Relationship Manager Agriculture & Tourism

Organization: NCBA
Location: Arusha, Tanzania
Coverage: Northern Zone, particularly Agriculture and Tourism sectors

JOB PURPOSE STATEMENT

The Relationship Manager - Agriculture & Tourism will be based in Arusha and will be responsible for originating, managing and growing a portfolio of customers operating within the following sectors and related value chains:

• Agriculture
• Agribusiness
• Livestock
• Hospitality
• Tourism
• Travel
• Conservation
• Related value chains

The role serves as the primary relationship contact and trusted financial advisor to clients while driving:

• Acquisition of new business
• Deposit mobilization
• Lending growth
• Non-funded income generation

The role will develop sector-specific relationship strategies, structure banking solutions that address client needs, provide industry insights and collaborate with internal stakeholders to ensure exceptional service delivery.

The Relationship Manager will drive NCBA's market penetration and visibility within the Northern Zone, particularly in the Agriculture and Tourism sector.

KEY ACCOUNTABILITIES, DUTIES AND RESPONSIBILITIES

Financial - 40%

This position is responsible for achievement of the portfolio’s annual financial targets, both P&L and balance sheet.

Key outputs include:

• Growth of Agriculture and Tourism sector portfolio.
• CASA mobilization from Agriculture and Tourism customers.
• Growth in funded and non-funded income.
• Cross-selling:
  • Trade Finance
  • Treasury
  • Cash Management
  • Digital Banking solutions
• Portfolio quality maintained within approved risk appetite.
• Development and execution of sector penetration plans across:
  • Arusha
  • Kilimanjaro
  • Manyara
  • Surrounding regions

External Stakeholders Management

The position will engage and manage relationships with:

• Agricultural producers and processors.
• Exporters and commodity traders.
• Tourism operators.
• Hotels.
• Lodges.
• Camps.
• Tourism industry associations.
• Government ministries and agencies supporting Agriculture and Tourism.
• Development Finance Institutions.
• Industry regulators.
• Insurance providers.
• Sector service providers.

Internal Stakeholders - 20%

Responsible for adhering to approved policies and procedures and providing feedback on the same so as to keep them competitive.

Key outputs include:

• Audit issues closed within the quarter of identification, or within the agreed time frames, whichever is shorter.
• Nil repeat findings.
• 100% SLA adherence.
• 100% adherence to agreed turnaround times.

Customer - 20%

Develop and maintain strategic relationships with large corporates, SMEs and ecosystem players operating in Agriculture and Tourism sectors including:

• Hotels
• Lodges
• Tour operators
• Agricultural processors
• Exporters
• Farmers' associations
• Cooperatives
• Sector regulators

Identify emerging sector opportunities and provide financial solutions that support clients' growth objectives while increasing wallet share for the Bank.

Key outputs include:

• Customer acquisition targets.
• Sector market share growth.
• Customer retention and portfolio deepening.
• Accurate pipeline and CRM management.

Learning and Growth - 20%

Delivering the performance objectives set and managing his/her own learning and development to build capacity and avail him/herself for coaching and training opportunities.

Key outputs include:

• Level of own development plan maintenance.
• Own competency score.

JOB DIMENSIONS

Reporting Relationships

Direct Reports: N/A

Indirect Reports: N/A

STAKEHOLDER MANAGEMENT

Key stakeholders that the position holder will need to liaise and work with to be successful in the role include:

Internal Stakeholders

• All Bank departments.

External Stakeholders

• Corporate Banking customers.
• Financial institutions.
• Industry players.
• National and county governments.
• Regulators.
• Other relevant external stakeholders.

DECISION MAKING AUTHORITY, MANDATES AND CONSTRAINTS

The position holder is empowered to:

• Recommend sector-specific financing structures.
• Recommend pricing within approved delegation levels.
• Recommend credit facilities and account plans for Agriculture and Tourism customers.
• Lead customer negotiations within approved mandates.
• Escalate industry risks and opportunities affecting portfolio performance.

WORK CYCLE AND IMPACT

The job holder works on an annual cycle.

IDEAL JOB SPECIFICATIONS

Academic Qualifications

• Bachelor’s degree from a recognized accredited university.

Professional Experience

• At least 5 years' experience in:
  • Relationship Management
  • Corporate Banking
  • Agribusiness Banking
  • Commercial Banking
• Demonstrated experience managing Agriculture, Agribusiness, Tourism, Hospitality or related sectors will be an added advantage.
• Strong understanding of:
  • Sector value chains
  • Seasonal business cycles
  • Export markets
  • Commodity financing
  • Tourism industry dynamics

DESIRED WORK EXPERIENCE

• Proven track record of consistently achieving a portfolio’s financial growth.
• Experience in products, bank operations and customer experience is highly desirable.
• Knowledge of the local banking industry.
• Knowledge of banking products.
• Knowledge of banking services.
• Knowledge of banking regulations.
• Sound working knowledge and understanding of general Commercial Banking regulations and practices.

IDEAL JOB COMPETENCIES

Technical Competencies - Banking

• Understanding agricultural value chains including:
  • Crop farming
  • Livestock
  • Processing
  • Exports
• Understanding of tourism industry operating models including:
  • Hotels
  • Lodges
  • Tour operators
  • Hospitality businesses
• Ability to identify sector risks, opportunities and financing requirements.
• Knowledge of structured lending solutions relevant to Agriculture and Tourism businesses.
• Strong appreciation of environmental, sustainability and climate-related considerations affecting both sectors.

Leadership

• Exercises self-leadership delivering assigned work in line with professional and technical standards within given time frames.
• Is reliable and works collaboratively.
• Has the cognitive intelligence to draw together contrasting strands of information and present a compelling position.
• Adheres to the company’s values and policies and delivers to set objectives.
• Has high moral intelligence.

KEY PERFORMANCE INDICATORS (KPIs)

• Agriculture portfolio growth.
• Tourism portfolio growth.
• Deposit growth (CASA).
• Revenue and profitability growth.
• Fee income generation.
• New-to-bank customer acquisition.
• Portfolio asset quality, including:
  • NPL
  • PAR
• CRM compliance.
• Customer satisfaction scores.
• Sector market penetration within Northern Tanzania.

BEHAVIOURAL COMPETENCIES

Emotional Intelligence

Knows own strengths and limits; aware of own emotions and the effect they have on others and has the self-control to keep disruptive emotions and impulses in check.

Social and Cross-cultural Awareness

Interacts with people, including colleagues, customers, stakeholders and the public at large, in different social and cultural environments, showing respect and positive regard for them in an ethical and appropriate manner that is consistent with the values of the organization.

Agile

Able to change plans, methods, opinions or goals in light of new information, with the readiness to act on opportunities.