ecb ceo cv

ONYANGO OBIERO, AKIB, BA (Hons) Banking and Finance, MBA

CURRICULUM VITAE

Transformative leadership that aims at maximizing revenue, liquidity, & earnings while controlling costs and seeking to comply with statutory regulations and legislative requirement’

P O Box 43683-00100 Nairobi Telephone: +254 020 2740165Mobile: 0722 896752:e-mail: [email protected] African Bank, Geminia Insurance Plaza, Kilimanjaro Avenue. Nairobi Ref.: www.gulfafricanbank.com, GABLINK, and related SME News

ONYANGO ALLAN OBIERO, Associate of the Kenya Institute of Bankers(AKIB), BA Banking& Finance (Hons), Sunderland, MBA strategic management, Moi UniversityIntroduction: Born in Nairobi (Kaloleni) on 29th September 1970 Aged 44 Male, Kenyan Married with 3 Children. Reporting to the CEO, I am currently, the Head of SME and Business Banking at Gulf African Bank. Current remuneration: Gross salary: Kes 500,000- due for revision to Kes 600,000 by July. Annual Bonus: Kes 4 times Gross salary. Concession Loans at 5% yield rate. Club membership , medical e.t.c.

PERFORMANCE BENCHMARKS (Based on 2014 Results)- Grew the SME Asset Book from Nil to Kes 6,000,000,000 (over 6 years) based on a small

spread of branches in Mombasa and Nairobi.- Attained a Gross income (on Loans & Advances and other revenues) of Kes 1,200,000,000- Managed costs: maintained optimal staffing levels- In charge of 15 RMs and ROs restricted to Nairobi, Mombasa, and Garissa

A SUMMARY OF EXPERTISE

A senior Level Professional Bank executive with over 20 years of commercial banking experience.Consistently growing profitable businesses from 0 to Billions in a short time frame. A change Agent with a history of Turnarounds

Bank start up: credited with founding Business and Credit Departments of Gulf African Bank in 2007 from scratch and actively led a subcommittee to formulate the vision, creating a sense of mission and strategic direction. The Board approved and adopted.

Managing shareholder expectation: Reports to the Board in regard to SME Business performance

As a Corporate Banking Senior Relationship Manager (2007-2009)- Target profitable growth, 1) by focussing on selective clients with strong track records (good quality

REF: (ECB-CEO-04/01/N) CV for CEO Equatorial Commercial Bank 2015 Deloitte and Touché

http://www.gulfafricanbank.com/


CURRICULUM VITAEcustomer)2) Tap into larger financing opportunities through syndication 3) Focus on high growth sectors and reduce exposure on cyclical sectors.

Business Leadership: Recruitment, Training, development , Building capacity through succession planning, Motivating, Job evaluation, coaching and mentoring

Business Development : Developed inter alia Collateral management, Medical Equipment financing, Safaricom Dealers self liquidating loans, Maziwa & Agricultural Produce loans (K-Rep). I am credited with founding the Business Division of the bank and the Credit Department

Strategic planning : formulated a 3 year Business Banking plan Managing of Cross functional teams: As the Chairman of Product Development

Committee, i bring together all the other heads of departments to sign off new products, providing me with an opportunity to experience the ‘feel of a CEO’

Budgeting :implementation and monitoring 3 year Business plan. My budgets are scenario based and tested on the basis of some assumptions.

Customer Engagement : Familiar with various CRM models include RM/RO/Middle Office/DSR Models and also Retail structures- Retail Manager/Business Banker/Personal Banker/Customer Service model or Business Development Officers/SBDO models. My style of visiting ALL Key customers once a year has worked well to create the current results.

HR Best Practice- recruitment, Training, retention , coaching and Development Enterprise Risk management ; a Risk acceptance criteria (RAC) for Small and Medium

Business is in place. Credit Risk Handbook has been commissioned to standardize the eligibility criteria.For Retail- a credit scoring model is being worked on in conjunction with IFC.

Business modelling: Loan origination, appraisal and post approval monitoring and remedial: As a project coordinator of the IFC/GAB Business Transformation programme, we sourced a sophisticated Loan Origination software that culminated into an SME and Retail Credit scoring software, thereby reducing the turnaround creating pockets of efficiencies, which spurred the growth of the Loan Book, resulting in improvement of Profit before Tax in 2014.

Market Research and Sales Orientation: The SME & Business Banking and Retail segments of the Bank have been changed from inward looking documentation laden operations and created a ‘Middle Office’ to manage underwriting of Loan Deals and free RMs and ROs to sell, changing the organization into a Sales machine. I have organized several focus groups and formulated a Customer Value proposition (CVP), ensuring the current wave of business success being experienced

Strategic Relationships-Negotiation with Landlords, Labour Unions, and Vendors. Currently the Project coordinator, IFC/GAB Business Transformation project. Negotiated for African Guarantee Fund risk sharing deal of upto Kes 600m.Negotiated a Kes 1 Billion self liquidating (collateral free financing for Safaricom Dealers) with Safaricom Ltd. Currently negotiating with Safaricom, Airtel and possibly EACC targeting to establish a Supply Chain Finance facility of Kes 2 Billion in 2015.

Change management: Part of the team that transformed K-Rep Bank from a micro fin institution to a fully fledged bank, under the regulation of Central Bank of Kenya. I converted the branches in Western Kenya, namely Eldoret, Kitale, Bungoma and Kisumu. Was a



CURRICULUM VITAEmember of Kenya Commercial Bank’s Consultative forum under Gareth George’s Change programme. Currently, i am the Project coordinator of a Business Transformation programme that seeks to restructure the Business segments of SME, Retail and Women Banking in terms of Segmentation, Credit scoring, Turnaround, new product development and reviewing structures that will support the new business numbers have been signed off. This is work in progress.

PROFESSIONAL HISTORY

Head SME &Business Banking- Gulf African Bank 2007-present

Reporting to the Chief Executive Officer*Initially recruited as a Senior Corporate Relationship Manage in 2007, and later transferred/promoted as Head SME & Business Banking in 2009. Head Business Banking at Gulf African Bank (GAB), leading a team of 14 Relationship

managers Nationally to deliver a Loan Book of Kes 7Billion, Deposit base of Kes 5.0 Billion. Formulating Strategic Planning for Business Banking and overseeing its implementation. Provide role model leadership behaviour consistent with the Banks vision, values and

institutional image Chairing the Product Development Committee (PDC) to review new products and Sign Off.

This committee consists the CEO and 7 Departmental Heads. Coordinating the International Finance Corporation (IFC)/ GAB Bank Transformation

Project- a change management Programme that is segmenting the Business of the bank, redeploying staff appropriately with the aim of increasing efficiency (or a selling bank) to prepare ground for banks desire to move to Tier 2 status.

Understanding the key value drivers and competitive positioning for each branch/Product To carry out periodic review of pricing of Assets and Key ratios at ALCO as a member Negotiated SME Guarantee scheme with African Guarantee Fund Product Launches and Marketing campaign (Focus groups) Current project: preparing market entry strategies into Uganda and Tanzania Attends Board meetings to deliberate on Business Policy Authored SME Credit Handbook Drawing up the Service Level Agreements between Business and Credit Meeting regularly with customers, directly supporting larger and/or high profile initiatives. Research and Development As Acting Head of Credit: Authored the Bank’s Credit Policy in 2007 Previous roles: Corporate Relationship Manager at Gulf African Bank prior to appointment

as the Head SME Banking Innovation: Led the Business Banking Team to develop and launch: the following products:

Safaricom/GAB Dealer support programme, Medical Equipment Leasing: For Radiologists , import Finance for Tea Exporters, Supply Chain Finance, Collateral Management, Unsecured small Tickets for SMEs.



CURRICULUM VITAE Other Products: Asset Based Financing (ABF), Construction Financing, Stock/working Capital

Finance. Safaricom Guarantee Product, SME Mortgage scheme, SME Trade Finance Corporate Governance: Ensure strategies and policies are aligned with Banks support systems. Ensure businesses are adequately staffed and properly managed with established risk and

control indicators, regular MIS and sound systems infrastructure. Maintain strong brand image and reputation within the region by controlling and managing

all activities which impact the external face of SME Banking. Provide thought leadership, lobbying International Finance Corporation (IFC), Growth Fin,

World Bank, regulatory bodies and NGO for financial infrastructure that will assist SMEs in accessing finance.

Raise, seek and resolve matters of concern effectively and in line with Bank policies. Establish and maintain framework to ensure business under area of responsibility comply

with internal policies, procedures, codes and applicable external laws and regulations. Agree risk acceptance Criteria with Credit Risk for standardization.Strategy Development & Delivery:.My approach to strategy: Strategy is viewed as a series of internally consistent, mutually reinforcing choices that create a sustainable competitive advantage. Work with Heads of Business Units and functional support departments to understand the

implications of their strategic plans. Develop and prioritise agenda of top issues and opportunities to improve SME Banking

performance. Lead in Business Banking strategy review; actively participate in overall strategy review.

Manage and challenge the Branch Teams to ensure their delivery against performance targets.

Work with Finance & Administration support functions to ensure alignment of objectives with SME Banking resource requirements

Span of Management:Under the Applicant are 15 SME Relationship Managers and Relationship Officers in Hub branches, one Product Development Manager and a channels officer.K-Rep Bank Ltd 2005-2007 The first Area Manager- Western Kenya Setting up and growing Eldoret, Bungoma and Kitale branches. Training Staff to convert from micro fin to Bankers and Managing the Transition Maintaining an Asset Portfolio of 97%.

Sabbatical for MBA 2003-2004Credit Officer: Bank of Baroda- 2000-2003 Credit Officer at the new Enterprise Road. Handled the Credit Portfolio at the branch



CURRICULUM VITAE Compliance with CBK Prudential Regulations. RecoveriesCredit Officer/Business Banker: Kenya Commercial Bank 1994- 2000 Credit Administration Safe Custody/ Securities Vault register Insurance register Facilities renewal Schemes management: Maseno University e.t.c LCs-Back to Back, Transferrable e.t.c Assisting Relationship Managers with Key accounts e.g. United Millers, Kicomi, Chemelil

Sugar, Mumias Sugar.

ACADEMIC AND PROFESSIONAL QUALIFICATIONSAssociate of the Kenya Institute of Bankers (AKIB)Master of Business Administration (Moi University) - specialized in Marketing of services and strategic ManagementDiploma in Banking (KNEC)BA (Hons) Banking and Finance- University of Sunderland second class hon. (First Division)

SUMMARY OF KNOWLEDGE ACQUIRED THROUGHPRACTICE, EDUCATION, TRAINING AND PROFESSIONAL STUDIES

Bill/invoice discounting. Letters of Credit. Guarantees & Bid bonds. Micro finance (Group methodology).Collateral management. Bank operations. Cash management. Bank security protocols. Corporate Banking. Bill avalisation. Credit Restructuring. Back to back LCs. Transferrable Credits. Bank rescue packages Treasury management. Leading effective teams. Running a profitable SME Bank. Team Building. Negotiation. Recruitment. Strategy formulation. Succession planning. Risk management. Governance. Business leadership. Conflict resolution. Change management. Strategic HR (aligning HR to overall corporate goals).Enterprise risk management. Credit Risk management. CBK Reporting. Board Reports.

Law Relating to Banking services and operations. Management information systems. Insurance (Bancassurance). Marketing of services and the Service gap. Knowledge management. Quality management (Total quality management). Business Statistics. Development of Business intelligence systems (BIS). Loan origination systems. Applied Project management skills.

Capital markets. Money markets. Financial management. Contemporary issues in management. International banking. Capital markets. Mergers & Acquisitions. Financial Reporting and Analysis. Project appraisal (NPV&IRR Techniques).Islamic Banking.

FEEDBACK FROM THE SEVENHABITS BENCHMARKSThis excercise was conducted in August 2014 by Franklin Covey, to enable senior managers get feedback from their direct reports, peers and bosses. Responses were confidential.Salient features of my feedback were:



CURRICULUM VITAEHabit 1: PPC Balance :72 Habit 2: Proactivity 70% Habit 3: Beginning with the end in mind :83 Habit 4:Putting First things first:77 Habit 5:Thinking Win/Win 74: Habit 6:Seeking first to Understand others:64 Habit 7 Synergising:72. Habit 8: Sharpening the saw:77

RELEVANT TRAINING &CONFERENCES2015: Crowne Hotel (Nairobi) East Africa Dialogues on Retail Banking: Organised by the Asian Banker.2014: Dubai: The Banking Academy’ Small Business Banking Executive Programme’ Held on 9th and 10th at Shangri-la Hotel. Delivered by James Devine, Faculty of Stonier Graduate School of Banking and Robert Hogan, Faculty Chair California Bankers Association, Commercial Lending School.2014: Seven habits of highly effective people: a practical Leadership course administered by Franklin Covey Institute2014: KPMG : Risk management for Senior management

2013: Dubai SME Banking Conference 2013. IFC SME Banking Offering Middle East & North Africa: Contents: CEO perspectives, Opportunities and changing Landscape in SME Banking, Regional Initiatives, Maximizing SME Revenues-through Strategic Customer Management, Women in Business, Integrating Alternative Channels into SME Banking value proposition, Using SME Advisory as a Competitive Advantage

2013: International Finance Corporation (IFC) Warehouse Finance for Agricultural Commodities June 2013

2013: Structured Trade Finance course by KIPROD Consultants in June 2013: Tade Finance- Sales and Operations

Others:

2012: Effective Customer Care Skills Training; Excel Marketing and Training Consultants held at Mawenzi Gardens, Nairobi on 13th to 14th September, 20122010: Buyer Backed Supply Chain Finance for SMEs Workshop: seeking to enhance the value of SMEs facilitated by KIPROD Consultants at PANARI centre, Nairobi

2010: Strathmore University and FSD Kenya: A workshop entitled ‘Establishing sustainable competitive advantage in SME Finance by building Human Capital’ facilitated by Tim Atterton, BA (Law), GAICD, FRSA



CURRICULUM VITAE

2009: Financial Sector Deepening (FSD, KBA, CBK & Growth Fin Initiative): Stakeholders Cost of Collateral Workshop at the Hilton Hotel: Feed back on the study from Shore Bank International & Walker Kontos on the description and the cost of taking collateral in Kenya.

2008 : ACCA KENYA: Setting the stage for Success in the Kenyan SME Sector: How to build a profitable SME Business : A comprehensive 1Day course directed by Professor Robin Jarvis from ACCA UK. Course covered inter alia:

(1) Building a focussed SME sales force(2) Introducing innovative Product bundles (3) Calculating a Risk adjusted SME Pricing(4) Applying modern SME Credit Scoring system(5) Improving the SME Credit decision process

2008: Sunny Bindra Lecture on Customer care at the Premises of Gulf African Bank

2008: Tujijenge Team Development Program: Designed & facilitated by POWER PLAY (directed by Ian Holtz) at Bracken Hurst-Limuru (Kenya)

2007: IMAL Core Banking system facilitated by Path Solutions.

2007: Strathmore Business School: Prof. Michael E. Porter Lecture on Global Competitiveness. Porter is the Bishop Lawrence University Professor at the Harvard Business School and the Director for Institute for strategy and Competitiveness.

2006: Customer Care Programme by Robert Foulser: a 5 day Customer care training.

2005: Training of Trainers by K-Rep Bank Ltd

2005: Business Re-engineering Workshop by K-Rep Bank Ltd

2005: Kenya Institute of Professional Dealers on INTERNATIONAL TRADE FINANCE

2003: Bank of Baroda: Compilation of CBK Returns

MAINTAING WORK/LIFE BALANCE:OTHER INTERESTS o Hobbies: Tae Kwon do (former rep. of Nairobi side)o Staunch member of the Anglican Church of Kenya: Cathedral of All Saints and Diocese of

Maseno Southo Golfing: Playing at handicap 27.Member Railway Golf Clubo Keeping fit- Member Mazoezi Gym



CURRICULUM VITAEo Dogs- i keep a clean pair of Thoroughbred Rottweilers and also a member – East Africa

Kennel Clubo Gardeningo Writing articles- recently penned the following in linked in Social media : 1)‘Bank regulation-

Do Banks need more policing?’ 2) Moral Harzards, 3) Credit evaluation of SMEs 4) Are some Banks too big to fail?

o Wide reading: a Subscriber of the Harvard Business Review, and an avid reader of both Classic and modern texts including biographies , Black American Literature & African writer series, Business fiction especially by Jeffery Archer. Within 2014/2015 season, i have managed to complete the following: 1) Good to great (Jims Collins) 2) Speak like a CEO3)In search of Excellence –Peters, 4) Margaret Thatcher- the road to power

o Concours de Elegance and Theatre especially plays by Festival of Creative Arts.

REFERENCES 1.General Reference Previous postings Mr. George W. Okero Kenya Commercial Bank Head Corporate Banking, Coast [email protected]. Reference Mr. Desmond MtulaChief Executive Officer. Has also worked for Citibank and Standard chartered The Church Commissioners for KenyaP O Box 30422-00100 GPONairobi.Cell Phone: 0722524447

3. ReferenceProfessor Shem Migot- Adholla Former Permanent Secretary, Ministry of AgricultureAMES Consultants Ltd under the ‘Dream Team’ seconded by the World BankP O Box 1018, Village Market where he was a Lead consultant as a Rural Economist835 Eliud Mathu Close He is currently serving In the board of Equity Bank LtdRunda Estate, Nairobi and is the Chairman of the Board of Equity Bank Phone: 2049872 Southern Sudan. Mobile: 0733638535

APPENDICES



CURRICULUM VITAE1. Excerpts from the Character assessment excercise conducted by Franklin Covey . The respondents

consisted of direct reports, peers and bosses. The views were conveyed direct through a portal , to Franklin Covey institute and therefore are independent.

2. Acknowledgment by International Finance Corporation (IFC) of my role as the project coordinator of GAB Transformation project



CURRICULUM VITAE



CURRICULUM VITAE

Gulf African Bank

(GAB) Kenya-IFC BankingAdvisory Services Project

Inception report

Submitted by International Finance Corporation



CURRICULUM VITAE

TABLE OF CONTENTS

i Acknowledgement 2ii Executive Summary 31 Introduction 101.1 Purpose of report 101.2 Project background 101.3 Project structure and deliverables 111.4 Basis for the preparation of the inception report 112 Gulf Africa Bank and its Operating Context 122.1 Market Overview 123 Islamic Banking 154 Gulf African Bank Overview 184.1 Current state of GAB’s business 184.2 GAB’s Current Overall Corporate Strategy 204.3 Organization 234.4 Corporate Banking 234.5 SME banking 234.6 Retail Banking 284.7 Women Banking 304.8 Treasury 324.9 Importance of Segmentation 324.10 Customer Value Proposition 344.11 Shariah 354.12 Products and Services 364.13 Delivery Channels 394.14 Sales 404.15 Credit and Risk 434.16 Operations and Support Function 484.17 Marketing 484.18 Finance 514.19 Internal Audit 514.20 Human Resource 524.21 Information Technology 545 Summary of key strategic priorities 575.1 Summary of key recommendations from the diagnostic

assessment57

6 Strategic priority Actions 617 Key Project Deliverables and Implementation Plan 627.1 Project Methodology and key deliverables 627.2 Summary of Focus Areas and Deliverables 637.3 Detail Activities and Deliverables 648 Quick Wins 74



CURRICULUM VITAE9 Project Timeline 7510 Project Governance and Management 78

Annexure i List of interviewees 79Annexure ii Glossary of terms 80Annexure iii Islamic modes for Liabilities and Assets 81



CURRICULUM VITAE

i. Acknowledgements

The IFC team would like to express its sincere gratitude to Gulf African Bank’s entire executive team and staff for their hospitality and their openness during the interview and data gathering phase. In particular we would like to thank the CEO Mr. Abdalla Abdulkhalik who was always willing to attend and give of his time generously to the project. We would also like to single out Mr. Obiero Onyango, the GAB IFC Project Coordinator who was always ready to assist on short notice and has provided excellent support and coordination during the diagnostic assessment period.



CURRICULUM VITAE


ecb ceo cv

Documents

business leadership

founding business

ba hons banking

ceo equatorial commercial

ba banking finance hons

year business banking

sme business performance

business division