Standard Bank Hiring Manager, Client Portfolio

Job Overview

Business Segment: Corporate & Investment Banking

Location: KE, Nairobi County, Nairobi, Kenyatta Avenue

Job Type: Full-time

Job ID: 80425351

Date Posted: 6/14/2024

Job Description

Purpose of the role

As a multi-asset treasury and currency risk management specialist, proactively manage and provide specialist portfolio and financial market relevant treasury advice to the Chinese corporate, financial institution, commercial and business clients, ensuring that client needs are understood and fulfilled to maximize portfolio return within defined risk parameters while optimizing cross selling opportunities and overall client experience.

Able to both originate and solution for deals across all GMAR markets with standard and highly structured Global Markets products. Operates in multiple complex markets across Africa Regions with a specific focus in East Africa including Kenya, Tanzania, Uganda, South Sudan, Zambia, Malawi, and DRC.

Outputs

Portfolio management

Doing the basics brilliantly by providing a market leading service brand topping local, regional and internal competitors in order to grow the overall portfolio revenue and volume.

Manage a portfolio of high and medium touch clients, offering clients multi asset class risk and treasury management solutions (FI, FX, Commodities, IR, derivatives, Structuring and yield enhancements), that address their business objectives and needs.

Formulate individual client plans that are both business and market relevant, engage in client brainstorming with other units, provide value-add into the client budgeting process and Client Service Teams (CSTs) for the assigned portfolio of clients in order to achieve annual sales targets.

Manage portfolio concentration risk by diversifying revenue streams and proactive cross-product management.

Sales management

Manage the sales process from deal generation to execution (proposals and pitching, contract negotiation, deal amendments, infrastructure establishment, pricing, documentation, execution), dynamically manage margins, provide structured solutions and pricing, and ensure fair spreads and maximum value add to clients. 

Ensure zero slippage of foreign exchange revenue and maintain a healthy predefined level of wallet share. Consolidate existing flow offerings, and through continued engagement to prepare and enable client product curve upgrades.

Client relationship management

Maintain regular contact with portfolio clients to assess and understand their requirements in lens of the financial market developments, broaden existing relationships and solicit business development opportunities that meet their respective business interests. Engage in proactive client calling (face -to-face meetings, virtual and telephonic). Initiate and manage both technical and social events, roadshows, and workshops to enhance the portfolio influence and brand in our markets.

Specialist and trusted advice

Partner with our clients in their risk and treasury management journey before and during the roll out of their African strategy. provide clients with specialist treasury advisory services. Propose appropriate risk management solutions to clients whilst leveraging our African expertise.

Stay abreast of product developments as well as local and foreign market regulations and intricacies. Ensure clients are provided with industry relevant market developments and currency / commodity movements to support their day-to-day decision making. Create sustainable revenue growth by expanding our high-barrier-to-entry product and solution offerings through continued client engagement and education.
 

Client service excellence

Act as the primary point of contact for client related issues within the portfolio (e.g. trade infrastructure design, platform issues, trade failure, no confirmation, system challenges, change in settlement instructions, and payment failures).

Promptly refer matters to client services for resolution where required or liaise with / collaborate with managers from other business areas to seek resolution of escalated problems and to ensure efficient client relationship management. Enhance concentration-risk client dedicated services to prevent revenue leakages.

Research, analytics and reporting

Understand and drive origination through market segment analytics. Utilize in-house and market research and data to develop tailored treasury solutions and strategies catering for clients.

Have an in depth understanding of clients’ year end, budget rate, hedging policy, hedge mandate, dividend schedules, working capital cycle, annual financial statement points, FCY debt, FCY exposures, cash flow requirements, yield optimization goals, competitor offering, risk to multi dealer platforms or outsourcing. Provide market expertise on China-Africa related topics, assist the bank to benefit from related topics such as Renminbi internationalization and the ICBC partnership.

Performance management

Conduct regular portfolio reviews to identify and manage business development and retention, lost clients, lost deals and year-on-year revenue and turnover variances. Conduct regular gap analysis to ensure clients are serviced in every one of their presence countries where SB overlaps to capture a full suite of GM opportunities.

Digital migration

Proactively sell digital migration to clients by driving the digital value proposition and leveraging digital transition across the client portfolio. Optimize system utilization to grow share of wallet.  Promote use of self-service tools to reduce number of client enquiries and address client training issues to achieve predefined E/V ratios for clients on a self-service platform. Assisting in digitizing our product offerings and create a phased-in dealing relationship to enable a seamless client integration to our banking infrastructure.

Business development

Proactively identify and target new clients, opportunities and large ticket deals. Regularly benchmark against competitors for SOWs, client solutions and product offerings. Own the China-Africa market opportunities space, actively look beyond the existing client base to untap, initiate and capture China related opportunities.

Risk Management

Own and drive risk and control for area of responsibility, ensuring all activities are managed within the appropriate risk, controls, and regulatory parameters of the bank. Adhere to product risk limits and internal and external rules in order to ensure an optimum contribution to the bank in terms of profitability and risk control.

Policies, standards, processes, procedures and tools

Implement applicable policies, systems, processes, procedures so that all relevant risk and business control requirements are fulfilled. Contribute to the continuous improvement of business control systems, processes and practices.

Stakeholder engagement

Make business decisions with the broader franchise and client value across the universal bank in mind. Build, maintain and expand a network of internal and external stakeholders / partners.  Liaise and partner across all our GM teams, GM Sales, Products, trading, Operations and Client Services to identify opportunities to optimize product and service delivery, drive service excellence and to realize new / cross selling opportunities to maximize revenues. 

Seamlessly integrate other product units in solution design and execution. Act as an extension to the GM dealing rooms across our markets, be able to leverage off lingual and cultural capabilities to support stakeholders in service delivery.

Continuous improvement

Monitor, measure, benchmark and evaluate GM processes, tools and systems. Contribute to the identification of opportunities for continuous improvement of the GM China strategy, productivity, and cost reduction to support achievement of business excellence. Initiate and implement changes and improvements to ensure the continuous optimization and alignment of GM (work) processes, tools and systems.

Qualifications

Minimum Qualifications
Type of Qualification: First Degree
Field of Study: Business Commerce
Type of Qualification: First Degree
Field of Study:

• Finance and Accounting
• CFA Level 1

Experience Required

• Mandarin speaking a must.
• Global markets product knowledge e.g. Structured products, FX, Credit, Legal, Funding, Derivatives, Commodities etc.
• Able to travel to East Africa regions.

Macro Generic
Global Markets Client Management
5-7 years
Seasoned experience in client relationship management with a demonstrated track record applying judgement, best practice and business knowledge to solve complex problems and improve processes. Demonstration of advanced communication skills and the ability to adapt communication style based on the target audience.

8-10 years
Seasoned experience in the sale of GM Flow products and services in more than one asset class, with specialisation in at least one client sector, which includes an understanding of the risk and regulatory environment. Experience planning for self and team in line with defined objectives to achieve sales targets.

Additional Information

Behavioral Competencies:

• Articulating Information
• Conveying Self-Confidence
• Developing Expertise
• Generating Ideas
• Impressing People
• Interacting with People
• Providing Insights
• Seizing Opportunities
• Showing Composure
• Taking Action
• Understanding People
• Upholding Standards

Technical Competencies:

• Business Insights
• Client Business Case
• Local Market Knowledge
• Market Analysis
• Product and Services Knowledge
• Risk/ Reward Thinking

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