Job Description

Relationship Manager, Institutional Banking – SBM Bank, Nairobi

Company: SBM Bank
Location: Nairobi
Job Type: Full-Time
Industry: Banking / Financial Services
Department: Institutional Banking
Experience Level: Mid-Level to Senior Professional
Salary: Competitive / Market Related (Based on Qualifications and Experience)
Work Environment: Corporate Banking & Client Relationship Management

SBM Bank is seeking a highly motivated and performance-driven Relationship Manager, Institutional Banking to strengthen institutional partnerships and grow business portfolios within the banking sector. This opportunity is ideal for professionals with strong expertise in relationship management, corporate banking, institutional finance, customer relationship management, financial advisory, banking operations, risk management, and business development.

The successful candidate will be responsible for building and managing relationships with financial institutions, investment groups, high-net-worth individuals (HNIs), institutional clients, and corporate stakeholders while driving revenue growth, liabilities, assets, custody business, and non-funded income opportunities.

Professionals searching for banking and finance vacancies in Kenya can also stay updated through banking jobs in Kenya where new opportunities in commercial banking, retail banking, credit management, treasury, customer service, financial analysis, and institutional banking are regularly listed.

Job Overview

The Relationship Manager, Institutional Banking will focus on developing and maintaining profitable relationships with institutional banking clients while ensuring excellent service delivery and compliance with banking regulations. The role demands expertise in client portfolio management, financial products, banking operations, account monitoring, institutional networking, cash management, investment advisory, and corporate relationship management.

Candidates should possess excellent communication skills, negotiation abilities, customer relationship management skills, analytical thinking, and commercial awareness while operating effectively in a competitive banking environment.

Key Duties and Responsibilities

Strategy & Institutional Banking Growth

• Implement strategies targeting financial institutions to grow liabilities, assets, and non-funded income streams.
• Develop and execute customer retention strategies to maintain and expand existing institutional banking relationships.
• Drive growth in custody services and institutional banking products to increase non-interest income.
• Identify opportunities for wallet sizing, portfolio expansion, and cross-selling banking solutions.

Business Development & Relationship Management

• Manage and maintain a robust database of both prospective and existing institutional clients.
• Implement institutional relationship management policies and banking procedures.
• Build a sustainable business pipeline through engagement with corporate clients, institutional investors, HNIs, pension funds, SACCOs, and investment groups.
• Attend institutional forums, banking events, networking meetings, and financial industry engagements to expand business relationships.
• Offer advisory services on cash management, liquidity solutions, investment strategies, treasury products, and financial planning.
• Conduct sector performance analysis and maintain updated reports on institutional market trends.
• Carry out continuous economic and financial market research to understand sector movements and identify new opportunities.

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Credit Processing & Banking Operations

• Appraise and process credit applications while making informed recommendations to maintain a high-quality asset portfolio.
• Support Corporate Relationship Managers to ensure quick turnaround time for customer facilities and banking enquiries.
• Monitor customer accounts daily to ensure transactions remain within approved limits.
• Follow up with clients regarding account regularization and overdrawn positions.
• Maintain departmental documentation including mail registers, offer letters, customer files, and internal records.
• Support revenue growth by ensuring all applicable income due to the bank is identified and collected.
• Liaise with internal departments including Credit Administration, Compliance, Risk, Operations, Monitoring Teams, and Relationship Managers for seamless service delivery.
• Ensure submission of financial statements, annual returns, company profiles, regulatory documents, and contract compliance requirements by institutional clients.
• Handle corporate customer queries and resolve issues within agreed service turnaround timelines, including account opening, account maintenance, and statement requests.

Compliance & Risk Management

• Ensure compliance with internal banking procedures and external regulatory frameworks.
• Work closely with Risk Management and Compliance Teams to mitigate operational and institutional banking risks.
• Review and improve business operational procedures to ensure regulatory adherence.
• Ensure strict compliance with regulations issued by the Retirement Benefits Authority (RBA) and the Capital Markets Authority (CMA) alongside banking policies.
• Maintain high standards of confidentiality, professionalism, and governance in all banking operations.

Brand Representation & Client Service

• Promote and safeguard the bank’s reputation through excellent customer engagement.
• Deliver exceptional service to institutional clients while maintaining long-term partnerships.
• Actively contribute to business growth, customer satisfaction, and portfolio profitability.

Education Requirements

Applicants must possess:

• University Degree from a recognized institution in:
  • Finance
  • Banking
  • Economics
  • Business Administration
  • Commerce
  • Accounting or a related field

Added Advantage:

• Postgraduate Degree (MBA, Finance, Economics, Banking)
• Professional certifications in:
  • Financial Analysis
  • Credit Management
  • Corporate Banking
  • Risk Management
  • Relationship Management

Experience Requirements

Candidates should have:

• Minimum 3 years’ experience in Relationship Management
• At least 2 years of banking operations experience with strong service delivery exposure
• Proven experience in:
  • Institutional Banking
  • Corporate Banking
  • Client Relationship Management
  • Credit Analysis
  • Financial Advisory Services
  • Portfolio Management
  • Business Development

Experience working with financial institutions, investment firms, pension funds, insurance companies, asset managers, or treasury functions will be an added advantage.

Required Skills & Competencies

The ideal candidate should demonstrate:

• Strong Relationship Management Skills
• Customer Service Excellence
• Selling & Negotiation Skills
• Networking & Stakeholder Engagement
• Banking Product Knowledge
• Commercial Awareness
• Analytical & Problem-Solving Skills
• Strategic Thinking & Planning
• Emotional Intelligence
• Excellent Interpersonal & Communication Skills
• Organizational & Time Management Skills
• Professionalism & Integrity
• Innovation & Self-Motivation
• Ability to Work Under Pressure

Professionals looking for wider African finance and banking opportunities can also browse banking jobs in Sierra Leone for openings in credit analysis, commercial banking, relationship management, financial operations, risk assessment, investment banking, and institutional finance.

Salary & Benefits

SBM Bank offers a competitive salary package aligned with banking industry standards and candidate experience.

Additional benefits may include:

• Medical Insurance
• Pension & Retirement Benefits
• Career Growth Opportunities
• Professional Banking Certifications Support
• Staff Banking Privileges
• Performance Incentives
• Learning & Development Programs
• Networking & Leadership Exposure

Training & Career Development

Successful candidates may receive training in:

• Institutional Banking Operations
• Credit Risk Assessment
• Banking Compliance & Governance
• Cash Management Solutions
• Treasury & Investment Products
• Financial Market Analysis
• Relationship Management Excellence
• Leadership & Stakeholder Engagement
• Customer Experience & Service Delivery

How to Apply

Interested applicants should prepare:

• Updated CV / Resume
• Academic & Professional Certificates
• Banking or Finance Certifications (If Applicable)
• Professional References

Candidates with experience in institutional banking, relationship management, commercial banking, credit processing, financial advisory, client portfolio management, risk compliance, and business development are encouraged to apply for this exciting opportunity with SBM Bank in Nairobi.