Absa Bank Kenya

Growth Manager, B2B at Absa Bank Limited

00100, Nairobi Kenya
June 18, 2024
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Deadline date:

Job Description

Job Summary

To market and sell Financial Solutions (products, technology and services) to increase the sales across all retail channels and other potential markets. To identify and attract new business and retain the existing customer base.

Job Purpose:

Reporting to the Senior Manager, Growth & Commercialization, role will drive the growth of the business-to-business (B2B) segment within the bank by implementing strategic initiatives that attract, acquire, and retain B2B customers. Holder will play the core of driving revenue growth, acquiring and retaining B2B customers, and ensuring the success of B2B initiatives within the bank while optimizing return on investment for B2B customers. Holder will develop and execute effective strategies, collaborate with cross-functional teams, and deliver value to B2B customers to drive banks success in the B2B marketplace.

Key Accountabilities.

Product Commercialization & Channel Adoption 50%

  • Achieve of set revenue targets through the execution of growth and commercialization initiatives and activities.
  • Responsible for the execution of the business models, products, and Go-To-Market (GTM)/Distribution strategies for the segment.
  • Monitor and review business performance and apply intervention strategies to ensure achievement of business growth. Develop and implement a robust growth and commercialization framework that entails cross-selling models, revenue management plans, customer information management tools, loyalty and rewards programs as well as Customer Value Proposition (CVP) enhancements.
  • Build and maintain customer loyalty through an engaging and attractive loyalty and monetization strategies.
  • Analyse and segment target markets to determine the appropriate growth and commercialization initiatives to execute to attain business plans.
  • Execution of high-level, strategic business development opportunities based on key growth initiatives.
  • Execution of a robust growth and commercialization framework that entails cross-selling models, revenue management plans, customer information management tools, loyalty and rewards programs as well as Customer Value Proposition (CVP) enhancements.
  • Turnaround time standards or benchmarks for the enterprise unit.
  • Service Level Agreement (SLA) / Turn-Around Time (TAT).
  • Achieve Customer Satisfaction Index (CSI) benchmarks.

Stakeholder Engagement – 30%

  • Develop and manage robust competitor tracking systems to remain abreast of the market and the players. In line with this, identifying and analysing new offerings from other banks and FinTech’s in the marketplace proactively.
  • Be an advocate for a continually improving way of working within the unit to drive efficient and impactful engagement and accurate delivery of service.
  • Proactively participate in organization projects.
  • Audit issues closed upon identification, or within the agreed time frames, whichever is shorter. Nil repeat findings.
  • Implement, review, and achieve the Customer satisfaction indexes.
  • Implement engines/structure/procedures to support execution of customer growth through their lifetime customer journey.

People Management – 20%

  • Maintain a high team performance and engagement.
  • Nil disruption to business / loss of business due to lack of appropriate numbers of qualified, available staff within the team.
  • Up-to-date and actioned competency assessments and development plans for the team.


  • Relevant University Degree (Must have)

Preferred Experience

  • At least 5 years’ work experience, 3 of which should have been in a similar capacity with a proven track record and within a digital business environment.
  • Maintain up to date knowledge of competitor and local market activity.
  • Experience in driving the growth vision & strategy, go-to-market strategy, and sales strategy.
  • In-depth understanding of the various mobile banking platforms
  • In-depth understanding of Financial Technology (Fintech).

Technical Competencies

  • Ability to manage cross-functional processes for the development of customer value propositions and how they are positioned to grow and retain customers.
  • Ability to leverage data analytics capability into understanding customer behavior and using the outcomes to inform customer growth and commercialisation initiatives and product enhancements.
  • Fluent in the full spectrum of Customer Value Management (CVM) systems.
  • Ability to use imagination and new ideas to solutions. Can formulate new ideas or to adapt or use existing ideas in a new or unexpected way to solve problems.
  • Ability to define appropriate measurements for growth and commercialization plans and use data analytics to inform effectiveness.
  • Expert-level knowledge of product(s): (a) in-depth understanding of global product offering, design, application, positioning within segments, pricing, revenue potential: (b) integration to existing product offering: (c) relationship to complementary, related, and competing products, etc.
  • Understands financial concepts and terms can use them to describe events and can incorporate the same in problem solving and decision-making.
  • Ability to build strategic networks whilst maintaining confidentiality, tactfully using them to learn and find inspiration to enrich current and future initiatives.