Custody Sales Manager at Rand Merchant Bank

Job Description

• The Custody Sales/Relationship Manager is responsible for driving business growth, deepening client relationships, and delivering high-quality client coverage across the custody product suite. 
• The role is accountable for originating new business, managing and retaining strategic client relationships, coordinating the successful onboarding of new mandates and ensuring that client requirements are addressed proactively through strong internal collaboration. 
• Working closely with Product, Operations, Risk, Compliance, Legal and other key stakeholders, the incumbent supports revenue growth, enhances client experience, identifies market opportunities and contributes to the effective execution of the custody business strategy.

Responsibilities
The successful candidate will be responsible for:

Sales, Client Relationship Management and Financial Performance:

• Drive the execution of the custody sales and client coverage strategy in partnership with the Head of business and relevant teams across the bank
• Originate new business opportunities and actively manage the sales pipeline to achieve agreed growth in assets under custody, revenue, liabilities and broader wallet share
• Manage and deepen relationships with existing clients through regular engagement, account planning and proactive identification of client needs, opportunities and risks
• Coordinate the onboarding of new clients and account opening processes in collaboration with all relevant stakeholders to ensure timely implementation against agreed service standards
• Develop and execute client calling plans, including prospecting, relationship reviews and service meetings, to support business acquisition and retention
• Stay close to clients to understand strategic priorities, operational pain points and service expectations, and ensure issues are escalated and resolved effectively
• Promote the full suite of custody-related products and solutions, including direct custody, international custody, broker clearing, funds services, fiduciary and related value-added services
• Identify cross-sell opportunities across the broader bank and work with internal partners to deliver holistic client solutions
• Complete RFPs, RFIs, due diligence questionnaires and client proposals accurately and on time, coordinating with product and support teams as required
• Monitor industry developments, regulatory changes, market infrastructure evolution and competitor activity to identify opportunities, anticipate client impact and support positioning solutions.
• Represent the business in client discussions, industry forums and relevant market advocacy initiatives to strengthen market presence and support product development
• Provide accurate pipeline, revenue, client activity and management information reporting to support business planning and executive decision-making
• Build strong working relationships across Global Securities Services, Global Markets and the wider RMB franchise to enable seamless client delivery
• Support a high-performance, client-centric culture focused on service excellence, commercial outcomes and continuous improvement
• Remain cost-conscious and contribute ideas that improve efficiency, enhance client experience and strengthen the competitiveness of the custody offering
• Handle all client, regulatory and internal governance requests with a strong sense of accountability, responsiveness and professionalism

Business Management and Stakeholder Coordination:

• Closely monitor market developments, client trends and competitor activity; maintain close contact with product and country teams, assess potential client and business impact, and identify appropriate commercial responses
• Job scope covers the full range of custody-related solutions, including custody, broker clearing, funds services, fiduciary services and associated client service requirements
• Manage relationships with Operations, Risk, Credit, Compliance, Legal, Finance and other support functions to ensure effective delivery of client mandates and the ongoing development of the custody product offering

Collaboration and Team Contribution:

• Actively build strong collaboration within Custody and across the broader organization to support client delivery and business growth
• Maintain open lines of communication with internal stakeholders to ensure alignment on client strategy, pipeline progression, onboarding and service delivery
• Contribute to the achievement of the Custody team’s collective scorecards and support the execution of strategic objectives through active participation, knowledge sharing and collaborative problem-solving

Governance, Risk and Compliance:

• Ensure ongoing adherence to all legislation, regulatory requirements and risk and compliance matters to avoid control breaches or non-adherence to such requirements

Experience & Qualifications

• B.Com degree or equivalent qualification
• A minimum of 5 to 8 years’ relevant post-graduation experience, preferably within custody, securities services, transaction banking or financial services
• Sound understanding of banking regulations, financial accounting and taxation, payments, clearing and settlement systems, credit risk, process improvement and treasury-related products will be advantageous
• Proficiency in the full Microsoft Office suite.

Core Competencies: 

• Strong interpersonal and relationship management skills
• Ability to perform effectively under pressure while maintaining a professional and constructive approach
• Strong collaborative orientation with the ability to work effectively across internal teams and stakeholder groups
• Strong analytical capability and attention to detail
• Decisiveness and strong execution capability
• Results orientation and commercial drive
• Sound ethical judgement and professional integrity
• Resilience and effective stress management
• Strong client service orientation and ability to build trusted relationships
• Teamwork and organizational awareness
• Business insight, risk awareness and sound judgement
• Commercial and financial acumen.