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JOB PURPOSE
The Sales Manager – Scheme Loans is responsible for driving the growth and management of the scheme loans portfolio by developing and marketing products, onboarding new clients, managing stakeholder relationships, and ensuring compliance with lending guidelines. This role includes providing technical support to internal teams and clients to maximize opportunities and align with the bank’s strategic objectives.
KEY RESPONSIBILITIES
- Business Development
- Portfolio Management
- Stakeholder Engagement
- Customer Support
- Risk & Compliance
- Training & Capacity Building
- Personal Leadership & Development
- Business Development
- Actively promote the bank’s scheme loan products to employees of partner organizations and institutions.
- Identify, develop, and maintain partnerships with employers, unions, and other stakeholders to generate leads and ensure a robust pipeline of scheme loans.
- Conduct market research to assess customer needs, market trends, and competitor products.
- Design tailored financial solutions for clients, ensuring alignment with their financial goals and repayment capacity.
- Cross-sell additional banking products and services to scheme loan clients.
- Portfolio Management
- Monitor the scheme loans portfolio to ensure alignment with organizational goals and regulatory requirements.
- Conduct regular reviews of client accounts to ensure timely payments and proactively identify risks.
- Provide periodic portfolio performance reports to management, including recommendations for action.
- Collaborate with collections teams to manage default risks and ensure healthy loan performance.
- Stakeholder Engagement
- Build and maintain relationships with partner organizations to strengthen collaboration and ensure smooth loan application processes.
- Engage with Human Resource teams in partner organizations to facilitate payroll-based loan deductions.
- Represent the bank in negotiations and discussions to expand the reach of scheme loan products.
- Customer Support
- Guide clients through the loan application process, from pre-qualification to disbursement.
- Offer advisory services on loan terms, repayment schedules, and associated costs.
- Resolve customer inquiries and concerns promptly and effectively to maintain high satisfaction levels.
- Training & Capacity Building
- Conduct training sessions for branch and partnership staff on scheme loan products and processes.
- Provide ongoing technical support to internal teams to enhance service delivery and sales performance.
- Personal Leadership & Development
- Manage self by showing drive and motivation, an ability to self-reflect and a commitment to learning.
- Communicate effectively communicate clearly, actively listen to others, and respond with understanding and respect.
- Commit to Customer Service: provide, customer-focused services in line with banking sector and organizational objectives – adherence to the bank customer service charter and ensure personal accountability so as to meet the laid down Service Level Agreements (SLA) and work within stipulated Turn Around Time (TAT).
- Work Collaboratively Collaborate with others and value their contribution.
- Deliver Results Achieve results through the efficient use of resources and a commitment to quality outcomes.
- Think and solve problems, analyze and consider the broader context to develop practical.
- Keeping abreast with staff communications, attending staff meetings – morning huddles and weekly progress meetings.
- Responsible for own career within the bank and preparing an annual Personal Development Plan (PDP) and ensuring its actualization.
- Adherence to the banks policies and procedures, dress code, code of conduct, HR policies and procedures and follows laid down grievance and disciplinary procedure to ensure a conducive work environment.
- Closure of identified deficiencies from concluded audits, correction within stipulated timelines, and ensure no repeat findings.
ACADEMIC BACKGROUND
- University degree or above in a relevant business discipline e.g. business administration or finance.
- Master’s degree will be an added advantage.
WORK EXPERIENCE
- At least eight (8) years’ experience in banking.
- Proven track record in developing and managing loan portfolios, preferably in scheme loans or payroll-based lending.
SKILLS & COMPETENCIES
- Strong knowledge of payroll-based lending and loan product management.
- Excellent communication and interpersonal skills;
- Excellent Business Presentation skills;
- Good financial analysis skills;
- Excellent problem solving and decision-making skills;
- Knowledgeable in credit, legal (conveyancing) and lending knowledge;
- Knowledge of banking processes and Banking Law;
- Demonstrate an understanding of the Banking Act, CBK prudential guidelines and credit policies;
- Strong negotiation and networking skills;
- Good performance track record in business development;
PROFESSIONAL CERTIFICATION
- Diploma in Banking – AKIB (added advantage)
- Certifications in Credit Analysis, Risk Management, or Lending are an advantage.
