Cluster Head, Financial Institutions - Nigeria & West Africa at Rand Merchant Bank

Purpose

• To identify opportunities, develop and maintain strong relationships with Institutional Clients (Bank & Non-Bank Financial Institutions) in Nigeria and the greater West African Region.
• Lead the Financial Institutions Origination strategy and anchor opportunities to cross-sell for RMBN and the broader First Rand Group in line with the strategic objectives of the Bank.

Responsibilities
The successful candidate will be responsible for:

Management of client portfolio:

• Plan and outline strategic objective for the FI portfolio;
• Manage Relationships with key FI clients within the region, supported by relevant teams in Corporate Banking, Financial Markets and Invest Banking and achieve assigned Revenue and Return targets.
• Proactively originate sales opportunities through (i) broadening and deepening existing relationships (ii) embedding multi product opportunities
• Manage complex relationships within support areas to ensure best outcome for both the client and the bank;
• Set targets for the portfolio in line with product pricing;
• Communicate client interactions and feedback to stakeholders with regards to client developments through call reports and face-to-face discussions;
• Initiate client scoping sessions to gain client insights;
• Initiate brainstorming sessions to identify opportunities across the group and manage action items thereof;
• Coordinate the creation of innovative solutions for specific product areas based on client feedback;
• Interrogate and manage MIS data to minimize revenue leakage on a continuous basis;
• Proactively manage credit facilities to ensure adequate limits are in place;
• Manage escalated unresolved client issues;

Effective internal and external stakeholder relationship management:

• Build and maintain strong working relationships with all stakeholders, displaying excellent abilities to initiate dialogue and listen, advise, influence, negotiate;
• Initiate meetings with key stakeholders to track progress, manage expectations and ensure stakeholders’ needs are met;
• Ensure client expectations are met or exceeded;
• Use influence and negotiation to achieve win-win outcomes;
• Proactively communicate and share information and encourage discussion and debate (share successes and highlight challenges).

Effective teamwork, self-management and alignment with group values:

• Continually drive RMB’s values;
• Create brand presence for oneself;
• Follow through to ensure that personal quality and productivity standards are consistently and accurately maintained;
• Make an effort to stay relevant and up-to-date with legislation, new developments etc.;
• Take ownership and accountability for tasks and activities and demonstrate effective self-management;
• Maintain a positive attitude and respond openly to feedback;
• Continually share, debate and communicate learnings;
• Be proactive in anticipating potential problems and continually monitor progress to ensure small details are not missed;
• Challenge with conviction.

Qualifications and Experience
Education and Qualifications:

• The successful candidate should have at the minimum, a Bachelor's Degree, preferably in Economics, Business, Finance or Accounting with an additional qualification such as MBA, CFA, ACCA, ICAN or Post Graduate Master’s Degree in a relevant field.

Experience:

• Minimum 10 years in a similar role and relevant industry;
• Proven track record in converting opportunities into revenue generation;
• Ability to negotiate and influence across all levels including senior stakeholders;
• Ability to unearth client needs and match them to appropriate banking solutions;
• Corporate and Investment banking knowledge,
• Detailed understanding of the Nigerian Banking Industry.

Technical Skills:

• Strong analytical skills
• Good working legal and credit knowledge;
• Strong Financial Acumen;
• Strong verbal and written communication;
• Sound presentation, facilitation and negotiation skills;
• Ability to make cold calls.