Relationship Manager (Global Banking)

Company Description:

Citi, the leading global financial services company, has approximately 200 million customer accounts and does business in more than 140 countries. Citi provides consumers, corporations, governments and institutions with a broad range of financial products and services, including consumer banking and credit, corporate and investment banking, securities brokerage, and wealth management.

Job Purpose:

• The RM will be responsible for a portfolio of SA based Multinational Corporate Subsidiaries of Global Banking Multinational parent companies located around the world.  The focus of this role is to originate net new revenues from the full suite of ICG products
• Direct responsibility for driving the GSG portfolio and elevating the presence of Citi and GSG within the country through disciplined calling, local client events and encouraging the outside Citi network to focus on your country
• Strengthen the entirety of the client relationship by working closely with product partner across ICG.
• Develop both professional and personal relationships to solidify relationships and achieve goal of trusted advisor
• Key Citi SA contact point & ultimately responsible for all aspects of the relationship with the customer, including revenue generation, sales and service provision, compliance and risk management.

Job Background/Context:

• GSG serves a select number of world leading corporations that demand the highest standards and world class / quality coverage
• We strive to be the market’s leading provider of financial services to local affiliates of Citi ICG Clients: the world’s largest and most prominent multi-national corporations
• The GSG RM is a key member of a unique global relationship network that is widely regarded by global players as being best-in-class in terms of client coverage and delivery of banking solutions in over 100 countries
• GSG South Africa (“GSG SA” or “the Unit”) reports directly to Banking South Africa, and GSG EMEA on a matrix basis. The unit is based predominantly in Johannesburg, with representative offices in Cape Town and Durban, and is staffed by a GSG Head, 3 Team Leaders, RMs and Relationship Associates (“RAs”) who support the RMs.
• NB : this is not an SME/MME position – it is focused purely on the Corporate sector and competes with the Corporate divisions of local and international banks

Key Responsibilities:

• Partner with PAM teams, Risk, Service organisation, product and sales teams to achieve the best solutions for the client.
• Prospect new SAM clients and acquire new business from these clients building up a local relationship.
• Design and deliver innovative TTS and Non-TTS solutions to help the clients manage their foreign exchange and interest rate risks, balance sheets, working capital and supply chain activity to meet their corporate goals
• Ensure we are fully connected with all Global Banking compliance and risk management policies.  Manage credit allocations with PAM Team and work on stand-alone credit reviews as required.
• Improve knowledge of Clients’ needs from information sharing, and regular face-to-face client calling program.
• Become a true trusted advisor to local CFOs/Treasurers. Identify & anticipate structured / corporate finance, as well as TTS solutions to meet the requirements of the clients
• Enhance collaboration across all product and customer groups. Partner with all product specialists to drive overall client satisfaction, build client loyalty, and respond to client escalation issues
• Understand the dynamics of the local financial markets, banking industry and regulatory environment
• Know your competition and be able to provide critical input to win transactions
• Manage client’s expectations and effectively engage in difficult discussions with clients
• Analyse performance results – interpret and adapt strategy to optimise services and financial performance
• Business Results: revenue targets dependent on portfolio; executing coverage strategy & business plan for names managed in the portfolio including account planning and calling strategy; know the competition and be able to provide critical input to win transactions.
• Leadership: set clear and measurable goals for self; deliver against own and the Unit’s targets/goals; potential understudy of Team Leader.
• Customer Effectiveness: Primary banker on a portfolio of clients; major share of customer wallet; multi-product penetration; strong Customer Satisfaction Index (VoC) rating; strong customer relationships resulting in invitation to participate in all relevant deals.
• Execution Skills: implementation and execution of solutions; ability to put together and coordinate deal teams; anticipates customer needs; anticipates and executes credit requirements with an ability to initiate, motivate and manage credit exposure; results driven; effectively manage bank sales and service delivery to customers; design solutions to current problems in ways that also address future needs; ability to coordinate and lead deal teams.
• Risk Skills: Credit Officer (or strong propensity to achieve CO status in near term); proven Risk skills; credibility with the Risk organization.
• Professional Standards:  solid track record; high accountability and responsibility; high professionalism; ability to anticipate customer market needs.
• Personal, Business & Technical Proficiency: service oriented; sound judgment; knowledge of broad range of Corporate banking products; strong user knowledge of MS Office suite; ensure Compliance and KYC policies adhered to for customer base.
• Relationships – Internal & External: access to customers on all levels; ability to determine and gain access to emerging leaders and players of customer organization; leverage internal expertise to deliver superior advice, products and services; become clients’ Trusted Advisor; work closely with internal partners to drive client satisfaction and build client loyalty, and to develop innovative solutions to meet specific customers’ needs; alignment of bank resources for results.
• Global Effectiveness: understanding and effectively managing Citi’s global capacities and complexities; sound credit management; strong internal network.

Development Value:

• Effective leadership; Multi-functional job scope – interaction across all areas of the bank; Self Direction; Customer Focus; Ability to utilize information effectively; Continuous learning; Creating partnerships; Global Effectiveness; Ability to keep up the pace and speed with the market; adapting to the high performing culture of Citi.
• Exposure to SAM and Emerging Market Champion clients. Broadening of network relationship management skills, sales processes and the knowledge of TTS & Non-TTS product suite. Usage and refinement of & credit skills. Drive the target market and being successful in a highly competitive market.

Knowledge/Experience:

• Products: In-depth understanding of banking products – loans (short and long-term), cash management, trade products and finance, FX, interest rate hedging, liquidity management. Good understanding of corporate & structured finance; DCM; derivatives products.
• Market: In-depth industry knowledge. Proven existing customer relationships; Proven track record of senior relationships
• Functional: In-depth understanding of compliance issues, global and local regulatory requirements; experience in working with and within a matrix organization and cross-functional teams.

Skills:

• Strategic thinker and ability to re-align timeously in line with market dictates.
• Strong Sales / Customer and Business Development skills.
• Strong communication skills – verbal and written.
• High standards.
• Relationship building.
• Strong influencing & negotiating skills.
• Planning skills, Time management and prioritisation of key deliverables.
• Decision-making.
• Process and Controls.
• Managing a Matrix.
• Deal Origination and Execution Skills.

Qualifications: A Bachelors Degree or equivalent experience

Competencies

• Ability to leverage the Citi global network & handle  complex, challenging environment and to originate and close deals/provide solutions.
• Proven ability to act as a financial advisor.
• Ability to coordinate and manage customer credit & marketing activity.
• Reliability.
• Leads by example.
• Sound business judgment.
• Ability to manage risk.
• Driven and results oriented.
• Integrity, Respect and Balance.
• Tolerance for risk & ambiguity.
• Perseverance.
• Flexibility.
• Presence.
• Attention to detail and accuracy.
• Ability to take the initiative, self- starter.
• Ability to handle conflict effectively.
• Team player.
• Accountability & ownership.
• Respect for Compliance & Controls
• Commitment to learning.
• High tolerance for work pressure.
• Strong time management.

Location(s): South Africa, Zambia, Nigeria, Cameron, Congo