Nicholas Kamau
Snr. Business Development Manager
Nairobi,30
Summary
Dynamic Relationship Manager with established success across various renowned Kenyan Banks. My core expertise lie in the areas of C2B and B2B business development and client relationship management.
Overview
16
16
years of professional experience
Work History
RELATIONSHIP MANAGER, SME BANKING
UBA Bank (K) Limited
08.2022 - Current
- Assets and Liabilities mobilization with a focus on SMEs in the Financial Institutions, Trade and distribution, Manufacturing, Medical sector, Legal sectors
- Revenue generation through cross selling of forex and trade finance solutions
- Developing sales value propositions across all MSME verticals
- Team leadership, served as reliever team lead both at branch and SBU levels. Steering business development agenda for the Upperhill Branch and the SME departments. Also managing and offering banking training for a team of 12 Direct Sales Executives at Upperhill Branch
- Mobilization of new-to-bank CASA inflows approximately USD 35 Million YTD
- Growing the Upperhill branch retained CASA deposit book by USD 24 Million in the period running from August 2024 and FX volumes transacted of (Bank buying) USD 31.87 Million in 5 months running from Dec 2024 to Date
- On boarding of over 25 new-to-bank SME and Corporate sized customers, YTD
- Mobilization of assets from SME customers in the form of working capital solutions, term loans and letters of credit with an active pipeline of over Kes. 500 Million
- Revenue generation through cross sell of other bank solutions e.g. FX, digital banking solutions and card solutions
- Managing a portfolio of 400 existing bank customers with a portfolio size of Kes. 3.5 Billion
- Part of the SME products development team and charged with the responsibility of reviewing the Schools and Medical SME solutions for the bank
BUSINESS DEVELOPMENT LEAD
M.K. Nyangi Consultants Limited
12.2020 - 07.2022
- Client acquisition and portfolio management with a focus on MSME, Corporate, NGOs and Financial Institution customers
- SME, Trade Finance and Corporate debt advisory services
- In charge of NGOs/NPI and Institutional banking strategies and value proposition development for banking sector customers
- Leading deposit mobilization from Institutional, High Net worth, Public Sector and Corporate customers for banking sector customers in our portfolio
- Successfully structured and arranged corporate finance deals worth Kes. 380 Million for SME and mid-sized corporate customers in my portfolio
- Developed a working pipeline worth Kes. 1.5 Billion in viable Corporate and SME finance deals
- Mobilization of over Kes. 100 Million in low cost fixed deposits for banks within the consultancy’s portfolio largely driven from FI and NGO sector customers
RELATIONSHIP MANAGER, CORPORATE BANKING
Mayfair Bank
08.2019 - 10.2020
- Assets and Liabilities mobilization with a focus on Trade and distribution, Manufacturing, Agricultural value chains, Medical sector, Legal sector and large SMEs market segments
- Revenue generation through cross selling of bancassurance and forex solutions
- Developing sales value propositions for the bank for NGO sector, Financial Institutions, Public Sector, Healthcare and Legal Sector spaces.
- Team leadership - Acting. Branch Manager Mayfair Bank Industrial Area Branch. Leading a team of 10 staff in areas of branch business development and branch operations.
- Mobilization of new-to-bank deposits to the tune of Kes. 435 Million and a working pipeline of over Kes. 1.85 Billion from institutional banking customers
- Initiation of trade finance guarantee lines for the bank with bilateral partners including African Guarantee Fund and African Trade Insurance to the tune of Kes. 1 Billion
- On boarding of 45 new-to-bank IB and Corporate CASA relationship to the bank, holding a portfolio of Kes. 250 Million in CASA deposits
- Mobilization of over Kes. 480 Million in assets from Corporate and SME customers in the form of working capital solutions, term loans, Asset finance facilities, letters of credit and post import finance solutions
- Revenue generation of over Kes. 25.8 Million from non-funded lines including forex commissions, facility fees, trade finance commissions, bancassurance commissions and transactional banking revenues from my portfolio
RELATIONSHIP MANAGER, INSTITUTIONAL BANKING
Family Bank (K) Limited
05.2018 - 11.2018
- Structuring the banks value propositions in various Corporate & Institutional Banking Segments including; Financial Institutions, Not for Profit Sector, Religious Missions, Non-Bank Financial Institutions and Government Agencies
- Management of Corporate and Institutional banking relationships within the bank with a view of deepening value from these customers
- Generation of viable corporate and institutional banking pipelines with the aim of growing the banks liabilities
- On-boarding of new to bank corporate and institutional customers and driving liabilities growth from the same
- Seeking beneficial strategic partnerships for the bank in the areas of Institutional banking e.g. with religious missions like the Anglican Churches of Kenya(ACK) and Kenyan Evangelical Lutheran Church (KELC)
- Mobilization of new-to-bank fixed deposits to the tune of Kes. 783 Million
- Disbursement of over Kes. 400 Million in new assets with over 75% of disbursement being drawn by new to bank customers
- Reduced dormancy within my existing bank customer’s portfolio by 60% within my first month at the bank
- On-boarding of 25 new Corporate and institutional banking customers to the bank
- Reinvigoration of the Legal Sector Banking value proposition for the bank to attract and retain quality Corporate Legal sector relationships to the bank
- Team Leadership: Grooming and training teams of Assistant Relationship Managers, Senior Relationship Officers and Relationship Officers to enhance their commercial awareness in regards to Liabilities mobilization and Institutional Banking relationship management.
- Strategic Initiatives: Successfully established strategic partnerships with various Institutional bodies e.g. Anglican Churches of Kenya and NGO’s Coordination Board to increase the banks brand visibility and penetration in the Religious Missions and Non Profit Sectors
RELATIONSHIP MANAGER, INSTITUTIONAL BANKING
Victoria Commercial Bank
05.2017 - 04.2018
- Tasked with the setup of the Institutional Banking department of Victoria Commercial Bank
- Assisting the bank’s Assets and Liabilities Committee (ALCO) to develop Liabilities strategies across the bank’s target markets of Corporate, HNI and New market segments of Institutional banking
- Working together with the Business Development and Transformation Lead to deliver a complete overhaul of VCB’s Corporate Profile. This is in addition to the overall goal of reinvigorating the VCB brand by steering re-brand activities across the banks network
- Tasked with leading the banks digital transformation agenda through development of a new website and re-design of the bank’s digital channels
- On boarded 20 new to bank Institutional customers to the bank within 1 year
- Mobilization of new-to-bank fixed deposits to the tune of Kes.685 million derived from the new to bank relationships
- Successfully developed a new online presence for VCB to complement the bank’s rebrand plans through delivery of a new website, internet banking platform and mobile banking platform
- Successfully steered the rebrand activities of VCB delegated to me as part of the lead rebrand and transformation team.
- Team Leadership: Developed the sales team from a team of 1 Relationship Manager to 2 Relationship Managers, 3 Assistant Relationship Managers.
- Project Management: Successfully set up the institutional bank desk and successfully designed plus deployed solutions catering to the specific needs of institutional banking clients.
RELATIONSHIP MANAGER, WHOLESALE BANKING
Sidian Bank (K) Limited
05.2016 - 04.2017
- Mobilization of Assets, liabilities and driving forex business with a focus on Corporate and Institutional banking clients. My portfolio drew clients from Medical Sector, Manufacturing and Trade, Transport and distribution value chains, NGO’s, Government Bodies and Agencies, Insurance Companies, Corporate Law Firms, MFIs and Non-Bank Financial Institutions.
- Generating and converting sales leads to bank customers within the target markets to efficiently grow the banks deposit base within acceptable costs and growing the banks forex volumes within these markets
- Supporting Sidian bank implementation of a country wide sales strategy to attract new fixed deposits, quality CASA deposits and forex clients across a 37-branch network.
- Using existing and new strategic relationships with Government agencies and Professional bodies affiliated to financial institutions and NGOs to generate and maintain deposits and forex business from these niche segments
- Mobilization of new to bank assets to the tune of Kes. 420 Million in funded assets
- Growing a portfolio of Kes. 1.2 Billion in contingent liabilities mainly guarantees lines disbursed to trade finance aggregators for the bank
- Generated new forex business for the bank worth USD 5.3 Million in volumes through new Corporate and Institutional customer relationships
- Designed a robust SACCO banking proposition for Sidian Bank, on-boarding over 30 new saccos to the bank in Mt. Kenya region where the bank has a wide distribution network
- Mobilization of new-to-bank call and fixed deposits to the tune of Kes. 1.08 Billion
- Problem Solving: As SIDIAN was rebranding from KREP, there was a risk of losing brand identity, and to address this problem I helped to develop a unique SACCO product which appealed to both existing SACCOS and new to bank SACCOS that were looking for fresh solutions in the market. The outcome was attaining new to bank deposits to the tune of Kes. 305M.
RELATIONSHIP MANAGER, INSTITUTIONAL BANKING
Chase Bank (K) Limited
06.2012 - 04.2016
- Sales and marketing of the bank’s assets and liabilities products to Institutional clients with a focus on Financial Institutions and not-for-profit organizations.
- Setting and meeting the department’s financial budgets.
- Implementation of a country wide sales strategy to attract new Institutional clients across a 54-branch network.
- Market research on competitor activities preventing client attrition and growing banks wallet share through product innovation.
- Leading and maintaining a robust sales team consisting of Relationship Officers.
- Designed and implemented a successful NGO’s banking product adopted across the bank based on market research and client need assessment studies.
- Growing my fund management portfolio to stand at Kes. 16 Billion in the form of institutional deposits representing over 100% growth within two years.
- Successfully developed a robust pipeline of Pan African Institutions to supplement conventional Financial Institution clients to dilute the portfolio’s cost of funds.
- Actively involved in developing a custodial services proposition for the bank.
SENIOR BUSINESS ADVISOR, CORPORATE BANKING
Chase Bank (K) Limited
03.2011 - 06.2012
- Setting up a department catering to the banking needs of medical professionals and medical sector value chains within the bank.
- Formulation of a sustainable sales pipeline for the sector consisting of Large to Medium sized hospitals in Nairobi, Pharmaceutical distributors and retailers, Medical equipment suppliers and Snr. Doctors and conversion to actively banking clients.
- Organization of stakeholder’s forums to introduce the bank to medics and participating in relevant trade fairs to gain market visibility.
- Cross-selling banks products from a customer’s needs based assessment.
- Sales generation through contacts referrals and initiation of cold calls.
- Part of a two-man team that successfully set-up a Medical sector department within the bank.
- Achieved highest number of current accounts opened within the bank within the first half of 2011 upon setting up of the department. Total volumes held within the accounts standing at Kes. 560 Million.
MEDICAL REPRESENTATIVE
Pan Pharmaceuticals Limited
04.2010 - 02.2011
- Organizing continuous medical education camps for doctors within the Nairobi region to market existing products and introduce new product ranges.
- Generating sales through direct marketing to large retail pharmaceutical chains within Nairobi and its immediate environs.
- Establishing credit lines for large scale clients including National Hospitals, Referral Hospitals, Universities and large chemist chains.
- Achieved top medical sales representative award in Quarter 3 of 2010 having generated sales of Kes. 30.2 Million representing a 65% increase in sales within my region.
- Able to penetrate a highly competitive Institutional client segment by generating sales from two of the largest Universities in Kenya, Nairobi University and Kenyatta University.
Education
Masters of Public Policy and Analysis -
Jomo Kenyatta University of Agriculture And Technology University
12-2026
Association of Chartered Certified Accountants -
OSHWAL BUSINESS COLLEGE
Nairobi, Kenya09-2026
Bachelor of Science - Biotechnology
KENYATTA UNIVERSITY
08.2009
Skills
- Business Development and Sales Strategy and Leadership
- Client relationship management
- Customer service
- Trade finance
- Deal spotting
- Acquisition and structuring
- Excellent communication skills
- Adaptive market analysis
- Cross-sale abilities of banking products
- Forex
- Bancassurance
- Staff scheme solutions
- Transactional banking solutions
- Effective sales and marketing campaign management
- Sales and marketing
References
To be provided upon request
Languages
English
Proficient (C2)
C2
Kiswahili
Proficient (C2)
C2
Kikuyu
Native
Native
French
Beginner (A1)
A1
Dutch
Beginner
A1
Affiliations
Kenya Christian Professionals Forum - Member.
Timeline
RELATIONSHIP MANAGER, SME BANKING
UBA Bank (K) Limited
08.2022 - Current
BUSINESS DEVELOPMENT LEAD
M.K. Nyangi Consultants Limited
12.2020 - 07.2022
RELATIONSHIP MANAGER, CORPORATE BANKING
Mayfair Bank
08.2019 - 10.2020
RELATIONSHIP MANAGER, INSTITUTIONAL BANKING
Family Bank (K) Limited
05.2018 - 11.2018
RELATIONSHIP MANAGER, INSTITUTIONAL BANKING
Victoria Commercial Bank
05.2017 - 04.2018
RELATIONSHIP MANAGER, WHOLESALE BANKING
Sidian Bank (K) Limited
05.2016 - 04.2017
RELATIONSHIP MANAGER, INSTITUTIONAL BANKING
Chase Bank (K) Limited
06.2012 - 04.2016
SENIOR BUSINESS ADVISOR, CORPORATE BANKING
Chase Bank (K) Limited
03.2011 - 06.2012
MEDICAL REPRESENTATIVE
Pan Pharmaceuticals Limited
04.2010 - 02.2011
Masters of Public Policy and Analysis -
Jomo Kenyatta University of Agriculture And Technology University
Association of Chartered Certified Accountants -
OSHWAL BUSINESS COLLEGE
Bachelor of Science - Biotechnology
KENYATTA UNIVERSITY