Head of Markets Corporate Sales at Standard Chartered Bank Kenya

JOB SUMMARY

• The role is responsible for leading the Markets Corporates Sales business for Kenya through provision of solutions for the bank’s portfolio of corporate clients.

RESPONSIBILITIES

Strategy

• Develop and execute a Country Corporate Sales strategic plan in Kenya that is coherent and designed to 'win' at the country level consistent with the Global Markets, Markets Sales Strategy within approved risk appetite and portfolio standards. The strategy will cover all Corporate segments, and include a robust risk, governance and control framework, and the people plan required to support sustainable delivery with 12-month specifics and a 1-3year view. 
• Drive Corporte Sales (Corp Sales) initiatives, lead country Corp Sales meetings, manage communication and feedback between Corp Sales and Markets Head, Markets Trading, Corporate & Institutional Banking (CIB) Kenya and other cross-functional stakeholders both in-country as well as outside Kenya.
• Drive multiple key country-pair corridors; improve our performance in banking the Cross-border Trade and Investment flows in Kenya 
• Accountable for bottom-up investment and business planning for Kenya to the East Africa region.

Business

• Interpret and implement client strategy (and exceptions) — including appropriateness and suitability — at the country level in Kenya consistent with the global Markets Strategy. 
• Drive account planning and active management of key Corporate clients in Kenya to develop the Markets wallet.
• Deliver on the Corporate Sales budget for Markets Sales Kenya, including any signed-off offshore budgets or budgets booked elsewhere. 
• Ensure development of support platforms which (through people, technology, and processes) matches needs of client facing activities in Kenya. 
• Involved in active monthly performance monitoring for Corp Sales Kenya - spot areas of underperformance and take corrective action. 
• Utilise country/regional MIS to drive results. 
• Develop a thorough appreciation of each allocated customer's business, and understanding of their potential needs for Financial Markets products, through regular liaison with SCB's principal RM for each customer as well as through direct contact with the customer. 
• Ensure speedy and positive response to all requests from customers for a specific transaction, or for more general advice, or introduction to a more appropriate contact within SCB, whether or not the request is from the specifically allocated group of customers. 
• Active dialogue with key clients — knows their needs / get involved to address key issues. 
• Work closely with stakeholders to drive strategic client agenda. 
• Work closely with the Trading desks to ensure risk is managed and transferred adequately, the Bank continues to respond to market changes in a timely manner and efficiency on pricing client transactions.

Processes

• Ensure that all Corp Sales processes in Kenya are adhered to in line with approved policies and procedures 
• Ensure that all Corp Sales processes & controls in Kenya conform to the group standard, and where they deviate approval is sought from the appropriate governance forum. 
• Ensure that Corp Sales processes and controls in Kenya are monitored and report in line with the group operational risk framework. 
• Ensure that for Corp Sales Kenya, thorough root cause analysis is performed on operational risk event and deficiencies acted upon. 

People & Talent 

• Champion and act as a role model of the Group's values and culture for Corp Sales. 
• Lead through example and build the appropriate culture and values in line with the Bank's values. Set appropriate tone and expectations from the team. 
• Build a Corp Sales team in Kenya capable of ensuring delivery of the business' short and longer-term objectives through: 
• Coaching, guidance and management of the Kenya Corp Sales team to ensure they deliver against the ambitious financial, non-financial and risk/control objectives. 
• Identifying and addressing the top issues/opportunities for performance improvement 
• Accelerating the next generation of leaders 
• Driving an environment of collaboration, both within the Corp and FM Sales Kenya team; in country with CIB and FM trading teams and wider Group, to ensure issues are raised and blockages are resolved in a timely manner. 
• Developing succession plans for Kenya Corp Sales that identify gaps in bench-strength; subsequently implementing action plans to ensure ready-now talent is available. 
• Developing workforce plans for Kenya Corp Sales to deliver country business strategy (aligned with Regional and Global Corp Sales strategy) in partnership with country head of Markets and HR. 

Risk Management

• Liaise with Operations concerning customer feedback received on service delivery quality, in order to seek improvements in service delivery where viewed as necessary from the customer's perspective. 
• Where applicable, ensuring that Market Risk and Counterparty limits are not exceeded. 
• Maintain an adequate control environment and operational procedures to prevent loss arising from nonadherence to controls. 
• Make sure the Corp Sales Kenya team is aware of and comply with data confidentiality requirements 
• Make sure any delegation of formal authority is correctly documented and recorded, and where relevant location managers are informed. 
• Ensure portfolio owners are responsible for all trades booked to the portfolios. Corp Sales Kenya staff should not be booking to unauthorised portfolios / accounts. 
• Ensure any operational losses are investigated and monitored to avoid reoccurrence 
• Ensure Personal Account Dealing policy and procedures are observed by the team 
• Ensure that all business or transactional related conflicts of interest touching on Corp Sales are identified and mitigated as necessary. 
• Run business in controlled manner; active ownership of key risk / control matters, with quick / effective escalation. 
• Ensure that any Appropriateness & Suitability breaches and unauthorised credit excesses are fully investigated, closed and disciplinary action (where applicable) on responsible staff taken. 

Governance 

• Provide oversight to the Corp Sales staff in Kenya, ensuring compliance with the highest standards of regulatory conduct and compliance practices as defined by internal and external requirements. This includes compliance with local banking laws, other applicable laws (e.g., laws governing securities activities, company law) and anti-money laundering regulations and guidelines. 
• Embed the Group's values and code of conduct to all Corp Sales Staff to ensure that adherence with the highest standards of ethics, and compliance with relevant policies, processes and regulations among employees form part of the culture 
• Engage with all audit report findings, relevant to the Corp Sales business in Kenya and ensure feedback is acted upon. 
• Ensure the discharge of any personal or individual statutory, legal or regulatory responsibilities that apply by reason of any registration or regulatory approval held, or by occupying this role. (Corp Sales Heads are not designated Above the Wall unless specified) 
• Accountable for all escalation from country to Regional Head of Corp Sales, Country Head of FM and country and regional governance committees or to other stakeholders in senior management, risk or control functions as appropriate 
• In collaboration with Head of Markets, develop and sustain relationships with clients to ensure that the Bank is viewed as a thought leader and active market player. In addition, ensure a broad approach to engagement, not just with clients but with other thought leaders and power-brokers/policy influencers in the country. 

Regulatory & Business Conduct 

• Display exemplary conduct and live by the Group’s Values and Code of Conduct. 
• Take personal responsibility for embedding the highest standards of ethics, including regulatory and business conduct, across Standard Chartered Bank. This includes understanding and ensuring compliance with, in letter and spirit, all applicable laws, regulations, guidelines and the Group Code of Conduct.
• Lead the Kenya Markets Corporate Sales to achieve the outcomes set out in the Bank’s Conduct Principles 
• Effectively and collaboratively identify, escalate, mitigate and resolve risk, conduct and compliance matters.

Key Stakeholders

Internal 

• Country Head of Markets 
• Cluster Head of Markets Corp Sales – East Africa
• Regional Head of Corp Sales – ASEAN, ASA, & AME 
• Country Head of Coverage
• Coverage Relationship Managers 
• Integrated Middle Office
• Branches / Branch Support
• Markets team 
• Operations (Markets, etc) 
• Legal and Compliance 
• Credit Management & Counterparty Credit Risk (CCR)
• FX / Rates / Credit Trading Teams – Onshore & Offshore
• Client Coverage Teams 
• Legal & Compliance 
• Structuring 

External 

• Regulatory Authorities 
• Existing and prospective Clients        

Competitors

• Industry bodies such as ACI

Other Responsibilities

• Embed Here for good and Group’s brand and values in Kenya; Perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures.

Qualifications

• Membership – ACI Kenya 

Role Specific Technical Competencies

• Cross-Selling
• Client Pitching
• Financial Risk Management
• Product Knowledge in;
• Forwards and Futures Hedging 
• Credit Derivatives 
• Commodities Over The Counter  (OTC)
• Foreign Exchange 
• Interest Rate Options- Caps and Floors 
• Interest Rate and Currency Swaps 
• Money Markets 
• Structured Derivative Notes and Swaps