Portfolio Enablement Manager

HFCB Kenya Limited is a banking and financial services company founded in 1965 and located in Nairobi, Kenya.

The role holder will drive personal banking portfolio growth, revenue optimization, and credit quality by serving as the primary commercial engine between sales teams, credit/risk, and portfolio operations. This role shifts focus from passive reporting to active execution by proactively managing deal pipelines, structuring viable credit solutions, resolving early-stage arrears and NPLs, and unearthing untapped business opportunities within the existing book.

1. Portfolio Optimization & Commercial Insights
2. Commercial Portfolio Review: Utilize standard retail data outputs to identify high-yield clients, revenue leakage, and top-tier client retention risks.
3. Client Handover & Onboarding Efficiency: Standardize the smooth transfer of newly acquired clients from acquisition teams to relationship managers to lock in early product utilization.
4. Net Promoter Score Improvement: Ensure operational friction is removed during loan application and portfolio servicing processes to lift overall customer satisfaction.
5. Track identified revenue initiatives implementation per portfolio and efficiency in portfolio management and in the Mass market clients who are engaged through digital platforms.
6. Sales Enablement & RM Productivity
7. Performance Accountability: Track and enforce daily, weekly, and monthly RM/BBC activity metrics, translating targets into clear execution plans.
8. Inactive & Dormant Book Reactivation: Design and launch proactive sales pushes targeting inactive, dormant, and underperforming client portfolios to reactivate yield.
9. Telesales Channel Management: Drive the frontline performance of the virtual/telesales PB team by providing qualified lead lists, sales scripts, and conversion targets.
10. Schemes & Mass Market Growth: Work directly with scheme teams to execute fast turnaround times on loan disbursements and targeted scheme activations.
11. Deal Structuring & Pipeline Acceleration
12. Pipeline Ownership: Actively manage and track the Personal Banking deal pipeline from origination through to drawdown, ensuring zero bottlenecks in credit approvals.
13. Deal Structuring Support: Partner directly with Relationship Managers (RMs) and Branch Business Development Officers (BBCs) to structure complex or high-value borrowing proposals before submission to Credit Risk.
14. Time-to-Disbursement Reduction: Serve as the main interface between front-office sales and back-office credit operations to fast-track approvals and improve conversion rates.
15. Product Uptake & Cross-Sell: Drive Product Per Customer (PPC) ratios by analyzing client holdings and handing ready, actionable cross-sell lead lists directly to sales channels for immediate execution.
16. Portfolio Quality & NPL Remediation
17. Early-Warning & Arrears Management: Monitor daily watchlists and portfolio arrears to initiate immediate frontline recovery and cure actions before accounts deteriorate.
18. NPL Workout & Provision Recovery: Collaborate with credit recovery, legal, and RM teams to structure workout plans, negotiate payment terms, and drive write-backs on Non-Performing Loans (NPLs).
19. Loan Provision Control: Proactively track loan impairments under IFRS 9 guidelines and execute frontline containment strategies to minimize portfolio provisioning costs.

1. Bachelor’s degree in a business-related field.
2. Minimum 5 years of retail banking experience, with a proven track record in Relationship Management, Credit Structuring, Business Development, or Portfolio Management.
3. Hands-on experience in managing deal pipelines, structuring personal/retail credit facilities, and handling non-performing assets/recovery actions.
4. Demonstrated history of driving sales teams or telesales channels toward revenue targets
5. Advanced proficiency in MS Excel and PowerPoint for business tracking and presentation
6. Thorough understanding of Prudential Guidelines, Lending Policies, and NPL Management framework.
7. Familiarity with Core Banking Systems for daily portfolio tracking and execution.