Job Title: Institutional Banking Team Lead - Public Sector

                                              

Date: 18 November 2024

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Apply by: 25 November 2024

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Report: Head, Institutional Banking

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SUMMARY

A reputable Bank is seeking to recruit a qualified candidate for the role of Institutional Banking Team Lead - Public Sector to drive the bank's banking strategic agenda for the Public Sector with focus on balance sheet and market share growth; optimization of customer acquisition, customer satisfaction, retention, and share of wallet; sustainable achievement of revenue and profit targets; strengthening the competitive position of the bank within the institutional segments through selling of multiple solutions from the bank’s entire product/service range.

 

RESPONSIBILITIES INCLUDE

 

• Develops and implements a focused Institutional Banking strategy for the public sector, in line with the bank’s overall banking strategy; to ensure achievement of profitability targets through revenue maximization and prudent cost management

• Creates and maintains profitable customer relationships with public sector institutional banking customers by providing sound financial advice and bank solutions through pro-active and consultative approach and detailed understanding of existing the customers’ businesses to enhance generation of liabilities and revenues

• Deepens and secures existing and new business relationships in the public sector through the analysis of needs and creatively tailors and provides products and services to meet identified customer needs 

• Drives sustainable growth and acquisition of new public sector institutional customers through the creation, development and maintenance of high quality advisory relationships 

• Scans and evaluates the public sector market for untapped and/or promising opportunities for new and/or additional business and develop requisite business case for consideration and approval by management

• Provides feedback to senior management, marketing and product management on customer’s needs and the efficiency of the public sector marketing strategies and tactics

• Builds and maintains productive and strategic relations with customers / suppliers / line manager / stakeholders to drive the development and delivery of business solutions and revenue growth for the public sector Institutional Banking Segment 

• Develops and manages effective customer’s loyalty program for networking and deepening of the bank’s public sector Institutional Banking market penetration through the lending strategy 

• Organises and/or attend relevant industry forums to visibly position the bank in the public sector target markets and optimize opportunities for customer acquisition 

• Liaises with all relevant business units of the Bank to promote and ensure strong cross- selling of existing and new products to existing and new public sector Institutional Banking clients

• Deploys digital workflows and processes combined with the use of data, information and insights to make critical business and market development decisions aimed at efficient and impactful engagement and accurate delivery of services to public sector Institutional Banking customers

• Develops a consolidated budget (i.e. Revenue and Opex) for the public sector Institutional Banking segment for review and approval by senior management

• Drives demand and profitability of Institutional Banking products and services by implementing effective promotional activities with public sector customers including market storms, road shows, promotions and awareness campaigns to boost and achieve profitable growth

• Defines and sets performance expectations to guide the conduct of performance management evaluations and ensure superior levels of performance are maintained 

• Utilises the MIS system for continuous tracking of public sector institutions, monitoring of customer satisfaction and generation of management / statutory reports 

• Develops and presents comprehensive, accurate and informative reports that facilitate informed and sound decision-making on future investment in and strategic direction of the bank’s Corporate/Investment banking business for the public sector market segment 

• Utilizes the CRM pipeline and activity processes to identify, assist, manage, and drive business activities with existing and prospective public sector Institutional customers 

• Champions the delivery of consistent, seamless and trusted customer services to ensure retention and loyalty of public sector customers

• Liaises with HR to identify develop and implement capacity building programs to optimize staff competence, productivity and achievement of objectives. 

• Conducts periodic market and customer needs analysis to identify opportunities for enhancement of business banking services to better meet public sector customer needs and generate additional revenue streams

• Facilitates training programs to enhance product knowledge of the public sector Institutional Banking teams, branch staff and sales teams on corporate and investment banking products

• Conducts industry analysis and maintains industry reports on public sector institutions, current market structures; regulatory requirements and issues to ensure that opportunities are realized and the risks mitigated

• Prepares and ensures timely submission of quality credit proposals in conformity with the Credit Policy guidelines and requirements whilst maintaining the quality of the public sector Institutional Banking portfolio within the stipulated Non-Performing Loans (NPL) and Portfolio at Risk (PAR) parameters.

• Monitors to ensure compliance with the Bank’s policies, procedures and regulatory requirements

 

REQUIRED SKILLS

 

• Sound relationship and leadership skills; firm grasp of Corporate Investment Banking and Trade/FX products, policies and procedures 

• Sound relationship, credit, sales management, business and financial advisory skills

• Good hands-on experience in credit analysis/structuring/administration, customer Service, commercial and product development

• Significant experience in Corporate, Business and Retail sales and lending, and marketing strategy development

• Excellent relationship management skills and business closure technique

• Relationship management skills

• Knowledge of the banking industry, products and services

• Knowledge of the features, benefits and pricing of products and services on offer to personal banking customers across multiple customer segments

• Sound knowledge of the Bank's laid down policies and procedures as it relates to the processing of customer transactions.

• Strong capacity for leadership and decision making

• Ability to treat customer with respect and dignity, at a personal level, in a positive and friendly manner

• Strong negotiation and persuasion skills with good business acumen

• Stakeholder and relationship management

• Sound planning, project and change management capacity

• Strong decision-making capability

• Strong written and oral communication ability

• Strong networking and interpersonal skills

• Sound relationship, credit, sales management, business and financial advisory skills

• Good hands-on experience in credit analysis/structuring/administration, customer Service, commercial and product development

• Significant experience in Corporate, Business and Retail sales and lending, and marketing strategy development

• Excellent relationship management skills and business closure technique

• Relationship management skills

 

QUALIFICATION & EXPERIENCE 

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• Minimum of Bachelor degree in Banking, Finance, Business management, or research or related fields 

• Professional Product Development or Project Management Qualification

• Minimum 10 years general banking experience with at least 5 years’ experience in Institutional  Banking with some experience of the public sector, in a leadership position

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APPLICATION PROCESS

Interested and suitable candidates are invited to submit a CV to customer-relations@jobsearchsl.com, with Institutional Banking Team Lead - Public Sector as the subject, by 25 November 2024.