Head of Corporate Investment Banking (Local Large Corporates)

Posting Range

:24 Oct 2014 - 30 Oct 2014

Description

 Job Purpose
• To directly manage a relationship team covering a portfolio of Large Corporate

banking customers with specific responsibility on local corporate, multinational corporate and public sector entities.
• To be a key member of the Corporate Banking Leadership Team, driving business performance within the specific business/market segments.
• Skills sharing and coaching of members of the corporate team.
• To personally relationship manage and sustain a portfolio of Corporate Banking

customers with specific focus on the Large Corporates, building long term relationships founded on efficient and reliable support for their business. This is achieved particularly through quick risk decisions and managing consistency and quality of operational service.
• The primary objective is to maximize risk-adjusted portfolio contribution, while

balancing the requirements for lending to all such entities vis a vis Reputational risk for the bank.
• The jobholder will be responsible for business development both with new customers and with existing customers where they are expected to increase “wallet share”.
• The job holder will be expected to develop an intimate knowledge of the Large

Corporate market covering diverse industries, relevant regulatory framework and demonstrate the ability to meet with senior management of the Corporates for negotiation of financial transactions.
• This is a key & senior role and the holder will also deputize the Corporate Banking Director in his absence and during such periods, lead the Corporate Banking team and be the focal point in cross-functional interactions.


Core Responsibilities
• Grow the industry/segment portfolio profitability by identifying new and existing

customer potential including sales opportunities and new product promotion initiatives. Leading the team to achieving growth and revenue targets agreed.
• Formulate business development strategies and objectives for the industry/segment to meet changing market needs.
• Monitor conformance of industry/segment using new relationship development

procedures.
• Monitor results of customer surveys for the industry/segment against target service quality standards.
• Monitor levels of complaints and quality of handling for the industry/segment

portfolio.
• Proactively research, competitive threats/opportunities within the segment’s market and geographical area.
• Communicate all key messages to customers including agreed service standards, negotiated pricing, relationship team contact points (including introductions to new personnel) and new product changes.
• Conduct annual and if appropriate, interim reviews of customers borrowing facilities
• Conduct annual and if appropriate, interim reviews with non-borrowing customers
• Determine the products that are most effective in meeting customers’ needs and be able to sell these at short notice both reactively and proactively.
• Deputize the Corporate Director in his absence and attend CMC, Board, Alco plus other country leadership meetings as may be required, delegated and/or directed. Provide leadership to the Corporate Business during this period.
• Manage performance of the industry/portfolio against key financial (risk-adjusted

contribution) sales, service and operational targets.
• Champion, manage and monitor implementation of change impacting the portfolio and business area and arising from central and local corporate change programmes.
• Consult customer owners/managers on financial/credit issues and general business practice/ideas.
• Develop Customer Relationship Plans for customers in portfolio.
• Work closely with the Relationship Managers in driving and delivering business

performance in the Business Area. Also engage the Corporate Director closely in driving performance.
• Research, create and follow up on a target list for potential new business.
• Identify priority customers using the Customer Relationship Planning templates to

assess their present and potential contribution. Ensure the plans are updated regularly being “live” documents.
• Control the quality of the portfolio, using available triggers and adherence to Risk

management guidelines and policies.
• Help in leading the RMs and CMAs within the Corporate Banking team using a team based management approach.
• Help team members to identify strengths and weaknesses in their own skills and

attributes, review their self-development plans and ensure training and development needs are accommodated.
• Help in coaching team members on relationship development, service quality and risk.
• Assess managers’ performance against contract.  Review and input to Performance Development Reviews.


Skills required undertaking the role
• Outstanding relationship and interpersonal skills
• Strong selling and negotiation skills
• Strong Presentation Skills
• Relationship Skills
• Credit Risk Skills
• Leadership and Team skills
• Communications skills

Personal Attributes:
• Commercial/sales focus   
• Adaptability
• Business development   
• Decision making
• Managing Relationships   
• Team results
• Innovative     
• Active listening

 Knowledge of the bank’s products, services and policies required to undertake the role:
• A detailed knowledge of the Core set of products
• For Complex products, will have a detailed knowledge of the requirements of the more sophisticated customers.
• Introduce the product and co-ordinate the introduction of the relevant Group product specialist.
• A good knowledge of the products and services available in the Personal Sector is also required.
• A broad understanding of policies and strategies within the country as they relate

to the demands of the customer base.
• A detailed understanding of Country and CBRM guidelines and credit risk policies.

Head of Corporate Investment Banking (Local Large Corporates)