Job ID: 6098
Location: Nigeria – Lagos
Division: Corporate Banking
Position Category: Corporate Banking
Shift: No
Regulatory Approval: Yes
Position Description
Job Purpose
Accountable for a portfolio of Clients, integrating and coordinating all the Bank’s products, services and resources in order to maximize the value of the business relationship and originate profitable solutions for the Bank and the Client.
KRAs
Internal focus:
Good understanding (and regular refreshing) of all products and services offered by the Bank – as applicable to client portfolio (this distinction is important as clients have different requirements)
• Transactional Products & Services
• Investment Banking
• Global Markets
• Wealth Group
• PBB
Good understanding of products, services and capabilities of Standard Bank in Africa and other emerging markets where represented – know where we have a footprint and what is offered where
Good relationship with product houses and networked inside the bank – know the people – build client service teams and arrange regular forums for client development (and information sharing) sessions
Lead CSTs and develop Business Managers to ensure delivery of superior, consistent client service and develop “institutional trust” (retain ownership of the relationship but move away from “Mr Fix-it” mentality)
Debt, credit and risk pricing
Good understanding of debt capacity modelling, Basel lI, risk pricing models and application to client of risk/return continuum
Drive and provide input to preparation, review, sign-off and motivation of Business Approval Committee, Distribution Committee and Credit paper submissions and optimally allocate and manage exposures across product and geography
Ownership and accountability together with relevant product houses for client profitability, ROE%,
Co-ordination of a client centric relationship model and alignment of an overall client relationship strategy.
Prepare annual budgets together with product houses and monitor actual performance against budget, taking appropriate remedial action to correct underperformance
Management responsibility of BMs, ensuring relevant PDP is in place and actioned, and undertaking relevant admin (e.g. leave) and performance management (e.g. annual performance review, Multirater, etc) functions
Provide support to Sector Head in the overall management and co-ordination of the client relationship / strategy
External focus
Strong sustainable relationship with client ensuring relevant touch points at various levels (CEO, CFO, FM, treasurer etc) – primary link between the client and the bank’s products and services (this includes client entertainment)
In-depth knowledge of their clients’ strategy, businesses, their financial performance, the industry outlook/trends and general macro/economic issues/trends relevant to both the Bank and Clients (in order to develop an overall strategy for the Client)
Able to leverage research products offered by the Bank for Clients
Utilize this knowledge to originate opportunities for the bank pro-actively and reactively by understanding client needs (or creating client need) and then matching to appropriate bank service and product offerings - able to “connect the dots”
Perceived by client as strategically relevant to their business – work with product to achieve “trusted adviser” status. Able to have strategic conversation with client/ask the right questions & interpret responses/needs analysis – an ability to “deliver the firm” across all product areas
Involvement in client key decision making and ensure bank is included in any request of advisory and financing
Focus on enhancing cross-selling opportunities and originating profitable transactions in conjunction with the product areas.
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