Job Purpose

To build a profitable BCC lending products book that offers the best solution in the market. Enhancing existing products aligned to client needs and partnering with the Innovation Team to develop disruptive and strategic alternative revenue generating products, while delivering ROE above budget Year on Year. The job holder will be tasked with partnering with the Head, Everyday Banking, Cash & Lending, Lending ROA Africa Regions to derive and drive the BCC Lending products strategy for Kenya. The role will also entail optimizing the BCC balance sheet, and will be responsible for setting product and customer pricing, managing risk/reward trade-off, concession management and price optimization

Key Responsibilities/Accountable

• Business & Commercial Clients overall budgets for lending products
• Business & Commercial Clients segment budgets for lending products
• Accurately forecast and actively monitor business progress and forecasts to grow balance sheet
• Product performance management (track and analyze performance) on a structured and regular basis and propose remedial action on shortfalls
• Undertake business growth initiatives
• Technical Product Management expertise
• Identification of new revenue streams and business
• Conceptualization and development of new products
• Development and implementation of product strategies
• Product processes enhancement/re-engineering
• Assist with the conceptualization and management of campaigns.
• Effective product pricing
• Development of appropriate sales/service support tools
• Actively support the relationship management teams in Business & Commercial Clients to scale up on the acquisition and onboarding of digital and self-service channel customers onto their portfolios
• Ongoing product management and maintenance
• Continuous monitoring and understanding of the operating and competitive environment and ongoing trends
• Collaborations with external partners and vendors in value adding initiatives that will drive Business & Commercial Clients agenda.
• Deep understanding of the product continuum across segments – entry products, core products, secondary/cross sell products and product migrations
• Responsible for increasing product knowledge amongst Business & Commercial Clients staff, which includes training solutions, sales tools, etc.
• Ensure up-to-date competitor and market data on respective product lines are maintained and appropriate recommendations are done to keep CSB ahead of the competition
• Participation in projects and any other duties as agreed with management
• Responsible for the implementation and adoption (within Branch, Department or Section) of all Compliance, Anti-Money Laundering and Sanctions related requirements contained in policies, procedures and processes. This includes the consideration and approval of PEP on-boarding and continued business engagement in instances where no adverse information is available.
• Working with the Senior Manager, Revenue assurance in;
• Setting the pricing of the lending products using the ROE models to optimize client and product profitability
• Price Implementation: Get the pricing approved through the Pricing Committee
• Ensures pricing is correctly implemented on the system/IT platforms.
• Price Monitoring: Monitor the interest rates & fees offered to clients against the approved pricing.
• Review concession management process
• Responsible for tracking client covenants and adherence of the terms
• Review portfolio yields & margin report on a monthly basis
• Identifying and curbing any revenue leakage in the products

Other:-

• Data mining existing customer database to better understand customer profiles and behavior to profitably exploit opportunities
• Review customer surveys and take note of customer feedback/complaints received through the various disparate channels to inform tactical and portfolio actions that can be taken to remedy shortcomings, where any – with a view of proactive engagement that seeks to improve Business & Commercial Clients’s net promoter score (NPS)
• Aid the Business segment heads in Business & Commercial Clients : Head of Commercial Banking ; Head of SME Banking ; and Head of Agriculture segment with portfolio and optimization initiatives that will enable them to meet their Balance sheet and income statement budgets profitably and sustainably while scaling their respective lending business(-es)
• Suitably identify the key lines of cost and income, and the levers to control cost and income with respect to lending products. Ensure that pricing decisions, product feature changes and new product development that have financial implications or process changes that have operational implications follow the correct governance process

Qualifications

Minimum Qualifications

• University Graduate with at least 5 years managerial experience in Business/Commercial/Consumer financial services

Experience Required

• Demonstrable Product Development; Product Management or Business Development experience in the development of Banking Products, Financial services products, Investment products, Insurance products, Transaction products, or Money transfer related products
• Proven track record of management of financial objectives, both value creation and cost reduction. Proven track record in business analytics and the use of data science in understanding product and customer economics
• Demonstrable experience in Business Development and implementation
• Individual(s) must be able to show their participation in Business Planning and also been involved in process improvement initiatives around Financial services
• Individual(s) must be able to show-case Business Revenue generation initiatives that they have been involved in, or successfully executed
• Product design, marketing and development
• Operations
• Sales / Relationship management