RELATIONSHIP OFFICER – MOMBASA BRANCH

Exciting Vacancies to be filled

Real People Kenya Limited is looking to fill vacancies for Relationship Officer to contribute to the growth of the SME portfolio of the business in the relevant branch and region. The growth will be achieved through increasing the current portfolio of customers with a broader picture of market penetration of Real People as a key financial services provider to SMEs across Kenya.

Role Responsibilities:

Production / Sales
a. Identify business opportunities by identifying prospects and evaluating their position in the industry; researching and analyzing sales options.
b. Sell products by establishing contact and developing relationships with prospects; recommending solutions
c. Oversee the sales process at each stage from origination, underwriting, approvals and disbursement to enhance efficiency in line with our turnaround time promise to the customers.
d. Prospect new clients via sales calls, direct mail, email and networking events
e. Follow up on leads generated through research and promotional events
f. Achieve various individual business targets and contribute to the team performance
g. Plan and conducts special sales initiatives and events for prospective and existing clients
h. Identify and qualify leads by cold calling prospective corporate clients with a view to secure a minimum of but not limited to 10 face-to-face new business meetings per week

Marketing Prospects leads through;
a. Research the latest products and trends.
b. Identify product improvements or new products by remaining current on industry trends, market activities, and competitors.
c. Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; benchmarking state-of-the-art practices; participating in professional societies.
d. Work with the Marketing Department and Sales Opsco to develop and execute SME sales initiatives
e. Participate in trade shows, conferences, and community events to help promote the Real People corporate brand
f. Participate in public relations activities and community events in liaison with the PR Team to ensure that contacts are made and to give all Real People’s products and services as much exposure as possible.

Loan Appraisals
a. Conduct client business premises visits;
b. Ensure there is a good fit between the customer and the company;
c. Analyze and interpret financial statements of the business to access the repayment capacity and financial soundness of the borrower
d. Ensure all key business risks are analyzed;
e. Ensure all financial computations are correct and customer meets affordability criteria;
f. Ensure all the information and data gathered is consistent and is verified by mandatory physical visits to the client’s business and residence;
g. Take proactive measures to ensure credit quality.
h. Ensure cash flow and repayment capacity are correct and comparable to other similar businesses;
i. Ensure loan structuring fits the business, capacity and project;
j. Assess collateral by ensuring correct valuation, physical verification of existence and ownership and ensuring it adequately covers the loan value;
k. Assess the guarantor to ensure they meet our affordability criteria through mandatory physical visits to the guarantor’s business and residence;
l. Serve as a member of application approval committee, including conducting verification visits to customers’ business premises and homes with Approval Officers.

Collections
a. Submit daily collection reports as and when required;
b. Review and follow-up of Arrears Reports for own customer base;
c. Conduct collections visits for customers in arrears;
d. Collect outstanding deposit slips from customers;
e. Hand receipting related queries for customers;
f. Assist in handovers for enforcement where necessary;

Portfolio Management
a. Perform loan utilization checks within one week after disbursement;
b. Responsible for clients’ loan performance by;
i. Educating the clients on why they need to repay their loans in the stipulated loan terms and
ii. By monitoring clients loan performance for any default;
c. Identify customer business viability issues and handover to late stage collections where appropriate;
d. Review and management of customer portfolio (portfolio size, number of customers, portfolio at risk and arrears total);
e. Early monitoring of the customer portfolio by making regular visits to the customers’ business premises, especially during the first three (3) months after disbursement.

Customer Service and Relationship Management
a. Maintain relationships with clients by providing support, information, and guidance; researching and recommending new opportunities; recommending profit and service improvements
b. Maintains quality service by establishing and enforcing organization standards.
c. Investigate and troubleshoot customer service issues
d. Manage and develop a portfolio of SME customers with an aim to deepen and broaden relationships with our clients
e. Ensures high levels of customer service orientation and application of company policy
f. Maintains complete relationship record for assigned customer accounts.
Minimum Requirement
a. A minimum of two (2) year experience in sales in a financial
b. Bachelor’s degree in business/Diploma with focus on marketing, Business Administration or related course.

Required Behavioral Competencies:

a. Integrity
b. Ability to work under pressure and meet deadlines
c. Results driven and goal focused/Self Motivated
d. Excellent communication and interpersonal skills
e. Communication finesse
f. Fluent in oral and written English & Kiswahili.

Application Criteria

We welcome applications from those who combine passion for Real People, SME Financing and deep commitment and proven expertise to help make such a wonderful brand even more compelling for all its stakeholders. Interested candidates should email their CVs and Cover Letters quoting “Ref 12-18 / Relationship Officer – Mombasa Branch” on the Subject line to recruitment@realpeople.co.ke

Download the job description here:

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