2016 Recruitment at Stanbic IBTC Bank

Investment Banking provides clients with a range of advisory and financing solutions. Specialising in high-growth emerging markets, our expert advisers work on mergers and acquisitions, capital restructurings and empowerment deals, as well as arranging finance for acquisitions, client projects and property transactions.

Job Purpose

• To support the CEO of Stanbic IBTC Capital (SICL) and the Stanbic IBTC Chief Compliance Officer to discharge their responsibilities relating to the compliance risk management process as required by relevant regulatory requirements, applicable codes of conduct and minimum standards
• Assist line management and other members of staff by providing advice to guide in discharging their responsibilities to ensure compliance with all statutory, regulatory and internal policy requirements in order to:
• Protect the reputation of SICL and the Group;
• Avoid the institution of legal action against SICL;
• Promote a good working relationship with supervisors/regulators;
• Ensure good housekeeping practices; and
• Enable SICL to demonstrate to regulatory authorities and other stakeholders that it is “fit and proper” to undertake its business.
• To develop and maintain a thorough understanding of the relevant regulatory requirements and policies applicable to SICL, thereby facilitating the establishment of a compliance culture.
• To guide all members of staff to act with integrity, diligence, and in an ethical manner in dealing with all clients.

To develop and build relationships with key stakeholders within the Standard Bank Group.

Key Responsibilities/Accountabilities

Regulatory Universe

 

• Responsible for the completion and maintenance of SICL’s Regulatory Universe and Policies
• Ensure SICL’s timely compliance with all regulatory requirements including but not limited to all periodic and adhoc regulatory reports and obligations
• Responsible for the development and maintenance of detailed Compliance Grid on relevant laws, regulations and policies.
• Provides gap analysis of updated regulations/legislations and policies.
• To maintain a good working relationship with the Securities & Exchange Commission (“SEC”)
• To ensure that SICL is aware of changes to any applicable Rule or Regulation and to interpret the implications of any regulatory changes to SICL.
• Ensure a coordinated / aligned strategic approach to and position of, emerging regulatory developments.
• To be actively involved in relevant industry/regulatory committees

 

Compliance Risk Management Plans (CRMPs)

• Responsible for the development and deployment of SICL’s Compliance Risk Management Plans (CRMPs).
• Ensure the appropriate use of compliance risk management tools within the business.

 

Advisory

• Analyse and identify compliance risks, processes and controls and provide advice to management, relevant committees and the employees in order to effectively manage compliance issues.
• Provide assistance and advice on compliance issues in respect of new businesses, products and other initiatives such as projects.
• Complete the annual Compliance Self-Assessment.
• Reputational Risk
• Safeguard the reputational risk of SICL by ensuring regulatory requirements and developments are aligned.

 

Monitoring

• Create a compliance monitoring plan in consultation with Group Compliance.
• Monitor on an on-going basis the adherence to the Compliance Governance, legal and regulatory standards in order to identify further areas of improvement and detect potential compliance breaches and exposures. This includes monthly reporting to Operational Risk on Key Risk Indicators (KRI) and Risk Control Self-Assessment (RCSA) reports.
• Monitor Personal Account Trading (PAT), Conflicts of Interest (COI) and outside business interest (OBI) and investigate potential problem areas/trades.
• Review and approve requests for employees to gain access to areas behind Chinese Walls in respect of specific deals.
• Work closely with business units to ensure transactions are uploaded to the Compliance Control Room (CCR) on deal clearance and watch and restricted lists issues
• Responsible for the management of the SICL Procedures Manual and monitoring SICL adherence to all business procedures
• Monitor the level of compliance with SEC Rules & regulations as well as all SICL and Stanbic IBTC Holdings policies including but not limited to Records Management Policy, Market Abuse Policy, Conflict of Interest Policy, Gratification Policy etc.
• Provide guidance to members of staff of SICL in relation to Know Your Customer (KYC) requirements and ensure that SICL’s relationships are KYC compliant.
• Review various sources of compliance information, including regulatory websites, newspapers and informal sources.
• Ensure that there are customised CRMPs for all high risk legislations pertinent to SICL in line with the compliance plan for the year.
• Assist the business units with the resolution of compliance and audit issues.
• Establish a line of communication to SICL’s MANCO, in order to report SICL’s compliance with regulatory requirements.
• The Compliance Officer shall be well trained in the Rules and Guidelines and shall attend regular training sessions as organized or supported by the CBN or SEC.
• Compliance Manuals, Standards, Policies/Procedures & Training
• Responsible for the development and updating of policies and related training programmes in line with the compliance plan for the year.
• Responsible for educating the other personnel of periodic updates and adjustments as may be made by SEC from time to time. Ensure that trainings tailored for the business unit are signed off and, if appropriate, assist in the delivery of the training and awareness.
• Customise, if necessary, Group Minimum Standards and facilitate, in consultation with Group Compliance, the process of adoption thereof by the business units.
• Request dispensation when policies and procedures deviate from that of minimum standards.
• Regulatory Requirements
• Remain aware of regulatory & legislative developments, and practices of regulatory authorities, which are relevant to SICL.
• Assist the CEO and business units in implementing existing, new and/or amended regulatory requirements.
• Assess and advise the CEO and the business units on the impact of regulatory developments.
• Provide input or comment in relation to the drafting of proposed regulatory requirements.

 

Compliance and Risk Management Culture

• Actively promote, on an ongoing basis, the Compliance Function, to ensure that a culture of compliance is established in the business units within SICL.
• Seek to establish a compliance culture that contributes to the overall objective of prudent risk management by SICL.
• Cultivate relationships within business units which result in the business units or other relevant forums proactively seeking Compliance involvement in their dealings.
• Assist in the facilitation of Risk Control Self-Assessment (RCSA) for SICL and relevant business units within SICL.
• Assist in the creation and maintenance of key risk indicators (KRIs).
• Assist in ensuring that operational risk framework and policies are implemented in SICL, and that all members of staff are aware of operational risk policies and procedures.
• Assist in ensuring that adequate controls are in place to prevent regulatory breaches to the SEC and thereby avoiding regulatory fines.
• Manage BCM records and assist in ensuring that BCM culture is embedded in the SICL’s space.
• Feedback, Reporting & Escalation
• Utilise established mechanisms for reporting and resolving non-compliance with regulatory requirements.
• Immediately report material compliance related matters to the CEO of SICL and Group Chief Compliance Officer.
• Contribute to the annual sustainability reporting process.
• Inform the CEO, business unit heads and Group Compliance about regulatory inspections and act as a conduit for any significant information requests, comments and findings.
• Complete formal monthly and quarterly compliance reports as may be required by various Group governance structures and regulatory requirements.
• Create and maintain an appropriate electronic record and filing system.
• Act as point of contact for and manage audits on behalf of SICL, maintaining ongoing dialogue with Stanbic IBTC Internal Audit department.
• Business Planning/Decision Making
• Prepare the annual compliance and monitoring plans and submit it to SICL MANCO for approval.
• Prepare Compliance reports for each SICL Board meeting and as required for Group Board meetings.
• Provide back up support for the SICL Business Manager role to ensure business continuity management in the event of an absence, including financial and business management duties

 

Value Management

Strive to influence a continual reduction in costs within the areas under control. Ensure that service delivered remains cost-effective and efficient.

Preferred Qualification and Experience

Educational Qualifications

• First Degree in a relevant field including banking, finance, accounting, business management, law, economics or a chartered secretary.
• Masters degree and/or relevant professional qualifications would be an added advantage
• Technical Skills
• Good Compliance and Risk Management Knowledge
• Excellent use of MS Word and MS Excel
• Good understanding of the Investment Banking processes and SEC’s regulatory framework
• Good understanding of global financial markets
• Good research skills
• Ability to find practical solutions in line with regulatory/supervisory requirements

 

Work Experience

• Minimum of 5-6 years working experience in Financial services preferably in an Investment Banking environment with at least 3 years of Compliance experience.

 

Knowledge/Technical Skills/Expertise

Personal Skills

• Integrity
• Being proactive
• Result oriented
• Team player
• Self-motivated
• Ability to work with minimal supervision
• Strong analytical and numerical skills
• Excellent communication skills
• Strong interpersonal and leadership skills
• Consensus builder
• Discrete with information
• Creative and innovative

 

Good emotional intelligence skills

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Job Purpose

The primary purpose of the job is to actively contribute towards achieving the goals of the DCM team by:

• Actively leading and providing dependable support for origination of DCM transactions in Nigeria, with corporate entities, supra nationals, sub-nationals and related entities
• Coordinating transaction execution across all product categories including; vanilla bonds and commercial papers, equity linked and structured credit products, as well as supervising analysts and associates executing the transactions
• Integration with the various Global Markets, credit structuring and sales platforms, and making use of these areas and technology to incorporate derivatives or other strategic solutions within a financing structure (structured capital markets)
• Generating ideas that lead to product innovation, better transaction management and zero tolerance lapses in fulfilment of compliance requirements
• Assisting with origination and growth of cross border DCM opportunities, thus playing a strong role in the further development of the Standard Bank Group’s DCM franchise
• Building close relationship with clients, regulators and investors
• Participating in industry advocacy and contributing to the overall growth of the Nigerian Debt Capital Markets

Key Responsibilities/Accountabilities

Origination Responsibility

• Spot origination opportunities for both domestic and international DCM transactions
• Prime responsibility/ownership for all pitch books and marketing materials
• Support origination efforts including presentation to clients and follow-up client engagement
• Build closer personal relationships with key clients through informal engagements
• Active participation at all Client Coverage meetings and frequent engagements with Client Coverage Sector Heads, to develop opportunities in Client Account Plans

Execution Responsibility

• Coordinate transaction execution to ensure successful closure
• Facilitate transaction structuring
• Review work of analysts and associates and oversee transaction documentation including prospectus drafting, term sheet, financial models, presentations, marketing materials and legal documentation
• Coordinate and manage relationships with all transaction parties
• Provide ratings advisory service to clients
• Engagement with the regulators, particularly the Nigerian Securities and Exchange Commission, The Nigerian Stock Exchange and National Pension Commission
• Coordinate investor engagement and distribution

Talent development for analysts and associates

• Mentor junior members of the team and monitor their training and development plan
• Conduct appraisals for junior team members
• Support development of the Investment Banking Analyst Pool

Risk and Compliance

• Ensure that all transaction documentation and processes are in compliance with regulatory requirements
• Actively monitor changes to the rules and regulations pertaining to capital and money market activities
• Supervise analysts and associates to proactively ensure diligent record keeping and adherence to compliance processes
• Ensure that DCM processes and procedures are documented in always-up-to-date Procedures Manual

Industry Advocacy

• Proactively anticipating market developments and leading with product innovation
• Representation at industry or regulatory committees

Key performance measures

•   Number of leads identified for domestic and   international bonds and deals originated
•   Number of deals closed and efficiency of execution   process
•   Positive client feedback on live mandates
•   Quality of pitches and transaction documents   prepared by the team
•   Implementation of new DCM products and structured   solutions
•   Quality of training and development for analysts and   junior associates within the DCM team
•   Quality of formal and informal engagement with   clients, regulators and investors
•   Satisfactory internal compliance and audit ratings

Preferred Qualification and Experience

• Education: BA/B.Sc Degree
• Masters Degree/Professional Qualifications such as ACA / CA / CIMA / CFA advantageous

Knowledge/Technical Skills/Expertise

• Minimum of 6 years working experience
• Experience within debt capital markets or debt advisory in Nigeria or other emerging or developed markets would be important

Professional Qualification Required

5

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• Governance and Assurance: specialist advice about, and oversight of, the processes, laws and regulations governing our business, predominantly for directors, chief executives and executive committees.

Job Purpose

• Ensuring compliance with the relevant Anti-Money Laundering and Combating the Financing of Terrorist (AML/CFT) and related legislations.
• Monitoring transactions of customers to determine whether the transactions are in line with the customers’ profile.
• Monitoring of sanctions and Politically Exposed Persons (PEP) alerts
• Reporting of Suspicious/unusual transaction reports.
• Rendition of AML/CFT returns to the relevant regulatory authorities such as the Central Bank of Nigeria (CBN) and Nigerian Financial Intelligence Unit (NFIU).
• Monitoring of all regulatory AML/CFT returns to ensure that such returns are rendered timely.
• Carrying out of international & local research to keep abreast of current AML/CFT issues.
• Providing advisory support to the branches/business units on know Your Customer (KYC) issues/enquiries.
• Providing timely responses to all request received from regulators/law enforcement agencies relating to KYC/AML/CFT issues.
• Tracking and remedying all KYC/AML/CFT issues identified in both external and internal examinations/inspections within agreed timelines.
• Providing relevant update to management on all KYC/AML/CFT issues.
• Ensuring that all members of staff are trained on KYC/AML/CFT issues.

Key Responsibilities/Accountabilities

Key Responsibilities

• Provide assistance on compliance issues arising out of fulfilling AML/CFT obligations.
• Keep abreast with the Stanbic IBTC/Standard Bank AML operations, standards and controls.
• Creation of awareness to members of staff on how to identify suspicious money laundering or terrorist financing activity and further assist in the reporting or investigation of suspicious and unusual transactions when required.
• Assist with the review of developed training material pertaining to AML/ CFT.
• Providing advice, support and guidance to both Business and Heads of Compliance in AML/CFT matters.
• Attend to relevant projects or reviews and give input and perform allocated tasks in terms of all projects concerning AML/CFT.
• Work with Group Sanctions desk & Financial Crime Control (FCC) to identify any gaps or areas of weakness that could be exploited for Money Laundering or Terrorist Financing purposes.
• Suspicious transaction monitoring tools to detect irregular transactions systematically.
• Assist in providing AML/ CFT support to Operational areas to ensure effective implementation of controls and processes.
• Assist in compliance measures and determine appropriate remedial action plans (including, where necessary, timeframes and responsibilities).

Key Performance Measures:

• Evaluate AML/CFT risks attached to Stanbic IBTC Bank activities.
• Identify deficiencies in AML/CFT control measures and determine appropriate remedial action plans (timeframes and responsibilities) with the management of the affected area.
• Ensure the reputational risk of Stanbic IBTC Bank and that of its subsidiaries is considered at all times.
• Co-ordinate and provide input into all AML/CFT initiatives.
• Contribute to the AML/CFT framework.
• Ensure necessary development and retention of AML/CFT related documentation/procedures/policies/manuals.
• Assist and advice on the process to identify and monitor PEP’s and other targeted high-risk persons and entities.
• Actively promote, on an ongoing basis, the culture of compliance to Business to ensure that Compliance and the AML/CFT visibility is improved.
• Understand the impact of non-delivery or substandard performance.

• Be meticulous in administration and record keeping.

Internal & External Relationships

• Develop relationships with key business, operational, internal audit & IT staff within the various businesses
• Build relationships & provide AML/CFT guidance to the wider business team

External relationships

• Build relationships with regulators and law enforcement agencies

Preferred Qualification and Experience

• BSc or any other degree qualification
• 2 years Banking experience

Knowledge/Technical Skills/Expertise

• Thinking, problem solving, innovation.
• Analytical skills.
• Decision making.
• Generates focused practical solutions.
• Demonstrates sound judgement.

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Job Purpose

• To provide support to Senior colleagues and Unit Heads for all administrative aspects involved throughout the entire Real Estate finance value chain process (i.e. origination, structuring, execution and closing of projects).

Key Responsibilities/Accountabilities

• Keeping abreast of developments in the local, regional (Nigeria and Ghana) and international Real
• Estate finance market;
• Assisting in writing credit application documents jointly with team members;
• Assist in developing financial advisory and or debt arranging mandates for identified opportunities;
• Developing, building and manipulation of excel spreadsheets and other comprehensive financial
• models for Real Estate finance transactions;
• Working in conjunction with other team members in putting forward innovative financing solutions to
• clients, the bank’s senior management and colleagues;
• Assist in handling client correspondence/contact/relationship from an office management perspective
• Preparing and distributing client Calling Reports in a timely manner;
• Establishing, developing and maintaining relationships with existing and potential clients and
• accompanying other senior members of the bank at client meetings;
• Assist in undertaking financial analysis of company / projects and project financial statements and
• preparing brief internal reports based on findings;
• Assist in developing scopes of work / terms of reference for Technical, Legal, Valuation, Insurance
• and other relevant consultants required for validating project and company assumptions;
• Assist in undertaking data gathering for model / spreadsheet inputs and working alongside relevant
• consultants in finalizing Base Case model;
• Assist in undertaking “high-level” review of project documents in coordination with relevant
• consultants;
• Assist in developing and completion of project deliverables (i.e. Information Memoranda, Project
• Timetable, Financial Models, Term Sheets, etc);
• Monitoring and following up on deliverables being prepared by consultants assigned to transactions;
• Assist in preparing presentation materials and presenting deal structures to other units within the
• bank, at client marketing pitches and to co-financiers;
• Assist in submitting Work In Progress Reports to senior management located in Nigeria and South
• Africa;
• Preparing transaction summaries identifying key follow-up and monitoring steps after transaction
• closing for the benefit of other business groups;
• Preparing files as to be ready for the annual audit process and assist in discussing, responding and
• reacting to comments raised by the Audit division;
• Assist senior members of the department in day-to-day work as delegated and carrying out other
• duties as required by the job;
• Ensure that the policies and procedures of the bank are being followed.

Preferred Qualification and Experience

KNOWLEDGE:

• Bachelor or Masters Degree with minimum of Second Class Upper division (2:1) in Real Estate
• Development or Finance , Built Environment, Economics, Banking & Finance or other related
• Real Estate Finance Unit – Investment Banking

Job Description (Associate)

• The job holder is expected to understand the general dynamics of the Nigerian Real Estate finance market;
• The technical skills required for the role will include computer literacy, particularly with Microsoft
• Word, Excel and Power Point.

EXPERIENCE: 

• The job applicant should have between 4 – 6 years related work experience, preferably from a 
• finance/ real estate background. 

Knowledge/Technical Skills/Expertise

• The technical skills required for the role will include computer literacy, particularly with Microsoft
• Word, Excel and Power Point.

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Job Purpose

• Execution of ECM transactions and assisting with implementation of the overall ECM strategy

Key Responsibilities/Accountabilities

• Preparation of transaction documents including Prospectus, Rights Circulars, Information Memoranda etc
• Preparation of pitch documents including proposals, teasers and other marketing materials
• Project management and implementation for transactions including coordinating other service providers e.g. printers, auditors, lawyers, etc.
• Managing interaction with relevant regulatory authorities, largely as relates to regulatory fillings
• Analyse financial information
• Review company information and conduct relevant researches
• Prepare company valuations and build relevant financial models
• Deep understanding of the domestic regulatory framework and all relevant laws and regulations
• Training of analysts
• Compliance with legal and regulatory requirements and the bank’s procedures and processes on all transactions
• Undertake ad-hoc projects, presentations and initiatives as assigned

Preferred Qualification and Experience

• First degree from a reputable university (minimum of second class upper)
• Additional qualification will be an advantage.

Experience

• At least 3 years’ relevant experience including demonstrable track record of executing capital market transactions

Knowledge/Technical Skills/Expertise

• Understanding and interpretation of financial information
• Financial modelling and valuation
• Good business writing skills
• Proficient use of Microsoft Office Suite
• Knowledge of relevant Nigerian law and regulations including the Companies and Allied Matter Act, the Investment and Securities Act, the Rules of SEC and The NSE

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Job Purpose

• The primary purpose of the job is to actively contribute towards achieving the goals of the DCM team by:
• Support origination of DCM transactions in Nigeria, with corporate entities, supra nationals, sub-nationals and related entities
• Manage or assist manage transaction execution across all product categories including; vanilla bonds and commercial papers, equity linked and structured credit products, as well as supervising analysts in the deal team
• Contributing towards generation of ideas that lead to product innovation, better transaction management and zero tolerance lapses in fulfilment of compliance requirements
• Integration with the various Global Markets, credit structuring and sales platforms, and making use of these areas and technology to incorporate derivatives or other strategic solutions within a financing structure (structured capital markets)
• Assisting with origination and growth of cross border DCM opportunities, thus playing a strong role in the further development of the Standard Bank Group’s DCM franchise
• Building close relationship with investors
• Participating in industry advocacy and contributing to the overall growth of the Nigerian Debt Capital Markets

Key Responsibilities/Accountabilities

• Assist in spotting origination opportunities for both domestic and international DCM transactions
• Pitch book development and preparation of other client marketing materials
• Lead transaction execution and manage the members of the deal team
• Assist with transaction structuring
• Prepare transaction documentation including prospectus, term sheet, financial models, presentations and marketing materials
• Work with the legal team to review all legal documentation, as well as participate in negotiating transaction agreements
• Coordinate and manage relationships with all transaction parties
• Assist with providing ratings advisory service to clients
• Engagement with the regulators, particularly the Nigerian Securities and Exchange Commission, The Nigerian Stock Exchange and National Pension Commission
• Actively drive investor engagement and distribution
• Supervise junior team members (analysts) to acquire knowledge of and apply “Departmental Operating Manual” for DCM unit
• Supervise and monitor analysts to ensure compliance with KYC, mandate approval process, conflicts clearance and other internal processes for all transactions
• Support development of the Investment Banking Analyst Pool
• Ensure that all transaction documentation and processes are in compliance with regulatory requirements
• Actively monitor changes to the rules and regulations pertaining to capital and money market activities
• Representation at industry or regulatory committees

Preferred Qualification and Experience

• Education: BA/B.Sc Degree
• Masters Degree/Professional Qualifications such as ACA / CA / CIMA / CFA advantageous
• Minimum of 3 years working experience
• Experience within debt capital markets or debt advisory/lending in Nigeria or other emerging or developed markets would be important

Knowledge/Technical Skills/Expertise

• Number of pitch books prepared for domestic and international bonds and other origination support
• Number of deals closed and efficiency of execution process
• Positive client feedback on live mandates
• Quality of pitches and transaction documents prepared
• Effectively juggling multiple tasks and sticking to agreed timelines
• Distribution capability for Bonds and Commercial Paper
• Positive improvements in tasks delegated to junior analysts and interns
• Independently developed product solution templates / ideas
• Quality of formal and informal engagement with clients, regulators and investors
• Satisfactory internal compliance and audit ratings

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Job Purpose

Overall management and responsible for Equity Sales within Stanbic IBTC Stockbrokers Limited

KEY JOB MEASURABLES/KEY PERFORMANCE AREAS

•Drives Stanbic IBTC’s Stockbrokers sales strategy around growing and servicing clients while ensuring that it is in line with and supports SBG ’s broader strategy.
•Ensures that the processes, structures, systems and resources required to effectively service existing clients and develop new clients are in place and continuously reviewed, thereby contributing positively to the efficiency and profitability of the StanbicIBTC Stockbrokers Limited.
•Formulate and review a strategy to pursue clients that have never dealt with SISL.
•Formulate and continuously review a strategy to pursue clients already dealing with other divisions of StanbicIBTC but not SISL, but having SISL business.
•Maintain close contact with all internal stakeholders and leverage off their deals that might have SISL content.

Key Responsibilities/Accountabilities

Key Responsibilities

•Transaction Origination
oIdentify new capital raising opportunities and initiatives
oMaintain transaction pipeline
oPitching of new ideas and opportunities to clients
•Transaction Execution
oOversee the structuring and execution of equity capital market transactions
oEnsure that transactions are executed in line with regulatory requirements
oEnsure quality of output is of highest standard

•Relationship Management
oMaintain relationships with key stakeholders including key corporates, prospective clients and regulators (primarily the Securities & Exchange Commission (“SEC”) and The Nigerian Stock Exchange (“The NSE”))
oExplore cross-border transaction opportunities and collaboratory support with counterparts across the Standard Bank Group
oClient interactions during transaction execution
•Coaching and Developing
oEnsure continuous upskill of technical skills
oTrain and develop team members
•Financial
oAchieve yearly revenue targets
oEnsure compliance
•Keep abreast of sector developments locally, regionally and globally

Preferred Qualification and Experience

Qualification
First degree from a reputable university (minimum of second class upper)
Masters in Finance or relevant professional qualification.

Work Experience
At least 7 years experience in executing equity capital raisings
Must have at least 2 years experience of international ECM, at Associate level.

Knowledge/Technical Skills/Expertise

An excellent working knowledge of domestic and foreign equity markets.
A good understanding of macro economics and current economic trends.
At least 3 years experience .
Strong networks within the corporate market.
Experience in high-level relationship building & maintenance.
Development of knowledge of designated sectors

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Job Purpose

• Along with the Country Heads of Transaction Banking, Product Management and Cash Management to drive the P&L and balance sheet component for Cash Management products
• To understand the competitive environment for Cash products (customer needs and behaviour, competitor offerings etc) and to respond to the consequent opportunities or threats in that product or overall business
• Understand the needs of customers and prospects, and thereby business opportunities and threats in targeted segments for Cash Management products
• Support and co-ordinate targets with Sales for Cash Management products
• Articulate a country strategy for Cash Management products and formulate dynamic plans to implement this in the country
• Conduct market research along with TBs / RMs to ensure that new products and opportunities are identified to meet business opportunities in order to grow cash consistent with overall CIB strategy
• Develop and co-ordinate new products and modify existing products within budget and agreed schedules both in-country and with RoA Product Management

Key Responsibilities/Accountabilities

• 1. Strategy, Planning and Budgeting
• Contribute to the sales strategy (with the sales team) for Cash Management products in the country, to meet country sales targets in line with the overall CIB Strategy
• Identify and translate market opportunities into new cash product programs, or enhancements to existing products, in order to generate a profitable business. Includes demonstration of business cases for products, defining features and functionality, P&L projections, and changes required to internal operations and delivery.
• Establish and implement competitive pricing policies and tariff structure to maximise product profitability and shareholder value
• Monitor competitor banks in the market. Keep abreast of their new product offerings / service developments, assess the threat to our business and plan remedial action to maintain a competitive edge for cash products throughout the country
• Identify business opportunities or threats for Cash Management products. Continually scan the business environment for new opportunities or threats and take action as appropriate. Articulate this view in an annually published operating plan
• 1. Developing Client Propositions
• Responsible for the management of assigned new and enhanced products throughout their development life cycle to meet client specific requirements
• Maintain high levels of customer contact through customer workshops, focus groups, client calls, product and concept research to ensure feedback is gained on product offerings, and modifications made as appropriate
• 1. Performance Measurement and Tracking
• Monitor against budgeted revenue and balance sheet forecasts, highlight underperforming products / territories and devise remedial action
• Monitor actual project expenditure against budgeted expenditure to allow finance areas to project future quarters funding requirements
• Monitor overall service standards, maintain good relationship to ensure that quality of service to customers remains superior to competition
• 1. Product Commercialisation
• Plan new product launches, as required, with Business Development, to ensure that new products meet planned revenue and volume targets and / or develop strategies / tactics to gain market share and grow liabilities through new products and existing services.
• Provide technical assistance to facilitate the close of large / complex deals
• Co-ordinate with Marketing and local business areas for the commercial launch of new products, or re-launch of existing products
• Assist with the production of marketing collateral and design post launch sales plans
• Support Group product initiatives and campaigns
• Provide training and on-going support to Transactional Bankers and Relationship Managers, improve product knowledge of sales team.
• 1. Compliance and Regulatory
• Manage projects within the approved methodology time scale and budget, meeting Group standard for Audit, Control and financial reporting.

Internal

o Cash Product Management Head

o Sub Regional and Country Product Heads

o Sub Regional and Country TPS Product Heads

o In-country TPS Sales

o Network Management

o Channel Management

o Operations and IT Team

o Legal, Operations, Risk and Compliance

• Mark

 

o To understand Group and Country Strategy, Product priorities, focus and development plans

• Business development, understanding customer needs, segmentation

o Strategy, funding, product programmes, to gain commitment etc

o To influence delivery of operational capability and to meet functional requirements

External

 

• Customers
• eo Being the focal point of implementation and for solution refinement.
• Ke
• Financial

 

• Overall Cash Management Revenue performance
• Overall Cash Management Balance Sheet performance
• % Improvement in product profitability
• Achievement of commercialisation targets for product launches/enhancements
• Balance Sheet growth
• Market share

 

• Non-financial

 

o Achievement of regional annual operating agenda

• Product training vs targeted training
• % Improvement in agreed service levels
• Structured feedback from clients segment heads
• Product developments delivered on time and within budget
• Audit results
• Extent of market engagement
• External benchmarking of products/services

 

• Key Performance MetricsKey Performance Metricsy Performance Metricsy Stakeholders and Relationships

 

Preferred Qualification and Experience

 

• University Degree.
• Past experience managing a P&L
• 3-5 Years of product management experience
• Relevant client and/or geographical experience
• Past involvement with industry bodies advantageous
• Preferably 5-10 years in financial services
• Experience working in/across multiple geographic locations advantageous

 

Knowledge/Technical Skills/Expertise

 

• Technical
• High familiarity with Corporate Bank and Global Markets product set
• Excellent (market leading) cash product knowledge.
• Interpersonal

 

o Strategic Orientation

• Articulates and implements strategic objectives; provides meaningful input into the strategy/objectives of the business unit; ensures that all client solutions are aligned with and support business objectives

 

o Solutions thinking

• Identifies business opportunities/gaps; draws on and integrates information from a range of relevant sources and stakeholders to realise integrated solutions; forward thinking;

 

Relationship building

• Uses appropriate interpersonal styles and communication methods to influence, build and /or initiate effective relationships with others (colleagues, stakeholders and customers); builds and maintain credibility with others

 

Project Management

• Takes multiple simultaneous tasks/projects/initiatives through to completion within or before defined timelines; reflects the ability to plan, organise and control; effective continuous communication of project status to identified stakeholders

 

Effective communication

• Communicates effectively in a verbal, non-verbal and written manner; Confident and comfortable communicating with a wide range of cultures, audiences and organizational groups and management levels