Business Growth & Commercial Leadership (30%)
Execute the DFS Commercialization & Growth strategy aligned with the Bank’s overall business, digital transformation, and growth objectives.
Drive sustainable revenue growth, customer acquisition, product adoption, and transaction volume expansion across all DFS products and channels.
Identify and pursue new business opportunities, customer segments, value chains, and market expansion initiatives.
Develop commercial plans, budgets, forecasts, and growth targets for the DFS business.
Establish and monitor strategic growth initiatives to maximize market share and profitability.
Sales Management & Market Execution (20%)
Manage sales execution for DFS products and services.
Drive customer acquisition, onboarding, activation, engagement, and retention across digital channels.
Develop and implement sales initiatives to increase active users, transaction volumes, and channel utilization.
Guide and train the relationship, and sales teams.
Ensure effective execution of product launches, campaigns, and customer activation programs.
Product Adoption & Revenue Growth (10%)
Increase customer usage and transaction volumes across mobile banking, agency banking, cards, merchant payments, digital payments, and other DFS solutions.
Drive customer migration from traditional banking channels to digital channels.
Develop customer activation and retention strategies to improve customer lifetime value.
Establish initiatives to increase digital transaction revenues and channel profitability.
Monitor customer behavior and product utilization trends to improve adoption and commercial performance.
Ecosystem Development & Partnerships (10%)
Develop and implement ecosystem banking and value chain strategies to deepen customer relationships and unlock new revenue opportunities.
Expand KCB’s digital distribution footprint through strategic partnerships with corporates, fintechs, merchants, aggregators, telecommunications companies, and other ecosystem players.
Identify and develop partnerships that drive customer acquisition, transaction growth, and business expansion.
Manage DFS customers promotions negotiations and management of commercial partnerships supporting DFS growth objectives.
Cross-Selling & Customer Value Maximization (10%)
Promote value chain banking opportunities across key sectors and key customer base groups.
Drive cross-selling opportunities across Retail Banking, SME Banking, Corporate Banking, Agency Banking, Merchant Payments, and Digital Banking businesses.
Collaborate with business units to maximize customer penetration and wallet share.
Design customer engagement initiatives that enhance product usage and deepen banking relationships.
Develop propositions tailored to key customer segments and industry value chains.
Performance Management & Analytics (10%)
Monitor and manage DFS sales performance across regions, customer segments, and product lines.
Track achievement against budgets, targets, and business plans while identifying corrective actions where needed.
Utilize market intelligence, customer insights, and analytics to identify growth opportunities and improve performance.
Conduct profitability analysis and commercial reviews to optimize resource allocation and investment decisions.
Stakeholder Management (10%)
Work closely with Retail, Corporate, SME, Operations, Technology, Marketing, Risk, and Finance teams to drive DFS business growth.
Serve as the key commercial interface between DFS and regional business teams.
Build strong relationships with internal and external stakeholders to support strategic business objectives.
Represent the DFS department in the different regions of industry forums, innovation platforms, and digital financial services initiatives.
MINIMUM POSITION QUALIFICATION REQUIREMENTS
Academic & Professional
ParticularsDetailSpecific Field or QualificationNeed Type[1]Education Bachelor’s DegreeBusiness Related, Banking, Finance,
RQ
Professional QualificationsCPA (T), Marketing, IT etc
AA
Master’s degreeBusiness Administration
AA
Experience
Total Minimum Cumulative No of Years’ Experience Required8
[1]Need Types are : RQ = Required, AA = Added Advantage
KCB Group, is the largest financial services organization in East Africa in terms of asset size. The Group's headquarters are located in Nairobi, Kenya, with subsidiaries in Kenya, Rwanda, Southern Sudan, Tanzania, Uganda and Burundi. In 2015, KCB Group opened a representative office in Ethiopia, expanding the growth of the organization.
The Bank is over 124 years old having started in Mombasa in 1896. KCB Group has over 354 branches, 26,394 Agents/POS Merchants and 1,103 ATMs. The bank also offers Mobile Banking though the KCB App, Internet Banking and Diaspora Banking Services platform that can be accessed 24/7 basis. The Bank services over 26.8 million customers across the region.
KCB Group is the largest financial services organization in East Africa, with an estimated asset base of approximately Ksh. 1.02 trillion as at the of end H1 2021.
