Job DescriptionJOB PURPOSETo manage a client portfolio by building, maintaining and deepening client relationships, providing specialist sector relevant treasury trusted advice, and selling fit for purpose products and services that meet client needs and achieve exceptional client experience. To optimise cross-selling opportunities and portfolio Flow sales revenue in line with the GM Flow Sales strategy and defined risk parameters and regulatory requirements.JOB FUNCTIONSAccount management - Manage proposals, pitches, contract negotiations, and deal amendments to grow the overall regional portfolio. Work closely with Client Execution and Trading Desks to dynamically manage margins, provide structured pricing, ensure fair spreads and maximum value to clients, to achieve targets, manage risk and deliver exceptional client experience.Client Engagement - Partner Coverage to identify and plan the pipeline of new and existing opportunities, for an assigned portfolio of high and medium touch clients, to meet annual sales targets. Formulate individual client plans, engage in client brainstorming, and provide input to the Client Service Teams (CSTs) to maintain CIB alignment.Client engagement - Proactively manage and act as the primary point of contact for the client portfolio. Maintain regular contact with portfolio clients to assess and understand their needs, deepen client relationships and identify and sell appropriate, multi asset class risk management solutions (FI, FX and MM), that address their interests and needs and achieve revenue targets. Engage in proactive client calling (face -to-face meetings and telephonic).Client onboarding - Own and coordinate client onboarding for own portfolio, in partnership with Client Experience team, to ensure the acquisition of the required approvals in order to process sales in a timely manner within the approved policies and guidelines.Client service - Promptly collaborate with multiple cross-functional partners (internal and external) to resolve portfolio challenges and escalated problems (e.g. trade failure, no confirmation, system challenges, change in settlement instructions) to manage and maintain excellent client relationship management and a consistent client experience.Contribute to GM regional Flow Sales strategy and implement regional Flow Sales plans and targets by establishing clear goals and targets to maximise sales and profitability, minimise client attrition and ensure delivery against the plans and strategies.Data management - Understand and drive origination through research and market segment analytics. Research existing and prospective clients, analyse key revenue and pipeline data and ensure the timely delivery of all client related MIS reports.Digital Innovation - Proactively sell digital migration to clients by driving the digital value proposition and leveraging digital transition and promoting the use of self-service tools to reduce number of client enquiries across the client portfolio.Market trends - Stay abreast of changes in market conditions, sector trends, regulations, product developments, and client insights to offer clients industry relevant updates, market developments, currency / commodity movements, and expert advice to support decision making and the identification of appropriate Flow products and services. Establish credibility as a trusted partner to ensure client retention by demonstrating a detailed understanding of the client context and their bespoke needs.Participate in the development of regional Flow Sales budget, monitor and control expenditure against approved budget and reconcile budget variances to ensure on-target performance in order to maximise portfolio profitability.People development - Provide on-the-job coaching and constructive feedback to wider team as and when required to support their overall development.Portfolio management - Conduct regular portfolio reviews to identify and manage client retention, lost clients and year-on-year revenue and turnover variances. Prepare and submit client portfolio reports to drive informed decision-making. Reduce portfolio concentration risk by diversifying revenue, clients and products where applicable.Product partnership - Monitor, measure, benchmark and evaluate GM Flow Sales processes, tools and systems. Contribute to the identification of opportunities for continuous improvement of the GM Flow Sales products and services, processes, business control systems, productivity and cost reduction to support achievement of business excellence. Initiate and implement changes and improvements to ensure the continuous optimisation and alignment of GM (work) processes, tools and systemsRisk management - Own and drive risk and control for area of responsibility, ensuring all activities are managed within the appropriate risk, controls, and regulatory parameters of the bank. Adhere to product risk limits and internal and external rules in order to ensure an optimum contribution to the bank in terms of profitability and risk control.Stakeholder management - Build, maintain and expand a network of internal and external stakeholders / partners. Liaise and partner across GM Sales, Trading Desks, Operations and Client Experience to identify opportunities to optimise product and service delivery, drive service excellence and to realise new / cross selling opportunities to maximise revenues.Stay abreast of news, developments, research and insights on the client portfolio, market conditions, regulatory environment, competitors and client base (e.g. existing and potential), to ensure relevant amendments to plans and targets.Toolbox - Manage the effective implementation of applicable policies, procedures and controls covering relevant procedural and regulatory requirements while delivering exceptional client experience and maintaining high standards of ethics and enhancing the interest of CIB's GM business interests and reputation.QualificationsMinimum QualificationsType of Qualification: First DegreeField of Study: Business CommerceType of Qualification: First DegreeField of Study: Finance and AccountingExperience RequiredFlow SalesGlobal Markets Client Management10 years working as a seasoned experience in treasury sales and / or client relationship management. Good understanding of the buy-side industry, exposure to global markets products and practical application of the products including structured solutions (FX, Interest Rates & Investments). This includes an understanding of the risk and regulatory environment. Experience planning for self and team in line with defined objectives and operational plans to achieve sales targets.Demonstrated track record applying judgement, best practice and knowledge of internal or external business environment to solve escalated problems which may have some degree of complexity as well as to improve processes.Demonstration of advanced communication skills and the ability to adapt communication style based on the target audience.Additional InformationBehavioral Competencies:Articulating InformationConveying Self-ConfidenceDeveloping ExpertiseGenerating IdeasImpressing PeopleInteracting with PeopleProviding InsightsSeizing OpportunitiesShowing ComposureTaking ActionUnderstanding PeopleUpholding StandardsTechnical Competencies:Business InsightsClient Business CaseLocal Market KnowledgeMarket AnalysisProduct and Services KnowledgeRisk/ Reward Thinking Rise and grow with a career at Standard Bank GroupHere at Standard Bank Group, we’re passionate about driving sustainable, inclusive growth across Africa. The kind of growth that will make a positive and lasting impact on all our lives. And we put Africa’s dreams, our clients’ dreams, and our people’s dreams at the heart of everything we do. Because when we understand that we have the power to bring our dreams to life… our work becomes something we can all believe in, and true progress – for everyone – will happen. When we all work together to unlock Africa’s potential. IT CAN BE. Join us as we Transform our Business
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