parastatals, government ministries, donor and developmental agencies for partnership.
    • Prepare pre-visit reports and calling programs for targeted institutions.
    • Maintain and execute an effective call program to new and assigned clients, assessing needs and identifying cross-selling opportunities.
    • Identify, cultivate, and develop business relationships with targeted institutions, government ministries, and developmental agencies.
    • Develop new business proposals efficiently to avoid losing opportunities to competitors.
    • Monitor and proactively manage expiring limits for loans and trade instruments.
    • Market aggressively for project funds and developmental agency funds prior to disbursement.
    • Keep in touch with developmental agencies, government ministries, and the Treasury to increase bank visibility.
    • Market for sustainable growth and stability on liabilities and assets through current account/collection business and wholesale deposits.
    • Initiate and monitor customer/Bank contact to ensure high service standards.
    • Monitor counter services for collection business/institutional/asset clients.
    • Monitor relationships daily to ensure good customer service and SLA maintenance.
    • Keep abreast of market developments and trends in the banking industry.

    Required 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.
    • 6 years Banking experience with at least 4 years' experience in Account Relationship Management.

    Job Details

    Job Function

    Management & Business Development

    Minimum Experience

    6 years

    Education Level

    Bachelor’s Degree

    Area of Study

    Business

    Field of Study

    Commerce

    Languages

    English

    Additional Information

    How to Apply: Visit the Bank of Africa Kenya Limited career page at boakenya.com to submit your application.

    Win Institutional Mandates With a Relationship Playbook

    Institutional banking is won on trust, preparation, and follow-through. Hiring managers here want proof you can map stakeholder networks, spot funding flows, and convert relationships into balance-sheet growth.

    1. Map your portfolio story: Before the interview, prepare a one-page summary of the institutional clients you've managed, the size of their deposits or lending, and the growth you delivered. Quantify outcomes where possible, like increased current account balances or renewed facility limits.

    2. Show your calling program discipline: Be ready to walk through how you plan and execute client calls, including pre-visit research, agenda setting, and post-meeting follow-ups. Mention how you track pipeline and cross-selling opportunities.

    3. Demonstrate credit and risk awareness: Since you'll monitor expiring limits and trade instruments, expect questions on credit analysis, facility structuring, and compliance. Refresh your knowledge of lending policies and risk mitigation.

    4. Prepare a stakeholder map: Identify key players in government ministries, parastatals, and development agencies relevant to Kenya. Show you understand their funding cycles and how to position the bank's products.

    5. Highlight your negotiation wins: Institutional clients often need persuasion to channel funds through your bank. Share a specific example where you negotiated a partnership or secured a mandate, focusing on your approach and the outcome.

    6. Know the sector trends: Stay current on infrastructure projects, donor funding, and treasury operations. Mention recent developments you've tracked and how they could create business opportunities.

    7. Align with the bank's strategy: Understand how institutional banking contributes to the bank's profit and loss. Talk about how you'd grow both liabilities (deposits) and assets (lending) sustainably.

    8. Prepare for behavioral questions: Expect prompts about handling difficult clients, managing multiple stakeholders, and recovering from lost opportunities. Use the STAR method to structure concise, impactful stories.

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    Tags

    relationship management
    institutional banking
    corporate clients
    credit analysis
    business development