I & I Sales / Custody Head at Standard IBTC Bank

Standard Chartered Bank Nigeria - We attract talented individuals. Not only can they give you the benefit of their experience, they also reveal a closer, more personal look at the wide range of global opportunities we offer. At the core of the Group's people strategy is our focus on employee engagement. Engagement is a key driver of productivity and performance, which creates the foundation of our performance culture. We encourage and focus on the behaviours that bring out the very best from every employee, assessing their performance not just on results but on how those results were achieved. To further embed these behaviours we have a remuneration programme in place, carefully designed to incentivise our employees to live our values every day.

We are recruiting for the position of:

Job Title: I & I Sales / Custody Head

Job ID: 440877
Job Function: C&I Clients
Location: Lagos

Job Description
Drive overall strategic direction of the business to ensure that the annual revenue targets are met. Drive SCB market reputation at the relevant market forums by actively participating and driving market development and client requirements.

Key Roles & Responsibilities

Provide Strategic Leadership

• Responsible for the Sales teams objectives both financial and non financial and to drive and achieve the overall business agenda. Ensuring that origination opportunities are identified and executed on
• Accountable for the overall budget for ‘Domestic’ I&I income in Nigeria. To actively Monitor and drive the P&L and underlying drivers of this segment
• Responsible for composing and driving I&I development strategies with the Head of TB in line with the overarching strategy for the Business Unit, and changes in regulations and market practices.
• Scan the markets for client acquisition opportunities in line with overall Business Unit strategies and market developments.
• Lead and evaluate the performance of individual direct reports based on business development and revenue targets. Develop the next level of leaders within the team
• Manage client relationships and ensure a smooth transition to the sales and SD&S teams
• Keeps well abreast of the market movements, and report findings to the Head of Transaction Banking, Nigeria and Compliance

Drive Business Performance

• Implement performance controls to proactively measure achievement of the I&I Sales Teams against strategic targets and address changes or non-performance.
• Provide ongoing advice and direction to the operational environments managed by this role in terms of the areas of focus, opportunities, key targets and relative policies, legislative and regulatory environments.
• Actively as a I&I segment drive participation in the account planning sessions with the CC teams and ensure TB Client Maps are produced for all key clients
• Drive the proactive negotiation of service level contracts with business unit heads and clients with a continued focus on improved performance, reduction in turnaround times and reduced cost.
• Continuously provide innovative solution to client and implement strategic measures to deliver those solutions. Which will ultimately deepen relationships; improve customer satisfaction, regional & product cross sell and overall profitability.
• Implement governance structures and stakeholder frameworks to ensure effective customer management and engagement.
• Build and maintain effective stakeholder relationships within the industry and within the Bank to ensure the unit is successfully positioned to manage risks and expectations and deliver on shareholder value.
• Represent Custody and participate in the contribution to the industry, Bank wide forums and governance structures as required or directed.

Drive the people agenda

• Together with TB Head and ARO, determine the people management strategy for the business unit aligned to the overall business strategy.
• Take steps to build, develop and lead a cohesive and high performing Leadership team within the I&I business and the broader Nigeria TB Team.
• Drive the overall people agenda within the business to ensure that the human aspects to performance are considered and embedded in the business.
• Take steps to establish and drive a high performance culture across the business unit by example mentoring future leaders and using the performance development framework, informal coaching and formal learning as tools.
• Enable and drive the transformation agenda in the business unit by implementing strategies and addressing barriers.
• Establish and maintain a succession plan for the key roles in the area and review and approve succession plans
• Ensure the Unit complies with Group HR policies and procedures.
• Drive strategies to ensure the business unit attracts, retains and develops talent.
• Instil the SCB Sales model disciplines into sales team, (pipeline management, client tagging, TB client maps, client calling, portfolio performance monitoring, mandatory training, quality term sheets, driving initiatives and product & geographic cross sell.
• Accountability: Maintain a healthy risk profile within the business
• Identify and take accountability for the assigned principal risks relevant to the area in terms of the SCB Operational Risk Management framework and ensure that adequate controls are in place within the role’s area of responsibility.
• Monitor all business risk activities (including business assurance and operational risk management) within the operating environment through obtaining feedback and providing guidance for tactical plans to ensure compliance to Group standards.
• Drive a culture of proactive compliance and risk management within the executive team and the function as a whole.

Manage the financial sustainability and effective use of resources within Securities Services

• Contribute to the the annual planning and review of Budgets (Onshore, Inbound & Offshore), Monthly forecasting (FC1- FC4) and monthly monitoring of Financial performance. Measure and anticipated financial cost targets.
• Ensure rigorous cost management within Group by implementing a highly structured budget and monitoring and reporting process and instilling discipline within the team around cost control.
• Ensure the function has sufficient resources to deliver on annual budgets
• Monitor annual resource utilisation and implement strategies to improve the efficient allocation and utilization of resources within I&I Sales
• Ensure accurate and timely financial reporting in terms of the annual calendar.
• Implement effective corrective measures to ensure financial control and address negative budgetary variances.
• Based on proposals brought by sales and top teams , review opportunities for investment or disinvestment of resources
• Ensure all deals brought on board are capital efficient and meet the minimum hurdle rates (RoRWA & RWA).
• Drive the effective identification, funding and resourcing of new change initiatives within the area of responsibility.
• Present major opportunities to the Group Investment Committee or Financial Partners.
• Review workforce and recruitment plans for the area and reallocate resources where required.

Qualifications & Skills

• Minimum of a 2nd Class degree in a relevant course.
• Strong sales and relationship management skills
• Good Communication and Interpersonal skills.
• Role holder is expected to have some knowledge and experience in offering a range of products to meet customers' needs but is unlikely to have the full knowledge and experience to offer all Consumer banking products

Application Closing Date
Not Stated

Method of Application
Interested and qualified candidates should:
Click here to apply online