Custody Sales Manager at Equity Bank Kenya

Job Purpose: 

The Custody Sales Manager is responsible for driving the growth of the Bank's Custody Services business by acquiring new institutional and retail clients, expanding existing client relationships, and promoting the Bank's custody solutions across target market segments. The role is accountable for developing and executing sales strategies, managing the business development pipeline, identifying market opportunities, and collaborating with internal stakeholders to deliver tailored custody solutions that meet client needs while supporting the Bank's strategic growth objectives.

The role serves as the primary commercial interface between the Bank and institutional investors, fund managers, pension schemes, insurance companies, development finance institutions, sovereign entities, and other capital market participants, ensuring exceptional client experience throughout the sales lifecycle.

Key Responsibilities: 

Business Development & Sales

• Develop and execute the country’s custody sales strategy to grow assets under custody, client portfolio, and revenue.
• Identify, originate, and convert new custody business opportunities across institutional and corporate market segments.
• Build and maintain a strong pipeline of prospective custody clients through market intelligence, networking, referrals, and industry engagement.
• Lead client acquisition efforts, including preparing proposals, responding to Requests for Proposals (RFPs), conducting presentations, and negotiating commercial terms.
• Achieve agreed sales, revenue, and profitability targets for the custody business.

Relationship Management

• Develop and manage strategic relationships with institutional investors, pension funds, fund managers, insurance companies, asset managers, development finance institutions, and other capital market participants.
• Grow existing client relationships by identifying cross-selling and up-selling opportunities across the Bank's product suite.
• Conduct regular client engagement meetings, business reviews, and market updates to strengthen relationships and improve client satisfaction.
• Serve as the primary commercial contact for custody clients and coordinate timely resolution of client issues with internal teams.

Product Development & Market Intelligence

• Monitor industry trends, competitor activities, regulatory developments, and market opportunities to enhance the Bank's custody value proposition.
• Work closely with Product Development and Operations teams to enhance existing custody solutions and develop new products aligned to market needs.
• Support the launch of new custody products, market initiatives, and digital capabilities.
• Collect client feedback to improve service delivery and product competitiveness.

Stakeholder Management

• Collaborate with Relationship Management, Treasury, Corporate Banking, Investment Banking, Risk, Compliance, Operations, Legal, and Technology teams to deliver seamless custody solutions.
• Build strong relationships with regulators, stock exchanges, central securities depositories, brokers, registrars, and market infrastructure providers.
• Represent the Bank at industry forums, conferences, and professional events to enhance market visibility and generate business opportunities.

Sales Governance & Performance Management

• Maintain an accurate sales pipeline and customer relationship management (CRM) records.
• Prepare regular sales reports, forecasts, market intelligence reports, and business performance updates.
• Ensure all sales activities comply with regulatory requirements, internal policies, and customer due diligence standards.
• Support onboarding processes by coordinating with Operations and Compliance to ensure timely client implementation.ence standards.
• Support onboarding processes by coordinating with Operations and Compliance to ensure timely client implementation.

Qualifications

Education and Experience: 

Academic Qualifications

• Bachelor’s degree in finance, Banking, Economics, Business Administration, Accounting, or a related discipline from a recognized university.

Professional Certifications

• CISI Certificate or Diploma in Securities Services, Capital Markets, or Investment Operations is an added advantage.
• ACI Dealing Certificate, CFA, or other relevant financial markets certifications will be an added advantage.
• Professional qualifications in Sales, Relationship Management, Banking, or Capital Markets are desirable.

Experience: 

• Minimum of five (5) years' experience in Custody Services, Securities Services, Institutional Banking, Corporate Banking, Treasury Sales, Capital Markets, or Financial Markets.
• Proven experience in institutional sales, relationship management, or business development within the financial services sector.
• Demonstrated track record of originating and closing institutional business opportunities.
• Experience engaging institutional investors and capital market participants will be an added advantage.

Key Skills and Competencies: 

• Strong knowledge of custody and securities services sales, business development and client relationship management.
• Good understanding of capital markets, custody products and post-trade services.
• Ability to manage sales pipelines, prepare commercial proposals and negotiate client solutions.
• Sound understanding of regulatory, compliance and operational requirements relating to custody services.
• Strong stakeholder management, communication, negotiation and presentation skills.
• Ability to identify business opportunities, cross-sell products and deliver client-focused solutions.