Job Title: Institutional Banking Team Lead - EMDOs and NBFIs

                                              

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 - EMDOs and NBFIs to drive the bank's banking strategic agenda for EMDOs and NBFIs 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 EMDOs and NBFIs, 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 EMDOs and NBFIs 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 EMDOs and NBFIs through the analysis of needs and creatively tailored products and services to meet identified banking needs 

• Drives sustainable growth and acquisition of customers through the creation, development and maintenance of high-quality advisory relationships with EMDOs and NBFIs

• Scans and evaluates the EMDOs and NBFIs 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 marketing strategies and tactics for EMDOs and NBFIs

• 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 EMDOs and NBFIs Banking Segment 

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

• Organises and/or attend relevant industry forums to visibly position the bank in the EMDOs and NBFIs 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 EMDOs and NBFIs 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 EMDOs and NBFIs Banking customers

• Develops a consolidated budget (i.e. Revenue and Opex) for the EMDOs and NBFIs 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 EMDOs and NBFIs 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 EMDOs and NBFIs 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 EMDOs and NBFIs market segment 

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

• Champions the delivery of consistent, seamless and trusted customer services to ensure retention and loyalty of EMDOs and NBFIs 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 institutional banking services to better meet EMDOs and NBFIs customer needs and generate additional revenue streams

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

• Conducts industry analysis and maintains industry reports on EMDOs and NBFIs 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 EMDOs and NBFIs 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

 

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 - EMDOs and NBFIs as the subject, by 25 November 2024.