Sector Head - Consumer Client Coverage

Stanbic IBTC Bank is a leading African banking group focused on emerging markets globally. It has been a mainstay of South Africa's financial system for 150 years, and now spans 16 countries across the African continent.

Standard Bank is a firm believer in technical innovation, to help us guarantee exceptional client service and leading edge financial solutions. Our growing global success reflects our commitment to the latest solutions, the best people, and a uniquely flexible and vibrant working culture. To help us drive our success into the future, we are looking for resourceful individuals to join our dedicated team at our offices.

We are recruiting to fill the position below:

Job Title: Sector Head - Consumer Client Coverage

Job Ref ID: 80456804A-0001
Location: Walter Carrington Crescent, Lagos
Job Type: Full-time
Business Segment: Corporate & Investment Banking

Job Description

• To lead the client capability across a department, independently managing and growing a portfolio of complex clients and internal relationships across the end to end client engagement value chain, to ensure the clients' needs are fulfilled, while managing risk, delivering exceptional client experience and achieving defined revenue targets.
• Act as a trusted advisor, negotiating change and coordinating the origination and execution of client centric solutions across direct area of responsibility.
• Own, manage and maintain the client life-cycle and client data for a department / assigned client portfolio.
• Identify core themes and opportunities at a department level and use these to inform the identification of target clients.
• Co-ordinate strategic dialogue across CIB and broader banking franchise, contributing client insight and expertise, aligned to the universal Sector Coverage strategy to define target clients (existing and new to bank), manage risk and achieve revenue growth in line with 3 year time horizon.
• Utilise research, analysis and insights to lead and manage the client service team (CST) in the ideation and development of the client strategy and plans to enable effective client engagement and opportunity identification.
• Compile portfolio target revenue, forecasting and performance metric (CROC) to deepen the client share of wallet (SOW).
• Build client centric, sustainable relationships with senior management and executive level key decision makers, act as trusted advisor and intermediary delivering relevant SBG value propositions and solutions to contribute towards the clients growth and grow share of wallet.
• Operate at treasury and C-suite level (may need some support).
• Represent and build the SBG and CIB profiles by attending and participating in conferences, workshops and expert panels sharing strategic thought leadership on client and sector opportunities and the SBG and CIB client value proposition.
• Ensure the CST gets deal closure and executes the deal end to end. Act as the primary internal point of client oversight, navigating, coordinating and collaborating cross functionally to leverage solution sets sitting across SBG to unlock the client relationship and critical opportunities.
• Drive complex deals through the organisation, motivating and influencing the internal client engagement value chain to drive delivery of relevant solutions and client experience.
• Co-create solutions in collaboration with segment / product teams, including ideation for delivery of new business lines that contribute to clients’ digital journeys.
• Collaborate across SBG (sales, product, risk) to monitor, track, encourage and motivate for the development of new / modified solutions in response to changes in the client reality, to stay relevant and on target.
• Manage trade offs within the CST to achieve CIBs long term profitability and delivering the client and sector strategy.
• Lead the CST in defining and refining solutions, negotiating contract terms and determining pricing strategy to contribute to CIBs long term profitability.
• Act as first line of defence by gaining a clear understanding of potential risk to effectively manage exposures and operational loss for the client portfolio.
• Own and manage NBAC process and support and influence credit paper submissions with a responsibility for optimally allocating and utilising credit limits.
• Essential Functions Oversee client performance and exposures in line with client risk strategy to provide early warning signals of deterioration.
• Limit potential NPLs with a view to achieving agreed credit loss ratios.
• Oversee and monitor the implementation of applicable policies, systems, processes and procedures to ensure compliance with CIB risk and regulatory framework and fulfilment of all relevant risk and business control requirements.
• Begin to demonstrate the ability to influence and build capability across CIB to deliver the mandate / deliver against the client and sector strategy.
• Manage the achievement of objectives through effective leadership of the team, including allocating clients, setting targets against each client, reviewing the quality of work, providing feedback and promoting personal and professional development in order to build the overall capability of the team and drive improvements in performance.
• Promote the desired culture and a compelling and meaningful shared purpose by aligning to the business people priorities for leadership, diversity and inclusion.

Qualifications

• Type of Qualification: First Degree.
• Field of Study: Business Commerce.

Experience Required:
Relationship Management:
Client Coverage:

• 12-15 years: Advanced experience leading client engagement at executive level, acting as a trusted advisor.
• 12-15 years: Demonstrate advanced experience working in a deal team, leading and managing cross functional teams to drive client centric solutions, deliver revenue growth and a comprehensive client experience.
• 12-15 years: Demonstrated track record applying sector trends and strategic insights to developing solutions and opportunities for client growth.
• 12-15 years: Demonstrate mastery of the Client Coverage business and how it fits within the broader bank and competitive environment.
• 12-15 years: Experience in risk management and fulfilling the role of "first line of defence".
• 12-15 years: Seasoned experience in conducting, collating and reviewing detailed financial and / or valuation analysis.

Behavioural Competencies:

• Articulating Information
• Conveying Self-Confidence
• Developing Strategies
• Examining Information
• Exploring Possibilities
• Interacting with People
• Making Decisions
• Providing Insights
• Pursuing Goals
• Seizing Opportunities
• Showing Composure
• Understanding People.

Technical Competencies:

• Business Development
• Client Knowledge
• Client Retention
• Client Servicing
• Risk Management.