Custody Sales & Relationship Officer at Rand Merchant Bank

The role of Custody Sales & Relationship Officer remains accountable and responsible for working with the Head of Custody Services to ensure the timely execution of all strategic plans as they pertain to Custody, whilst ensuring that budget requirements are met. The jobholder is responsible for working with the rest of the team in instilling a culture of service and operational excellence while simultaneously ensuring improved product capabilities with ongoing process efficiency and adherence to all operational practices and governance processes.

Strategy and Financial Management

• Work with the head of business and various teams across the bank in driving the strategic plans and ensuring successful implementation thereof, with the right levels of priorities assigned to strategic tasks
• Originate new sales opportunities and effectively manage the sales pipeline aimed at achieving aggressive growth in assets under custody (AUC) and custody liabilities
• Effective follow-through on onboarding new clients and opening of accounts in a timely manner, and in collaboration with all relevant stakeholders according to set service level agreements
• Plan and execute regular hot and cold client calls to drive new business and manage existing clientele
• Stay close to clientele to ensure that potential and live issues and requirements of the clients are identified and proactively addressed
• Actively seek to make recommendations to improve the system, processes, and procedures to meet client needs and to be first to market in terms of launching new products and services
• Complete all RFPs (requests for proposal), RFIs (requests for information), and questionnaires with precision and accuracy to ensure that all operationally related information is provided
• Provide guidance in terms of the desired dashboard management and reporting pertaining to various aspects of the business environment to allow timely and accurate reporting at month-end to executive management
• Manage the entire suite of custody-related products, including direct custody, international custody, broker clearing solutions, funds services, and fiduciary services
• Analyse industry developments, market change,s and competitor offerings to provide insights on real or possible threats and opportunities, assess the impact on clients, and offer appropriate and innovative product solutions
• Extensively interact with clients (within the overall client management strategy) to stay abreast of client agenda and thinking, explain the impact of market changes, and to lead solution discussions
• Actively engage in the market advocacy processes by participating in local industry forums and regulatory committees
• Establish and maintain excellent working relationships within Global Securities Solutions, Global Markets, and the broader RMB
• Prepare accurate and meaningful information at executive levels within the organization, whilst ensuring that such information is an adequate representation of the current events transpiring within custody.
• Develop and maintain a high-performance culture to support the strategic initiatives of the business aimed at providing service excellence that will differentiate RMBN in the market
• Actively participate in all industry forums with proactive feedback to clients and other stakeholders in terms of the impact of such market initiatives
• Remain cost-focused and make suggestions for improvement to aid in reducing existing business costs
• Handle all regulatory and compliance requests with the utmost sense of duty and dispatch

Business

• Closely monitor market developments and competitor activity; maintain close contact with country product teams, assess potential impact on clients and custody business locally, and identify appropriate action where necessary
• Job scope covers the whole range of custody activity, including custody, broker clearing, funds services, and fiduciary services
• Manage relationships with functions such as Operations, Risk, Credit, Compliance, Legal, and Finance as they impact the evolution of the custody product suite locally

Teamwork

• Actively strive to achieve team camaraderie within Custody and the larger organization
• Keep open lines of communication with other team members and ensure alignment across teams at all times
• Contribute to the achievement of the Custody team’s collective scorecards and ensure that the jobholders are well-versed in the strategic intent of the Custody business, allowing him/her to participate in the execution of the strategic objective

Governance

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

Qualifications & Experience:

• B.Com Degree (or equivalent) 
• Minimum of 3 to 5 years post-graduation experience
• Advantageous to have an understanding and working experience of banking regulations, financial accounting & taxation, payment, clearing & settlement systems, credit risk, process mapping & reengineering, sales and treasury products
• Full MS Office suite proficiency

Competencies:

• Excellent interpersonal skills and proactive attitude
• Ability to cope under pressure and maintain a positive attitude all the time
• A strong team player with the ability to work closely with all internal desks
• Analytical and attention to detail
• Decisiveness and action orientation
• Drive and results orientation
• Ethical judgment
• Resilience and stress management
• Building relationships
• Customer service orientation
• Teamwork
• Building the brand
• Business insight and risk awareness
• Commercial and financial acumen
• Organizational awareness