Relationship Manager, Financial Institution at Standard IBTC Bank

Standard IBTC Bank is a leading African banking group focused on emerging markets globally. It has been a mainstay of South Africa's financial system for 150 years, and now spans 16 countries across the African continent.

The Operations division of Standard Bank is at the very centre of all the bank’s procedures, enabling and optimising our Corporate and Investment Banking activities. We develop prototype concepts into robust, reliable solutions, constantly evolving our existing product range to help the bank maintain a competitive lead with our global clients. We are also in demand as internal consultants to the business, helping to manage the Bank’s assets through effective risk management and control systems. As part of this role we now seek an experienced Internal Control professional, who will help guide our work to fulfill our ambitious growth strategy

Standard IBTC Bank is recruiting for the vacant position of:

Job Title: Relationship Manager, Financial Institution
Job ID: 12681

Location: Nigeria

Objectives of the FIG RM Coverage role:

• Position the SIBTC/ Standard Bank Group as the premier regional bank for Nigerian banks;
• Increase the level of our Bank’s product penetration to the coverage client base;
• Increase the volume/share of wallet of existing business from our coverage client base;
• Retain existing business with our coverage client base by ensuring (1) feedback to Product Houses of issues concerning the product/service etc (2) extending a relationship to the client that facilitates a superior level of service (3) ensuring pricing for the products used by the client is based on a greater understanding of the value of the relationship;

Relationship

• Forge relationships with the clients that give us some benefit of loyalty, sound reputation and regard;
• Ensure that your clients are provided with a consistent and quality coverage model across all the jurisdictions in which we touch them/their subsidiaries and on all the products on which we interact with them
• Professionalism in all interactions with the clients (measured in quality of correspondence with the client, conduct, ability to resolve difficult issues while retaining relationship etc);
• Facilitate the Compliance and Credit process by providing the necessary access to compliance and credit information on the client and the understanding to allow for appropriate risk decisions to be taken, this may include participating in the credit discussion at PCC and or Credit Committee;
• Track deals/product approval and execution processes to ensure that any “log jams” are escalated and resolved at relationship level in need and to be satisfied that Product Houses have delivered in accordance with Pitches/RFPs etc;
• Review the pricing of our offering to our clients at relationship level to ensure that silo product pricing does not create overall relationship value destruction;

Required Skills and Qualifications

• Product House Interactions
• Enable access for the Product Houses to the right level of our clients’ organisations;
• Identify opportunities/Facilitate enquiries from our clients for Product;
• Understand the product offering from the Product Houses and facilitate regular pitching of ideas to the client base;
• Be the gate keeper and client co-ordinator to the relationship with bank sector clients to ensure that the quality of the pitches/RFPs and other marketing material presented to our clients is professional, accurate and appropriate for our clients, that cross-sell of product is taken into account and that the appropriate product is offered;
• Feed back to the Product Houses client concerns and competitor information with respect to our product offering and service;
• Facilitate escalation of issues with Product Houses at the clients request and ensure satisfactory relationship resolution within acceptable timelines;
• Manage the interactions with key internal stakeholders to ensure that they are aware of FI Coverage activities/value add and have the opportunity to feed back to Coverage where there are deficiencies.
• Research
• Continually direct and disseminate (both internally and externally) research on Sector, Regulatory or client specific issues in order to stimulate increased client dialogue and identify Product House opportunities (i.e. in each relevant Country we need to have analysis on Banks Act, Excon, Companies Act, Insurance Act, pension Funds Act, Financial Services Regulator, Central Bank Regulator, Capital adequacy rules in force/changes anticipated etc) ;
• Interpret research to facilitate more meaningful debate with clients and more meaningful ability to identify opportunities with clients for Product Houses;
• Develop relationship with key contacts where appropriate at statutory/regulatory entities that impact the coverage sector
• Marketing
• Develop a marketing plan for each coverage client, in conjunction with the Product Houses and using the research material generated (this is a live plan to be continually updated and formally reviewed at least annually).
• Develop a calling program going out at least for the next quarter that ensures a minimum of quarterly interactions with each coverage client (interactions to be recorded on Salesforce);
• Facilitate at least three pitches every month (to be recorded as such on Salesforce);
• Ensure quality of pitch/RFP/RFI/Due diligence material produced by either the BM (Analyst) or the Product House and project manage time line/input management where there is a fixed due date for delivery;
• Participate as required in the franchise building events (e.g. IMF, SIBOS, AIBs)
• Initiate appropriate targeted client entertainment and, where appropriate, distribute promotional material/gifts;

Financial

• Ensure that the monthly management reporting for your portfolio is reflective of the revenue generated across all products and across all jurisdictions and work to improve the MIS;
• Analyse “Gaps” in revenue generation and the reasons behind these gaps in order to identify opportunities in our product penetration with the client (both by looking at what we sell to other peer clients and don’t sell this client and by knowledge of specific flows which are directed to other banks and can be won by our bank);
• Identification of new products that can be offered to our clients/identification of clients that may have an interest in new products developed by our Product Houses;
• Review data on volumes of business transacted (up and down)in order to identify changes/trends and analyse/enquire around the reasons for the changes to ensure proper understanding of changes in our clients’ business and opportunities or threats;
• Analyse how much our clients earn from Standard Bank Group versus our product penetration of them and facilitate the discussions with respect to reciprocity where your client is identified as a possible vendor (across all three Product Houses)/leverage the reciprocity argument to ensure greater participation in client’s share of wallet;
• Activities related to analysing the quality of revenues – includes understanding the return on capital dynamics of different products; adequate prioritisation of annuity revenue streams vs opportunistic “once off” transactions (especially where there are risk constraints in the Bank’s appetite and conflicts in the strategic objectives of the different Product Houses);
• Overall efforts to retain and build the relationships such that the overall increase in revenue across coverage clients exceeds the benchmark achieved across non coverage names in the same sector;
• Internal Reporting – as and when required.

Application Closing Date
20th August, 2014

How to Apply
Interested candidates should
Click here to apply