Job Description
To lead the client capability across a department, independently managing and growing a portfolio of complex clients and internal relationships across the end to end client engagement value chain, to ensure the clients'' needs are fulfilled, while managing risk, delivering exceptional client experience and achieving defined revenue targets.
Act as a trusted advisor, negotiating change and coordinating the origination and execution of client centric solutions across direct area of responsibility.
Own, manage and maintain the client life-cycle and client data for a department / assigned client portfolio.
Identify core themes and opportunities at a department level and use these to inform the identification of target clients.
Co-ordinate strategic dialogue across CIB and broader banking franchise, contributing client insight and expertise, aligned to the universal Sector Coverage strategy to define target clients (existing and new to bank), manage risk and achieve revenue growth in line with 3 year time horizon.
Utilise research, analysis and insights to lead and manage the client service team (CST) in the ideation and development of the client strategy and plans to enable effective client engagement and opportunity identification.
Compile portfolio target revenue, forecasting and performance metric (CROC) to deepen the client share of wallet (SOW).
Build client centric, sustainable relationships with senior management and executive level key decision makers, act as trusted advisor and intermediary delivering relevant SBG value propositions and solutions to contribute towards the clients growth and grow share of wallet.
Operate at treasury and C-suite level (may need some support). Represent and build the SBG and CIB profiles by attending and participating in conferences, workshops and expert panels sharing strategic thought leadership on client and sector opportunities and the SBG and CIB client value proposition.
Ensure the CST gets deal closure and executes the deal end to end. Act as the primary internal point of client oversight, navigating, coordinating and collaborating cross functionally to leverage solution sets sitting across SBG to unlock the client relationship and critical opportunities.
Drive complex deals through the organisation, motivating and influencing the internal client engagement value chain to drive delivery of relevant solutions and client experience.
Co-create solutions in collaboration with segment / product teams, including ideation for delivery of new business lines that contribute to clients’ digital journeys.
Collaborate across SBG (sales, product, risk) to monitor, track, encourage and motivate for the development of new / modified solutions in response to changes in the client reality, to stay relevant and on target.
Manage trade offs within the CST to achieve CIBs long term profitability and delivering the client and sector strategy.
Lead the CST in defining and refining solutions, negotiating contract terms and determining pricing strategy to contribute to CIBs long term profitability.
Act as first line of defence by gaining a clear understanding of potential risk to effectively manage exposures and operational loss for the client portfolio.
Own and manage NBAC process and support and influence credit paper submissions with a responsibility for optimally allocating and utilising credit limits.
Essential Functions Oversee client performance and exposures in line with client risk strategy to provide early warning signals of deterioration.
Limit potential NPLs with a view to achieving agreed credit loss ratios.
Oversee and monitor the implementation of applicable policies, systems, processes and procedures to ensure compliance with CIB risk and regulatory framework and fulfilment of all relevant risk and business control requirements.
Begin to demonstrate the ability to influence and build capability across CIB to deliver the mandate / deliver against the client and sector strategy.
Manage the achievement of objectives through effective leadership of the team, including allocating clients, setting targets against each client, reviewing the quality of work, providing feedback and promoting personal and professional development in order to build the overall capability of the team and drive improvements in performance.
Promote the desired culture and a compelling and meaningful shared purpose by aligning to the business people priorities for leadership, diversity and inclusion
Requirements
Type of Qualification: First Degree
Field of Study: Business Commerce
Experience Required
Relationship Management
Client Coverage
12-15 years
Advanced experience leading client engagement at executive level, acting as a trusted advisor.
12-15 years
Demonstrate advanced experience working in a deal team, leading and managing cross functional teams to drive client centric solutions, deliver revenue growth and a comprehensive client experience.
12-15 years
Demonstrated track record applying sector trends and strategic insights to developing solutions and opportunities for client growth.
12-15 years
Demonstrate mastery of the Client Coverage business and how it fits within the broader bank and competitive environment.
12-15 years
Experience in risk management and fulfilling the role of "first line of defence".
12-15 years
Seasoned experience in conducting, collating and reviewing detailed financial and / or valuation analysis.
Behavioural Competencies:
Articulating Information
Conveying Self-Confidence
Developing Strategies
Examining Information
Exploring Possibilities
Interacting with People
Making Decisions
Providing Insights
Pursuing Goals
Seizing Opportunities
Showing Composure
Understanding People
Technical Competencies:
Business Development
Client Knowledge
Client Retention
Client Servicing
Risk Management