Relationship Manager , Public Sector and Development Organization at Standard Chartered Bank

The Banker is the strategic advisor to the client, accountable for the overall client group revenues, profitability and risk acceptance (AML, CDD and Credit). The Banker is responsible for establishing and maintaining an end to end understanding of the client group structure and client needs and steering the client relationship through Account Planning. The Banker may have additional responsibility of leading a team of junior bankers/relationship managers.

Summary

• Lead the origination and client relationship management for a portfolio of Public Sector & Development Organisations (PSDO) Clients in Nigeria
• Focus on a range of corporate banking products and services, with emphasis on those delivering NFR
• Active engagement and high level (‘c’ suite) contacts with senior executives within clients
• Maintain a strong working relationship with Credit, Legal and Compliance and other key stakeholders

Strategy

• Lead the development and implementation of the client strategy for their designated PSDO portfolio as identified through the Account Planning process
• Accountability for delivering financial performance objectives (revenues, costs, RoRWA, etc)
• Accountability for all other objectives for the management and development of client relationships, specifically compliance (AML, CDD) and credit risk

Business

• Actively originate new business and grow the franchise by capitalising on bank competitive attributes (e.g. Network, Transaction Banking etc), whilst selectively developing new relationships where required
• Collaborate with Product Partners to deepen strategic Central Bank relationship to maximise Financial Markets flow, Structured Funding and Cash opportunities
• Engage senior management and decision makers of key clients to improve the quality of dialogue with clients, promoting a move away from ‘transactional’ reactive client coverage to consistent value-added partner/trusted advisor status. Anticipate clients’ needs and provide strategic advice, bringing in the relevant product and industry partners as appropriate
• Maximise the profitable revenue to the Bank whilst maintaining focus on client outcomes, strengthening and deepening existing relationships both at the most senior level as well as at the operating level in the clients in the designated portfolio
• Identify and grow opportunities with Ministries of Finance and select public sector entities
• Explore new business opportunities with Multilateral Development Banks / Development Financial Institutions in Nigeria and deploy expertise in blended finance solutions into the country
• Professionally represent Standard Chartered at the highest levels within country and region.
• Bring strategic thought and vision as to how the corporate landscape regionally/globally is changing and where areas of international growth lie
• Ensure that industry and product knowledge is continually developed personally and within the team
• Stay abreast and anticipate the developments of the industries in which our clients operate

Processes

• Proactively manage the designated client portfolio to ensure:
• Close ties exist with key stakeholders e.g. Financial Markets, Transaction Banking, Corporate Finance, Risk, Country CEOs, Service Delivery, etc
• Risks are appropriately identified and managed
• The team is suitably trained with respect to an understanding of the regulatory environment, keeping up to date with applicable changes and Group policies with ability to contribute and, where possible, influencing policy formulation
• Key regulatory risks and concerns are raised into the governance framework throughout the PSDO team
• All sales disciplines are adhered in accordance with CIB/GB standards i.e. Account Planning, Call Reports, Deal Pipeline Management
• Develop opportunities through attendance at key Industry events as necessary

Risk Management

• Take the initiative regarding regulatory, reputational and ethical matters, taking the initiative for providing proactive advice to clients as identified
• Ensure that key regulatory risks and concerns are raised into the governance framework regionally and centrally through the PSDO matrix

Governance

• Responsible for assessing the effectiveness of the Group’s arrangements to deliver effective governance, oversight and controls in the business and, if necessary, oversee changes in these areas
• Awareness and understanding of the regulatory framework, in which the Group operates, and the regulatory requirements and expectations relevant to the role
• Responsible for delivering ‘effective governance’; capability to challenge fellow executives effectively; and willingness to work with any local regulators in an open and cooperative manner

Key Stakeholders

Internal:  

• Engage with product partners within the region and globally to ensure breadth and depth of client coverage and deepening
• Engage with Client Managers on relevant client account management activities
• Consult with senior stakeholders in Risk and Legal & Compliance to ensure that the portfolio remains credit worthy and within the policies of the bank

External:

• Designated point of contact with PSDO clients, acting as a trusted advisor/value added partner to clients
• Peers in the Corporate Banking sector

Other Responsibilities

• Embed Here for good and Group’s brand and values in PSDO Africa Team
• Perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures

Our Ideal Candidate

• Bachelor degree in Banking or Finance preferred
• Ideally 10+ years’ experience in banking or other relevant environment
• Risk & AML certified as stipulated by Bank policy.
• Languages: English and/or local language skills as relevant to country requirements. Fluency in French will be an added advantage.