Manager Client Coverage – Banking Angola

Job Description

 Key Responsibilities

&#149  Lead the development and execution of strategic client plans (together with the core CST) and manage and drive the implementation of client plans.

&#149  Continuously research and analyse the clients’ business context, operations and financial performance.

&#149  Identify individuals best suited to meet the client’s needs across products to form part of the core Client Service Teams (CSTs) (i.e. based on client opportunity and to be reviewed regularly).

&#149  Manage Client Relationship Teams across relevant geographies (when applicable) by ensuring that individuals are clear on their contribution and expected outcomes.

&#149  Leverage, engage and collaborate with the Bank’s internal network to ensure that all the Bank’s relevant expertise is brought to bear in every client interaction, robust and stable client service (in partnership with business lines) is maintained, client results are delivered and that any impediments to client delivery are overcome through the availability of credible internal resources to build and leverage strong long-term relationships with the client’s key decision makers

&#149  Regularly communicate client strategic opportunities to the extended CST, and lead effective communication sharing within the CST.

&#149  Develop critical relationships with client decision makers and regularly define and communicate commercial opportunities for new and existing clients.

&#149  Oversee the execution of client activities in line with developed strategic client plans.

&#149  Develop and align detailed client marketing plans (with inputs from the GM, TPS, Risk and IB coverage) and drive the client’s pricing and ROE (including relevant drivers e.g. risk grade, industry outlook, etc.)

&#149  Coordinate relevant programmes for each client (including entertainment and economic/sector road shows) and participate in key decision making activities by the client to ensure that the bank is included in any request of advisory and financing services.

&#149  Develop in-depth knowledge of the client’s strategy, business, financial performance, industry outlook/trends, specific sector knowledge and general macroeconomic issues and trends in the country and other relevant geographies and ensure that this is transferred to the relevant internal stakeholders.

&#149  Ensure the administration and analysis of the Client Service Surveys, as well as the implementation of focused action plans needed to address the gaps identified.

&#149  Support the Global and / or Sector Head in the overall management and coordination of the client relationship and client/sector strategy including the provision of input into the strategic direction and value proposition.

&#149  Maintain detailed and current understanding of external markets (at country, sector and client level) to ensure that new opportunities for the bank are capitalised and threats are quickly identified.

&#149  Drive and own annual budgets together with product houses and monitor actual performance against budget, drive product cross-sell and client profitability.

&#149  Manage overall client cost and revenue including the monthly tracking of revenue contributions per client as well as the understanding of key drivers and variances to proactively respond to threats of reducing opportunity.

&#149  Drive and provide input to timeous preparation, review, sign-off and motivation of PCC and credit paper submissions (managing end-to-end credit process including facility letters, regularisation of conditions, etc.) and optimally allocate credit limits and manage exposures across product and geography.

&#149  Maintain a proficient knowledge of products, services and capabilities across the bank (in all relevant geographies and sectors) to ensure relevant and informed client conversations.

&#149  Conduct portfolio ROE (vs. prior year and budget) analysis, Cross Sell Ratio for portfolios, portfolio credit losses and write-offs, pro-active portfolio management resulting in zero losses in the portfolio (including excess management and facility compliance), portfolio actual revenue and net profit growth analysis and pro-active management of the portfolio pipeline and activities using the appropriate tools.

&#149  Conduct set routine activities such as, produce monthly reporting, reviewing of pricing, interest rates, etc.

&#149  On an annual basis, review the pricing concessions.

&#149  Ongoing review of client base for potential High Risk clients.

&#149  Guide the development and review credit paper for submission to the Product Credit Committee (PCC). 

&#149  Guide the development and review appropriate documentation to complete annual credit review.

&#149  Act as escalation point for any identified risks.

Desired Skills and Experience

&#149  Undergraduate qualifications in Finance, Economics, Accounting or other relevant degree or NQF equivalent.

&#149  Other relevant qualifications including post graduate qualifications such as an MBA is considered a bonus

&#149  Minimum of 5 years of relevant experience.

&#149  Minimum of 3 years experience in the client service environment.

&#149  An additional 3 years within the credit or product environment is considered an advantage.