Relationship Manager Investor Services, TPS at Stanbic IBTC Bank

Stanbic 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 Transactional Products and Services division is the engine that works constantly within Standard Bank to evolve and extend our range of products and client services. Split across three specialised functions, our teams work with organisations ranging from corporate clients and pension fund administrators through to asset managers and individual global investors. Our Investor Services team now needs an experienced and highly capable Relationship Manager to optimise our range of solutions.

We are recruiting to fill the position below:

Job Title: Relationship Manager Investor Services, TPS

Job ID: 12855
Location: Nigeria
Division: Transactional Products and Services
Position Category: Transaction and Investment Products
Employment Type: Full Time - Permanent

Position Description

• Responsible for the maintenance, retention, growth and financial performance for a portfolio of Foreign and Domestic clients for Investor Services Nigeria.

Key Responsibilities

• Maintenance and retention of a portfolio of clients
• Responsible for the client experience in terms of Investor Services Nigeria relationships and ensure that queries are addressed with Operations teams.
• Ensure that relationship or market related queries are addressed within 24 hours of receiving the query at the very latest.
• Drive product cross-sell and client profitability
• Revenue retention and growth
• Drive client pricing and overall client profitability for Domestic clients
• Responsible for billing and outstanding fee collections for Direct Custody clients for now.
• Responsible for all negotiation with clients including products, pricing, contracts and billing
• Build and retain strong, sustainable internal and external client relationships
• Develop and align overall client strategy with Investor Services and Transactional Banking products and services
• Proactively drive and co-ordinate Client Service Teams with relevant representatives from Transactional Banking and Investor Services
• Proactively drive and manage portfolio pipeline and activities through Sales Force – ensure Sales Force dashboard data is kept current, accurate and complete
• Be up to speed with market/regulatory developments and to communicate the changes in the market to clients in good time as well as ensuring that the information communicated is accurate and comprehensive.
• Manage the workflow dashboard and ensure it is up to date with all work currently being undertaken.
• Develop proposals, pricing agreements and legal contracts for delivery to clients working with appropriate areas within Transactional Products and Services and Investor Services Sales Teams at centre.
• Manage Due Diligence requests, Request for Information, Request for Proposal, Questionnaires processes and deliver quality documents and presentations to clients and work collectively with Investor Services Relationship Managers and Product Sales teams at Centre.
• Coordinate all presentations and presentation teams in terms of delivery to clients.
• Coordinate Executive engagement with clients.
• Administer the Account Opening and KYC/AML processing for clients and provide them with the necessary market information and process flows.
• Ensure the information contained within the market profile is always current and up to date.
• Monthly tracking of revenue contribution per client, understanding key drivers and variances and proactively responding to threat of reducing / opportunity for increasing per-product and overall profitability
• Business origination and development within the portfolio
• Good understanding of products, services and capabilities of Stanbic IBTC Bank Nigeria across Transactional Products and Services
• Know Clients - In-depth knowledge of clients’ strategy, businesses, financial performance, industry outlook/trends and general macro/economic issues/trends (relevant to both the Bank and Clients) in (understand client needs!)
• Provide support to Sector Head in the overall management and co-ordination of the client relationship and client / sector strategy
• Perceived by client as strategically relevant to their business. Able to have strategic conversation with client/ask the right questions & interpret responses/needs analysis
• Provide input to the strategic direction and value proposition of the Investor Services sector

Important Relationships
Stakeholder engagement:

• Relationship Managers within CIB Coverage
• Investor Services Relationship Managers at Centre
• Investor Services Product Sales Manager at Centre
• Stanbic IBTC Brokerage
• Transactional Products and Services (Sales, Service, Product and Operations teams)
• Investor Services Operations team
• Global Markets Nigeria
• Strong sustainable relationship with client ensuring relevant touch points at various levels of Network Management and Operations
• Interaction with the following clients
• Interaction with leading Broker Dealers
• Interaction with leading Global Custodians
• Interaction with Banks
• Interaction with Non-Banking Financial Institutions

Required Skills and Qualifications
Experience:

• Ideally a minimum 5 years relevant experience within Corporate and Investment Banking environment
• Ideally 3 to 5 years experience within an Investor Services environment
• Ideally 3 years Relationship Management and Sales experience

Required Competencies
Problem solving:

• Identifies, clarifies/defines and works through challenges towards a defined outcome
• Identifies and recognises challenges - understands the implications of recognised issues, problems and opportunities and is able to respond appropriately on the information available
• Sources information - identifies information gaps and the need for additional information; gathers an appropriate range of information to assist in an accurate understanding of the situation at hand; differentiates relevant from irrelevant information
• Thinks expansively - thinks before acting and able to generate and integrate multiple alternative approaches and solutions; views situations from multiple perspectives; balances ‘bigger picture’ with detail
• Escalation point in resolution of Operational issues
• Resolve and co-ordinates contract issues / Legal Issues

Planning:

• Effectively manages one’s time and resources to ensure that objectives are achieved efficiently and on time
• Provides customers with the products, services and solutions to suit their changing needs ensuring that they are based on sound business principles
• Strives to stay ahead by anticipating rather than reacting; ensures that their actions are always carefully considered
• Develops calling plans and captures detail onto Sales Force
• Captures opportunities and business at risk on Sales Force
• Maintains accurate and up to date information on Sales Force
• Plan events and client entertainment and thought leadership events

Decision making:

• Takes full responsibility for their actions and the impact that they have on others; self driven with a desire to continually grow and improve on their performance with a key commitment in providing excellent client service at all times
• Effectively applies verbal, non-verbal, and written communication methods to achieve desired results. Presents ideas effectively to individuals or groups
• Responds quickly - takes immediate action when confronted with a problem or when made aware of a situation.
• Take responsibility for client escalated issues
• Interpretation of legislation and impact on clients within the portfolio and ensures that changing regulatory frameworks and changes in the market are immediately communicated to clients in a timely manner.

Knowledge:

• Understands the broader Investor Services business environment in which they work from an industry, organisation, Business Unit and role perspective
• Organisation’s objectives - is aware of Stanbic Bank Nigeria business strategy, objectives and drivers and how their role adds value to the business
• Custody (domestic and global) including knowledge of the NSE and CSCS
• Understanding of liquidity and cash management, FX, Fixed Income and Equity Markets.
• Understand client relationships
• Understand the sales cycle and decision making process for Corporate’s, Pension Funds and Banks
• Understanding the pension fund industry and the role of asset/fund managers

Application Closing Date
5th June, 2015.

How to Apply
Interested and qualified candidates should:
Click here to apply online