Manager, Business Development International at Standard Bank Group

Job Purpose:

Responsible for business development and marketing (using the group function) of Offshore Group and Stanbic Kenya services to target clients in the region. Identify structuring opportunities for existing Wealth and Investment Clients, Corporate and Business Banking and prospects from internally referred clients, generate referrals through other channels including intermediaries such as lawyers, accountants, tax advisors and property specialists and own network.

Provide specialist product support to Kenya Wealth and Investment and Kenya Affluent teams and Wealth Management teams in London, Jersey, Mauritius and across Africa to assist them in marketing Standard Bank’s products and services. Maintain and grow intermediaries and introducers network on a regular basis.

Key Responsibilities:

Develop and drive the new business strategy in order to meet new clients and revenue targets

• Develop and drive the Standard Bank Offshore Group “SBO” strategy by growing and  serving clients while ensuring that it is in line with and supports the bank’s strategy.
• Formulate and continuously review strategy to pursue new clients SBO and Stanbic Kenya opportunities.
• Maintain close contact with all internal stakeholders and leverage off transactions which might have SBO and Stanbic Kenya opportunities.
• Identify new SBO and Stanbic Kenya clients’ needs and facilitate suitable products to meet their requirements.
• Achieve new clients target for the SBO and Stanbic Kenya as agreed with line management.
• Achieve revenue target associated with new clients for the SBO and Stanbic Kenya agreed with line management.

Develop and grow internal and external relationships in order to enable cross-selling and collaboration

• Establish, grow and maintain a broad network of strategic stakeholders both internal and external to Standard Bank Group in order to ensure that the correct communication and decision-making channels are open and available.
• Support Wealth Managers in developing relationships with clients to ensure that the strategy and business objectives of the client and the bank are achieved.
• Build credibility across all levels within and external to the SBO and Stanbic Kenya via the skillful application of specialist knowledge and relationship building skills.
• Ensure that supportive, open relationships exist between Wealth Managers, Trust
• Relationship Managers and other relevant stakeholders within the Group.
• Gain leads and access to strategically influential stakeholders in corporate organizations in order to introduce them to the benefits of the SBO and Stanbic Kenya business.

Build and maintain network of African focused intermediaries and business introducers in order to win client referrals

• Build and maintain relationship with existing intermediary network with the objective of seeking new client referrals.
• Identify new intermediaries and business introducers with a view to offer suitable
• SBO and Stanbic Kenya products to their clients in the most beneficial manner possible.
• Maximize profitability on income/revenue derived from SBO and Stanbic Kenya clients.
• Promote Investment, Lending and Trust and Fiduciary products through distribution channels by providing support, information leads and referrals to Standard Bank and approved agents.

Produce business development plan in line with strategy and ensure effective management reporting

• Understand the strategic business drivers, opportunities, challenges, needs, competition and threats inherent in the environments/business sectors within which clients operate.
• Acquire insight into local and international trends, developments and benchmarks within the financial sector, banking and specifically Trust and Fiduciary products.
• Understand both traditional and non-traditional competitors, their drivers, products, strengths, vulnerabilities, market share/client base and the impact that these factors have on SBO and Stanbic Kenya value proposition to the client base.
• Produce business development report for submission to monthly performance management meetings.
• Produce quarterly progress report on business development initiatives against annual business development plan for submission to the East Africa Exco.

Identify and manage risks of potential clients to ensure compliance with Group and regulatory standards

• Identify and manage business risk indicators for clients and the bank by ensuring that products and service offerings are packaged and structured to minimize risk to protect the interest of both parties.
• Ensure that all business undertaken meets the Bank’s required standard and all risk,
• credit and compliance policies are observed.

Attract talent and participate in improving employee engagement

• Attract and retain the best talent for the SBO and Stanbic Kenya business.
• Play an active role in improving overall Employee Engagement Scores (“EES”) scores year on year and take action to address points of improvement as agreed with line management.

Qualifications

• First Degree; Finance and Accounting/Business and Commerce.
• Professional qualification, e.g. ICSA, STEP, ACCA
• 7-10  years Wealth Management and Investment
• At least 8 years’ experience in direct financial product sales
• Strong financial acumen in order to formulate offshore financial solutions that are client-focused and profitable to the Group.
• Ability to identify investment, structuring, lending opportunities, presenting proposals and executing such for for HNW clients