Relationship Manager for Investors, CCIB at Standard Chartered Bank Kenya

Role Responsibilities 

• To establish RM would be responsible for Origination and would work closely as a team with the CA and CCM in deepening relationships and driving revenue growth.
• The RM is overall responsible for post deal account maintenance and managing the risk associated with the portfolio. He has an overview on CCM who holds direct responsibility for post transactional activities and the CA for credit related activities
• RM would be responsible for Origination and would work closely as a team with the CA and CCM in deepening relationships and driving revenue growth.
• The RM is overall responsible for post deal account maintenance and managing the risk associated with the portfolio. He has an overview on CCM who holds direct responsibility for post transactional activities and the CA for credit related activities.

Business

Origination

• Identify prospect and convert in line with Bank’s appetite.
• Ensure quality of the sales pitch and lead them with the clients. Also review the Term sheets before delivering to clients.
• Work with CA and obtain all pre-deal clearances.
• Effectively use CRM for managing a healthy pipeline and also a record of client calls and discussions.
• Oversee CCM to ensure smooth on-boarding of client after thorough completion of documentation and other processes.
• Senior client calling and briefing on a regular basis for account maintenance and deal negotiation. Also engage senior internal stakeholders for marketing, credit and any other pertinent issues. 

Client on-boarding & deal execution

• Work closely with CA, product partners, GAM/FAM and analyze a) wallet size b) determine appropriateness of the product and c) work out a comprehensive account plan.
• Successfully negotiate and close out pricing and other deal dynamics with client
• Oversee the quality & turnaround of credit proposal and ensure faster delivery. Work with CA for resolving Credit queries.
• Oversee the CCM to ensure all documentation and security creation are completed on time to ensure smooth execution of transaction.
• Liaising with Legal/external counsel/CRC in preparation and execution of non standard complex transactions along with product partners.
• Work with CDD team to ensure proper completion of eCDDs.

Account Management & portfolio quality

• Along with the product partner, push for line utilization of complex and structured transactions. Oversee the CCM in ensuring high utilization of regular WC facilities.
• Review Failed Trade status, EAR, ASTAR CCRT, etc with the CA to ensure discipline and quality in portfolio
• Review the excess/past due situation with CCM to ensure they are regularized and also facilitate approvals wherever required.
• Review and monitor the client profitability to ensure there are no revenue leakages.
• Attend various internal or external sales/ non sales meetings like EAR, CAT, MTM calls, Portfolio Review Meeting and convene the consortium meetings where we are the lead bank.
• Maintain record of Confidentiality Agreement (Sales Team Leader to maintain file & copies will also be held by signatories to the agreement)
• Overall responsible and accountable for the credit quality of the assigned/acquired portfolio.
• Ensure you remain alert to the risk of money laundering and assist in the Bank’ efforts in combating it by adhering to the key principles in relation to: identifying your customer, knowing your customer, reporting suspicions, safeguarding records and not disclosing suspicions to customers.

Processes

• Ensure adherence to all internal/regulatory policies & regulations

Risk Management

• Request necessary information from clients to complete periodic CDD reviews
• Resolve documentation issues (discrepancies, waivers, collateral shortfall)
• Inform clients of relevant changes to regulations
• Be proactive in ensuring compliance with Bank policies and procedures and lead preparation of client files for audit purposes

Governance

• Own regulatory outreach (informing clients of new regulations; requests for additional data for AML/ sanctions/ FATCA compliance etc
• Responsible for assessing the effectiveness of the Group’s arrangements to deliver effective governance, oversight and controls in the business and, if necessary, oversee changes in these areas
• Awareness and understanding of the regulatory framework, in which the Group operates, and the regulatory requirements and expectations relevant to the role.
• Responsible for delivering ‘effective governance’; capability to challenge fellow executives effectively; and willingness to work with any local regulators in an open and cooperative manner.

CDD, ESRA, FM Appropriateness

•  RM to own CDD, ESRA and FM Appropriateness review activities for their clients; supported by IMO where applicable

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 CCIB Kenya to achieve the outcomes set out in the Bank’s Conduct Principles
• Adhere to local regulator [CBK] prescribed responsibilities and Rationale for Effectively and collaboratively identify, escalate, mitigate and resolve risk, conduct and compliance matters. Own 1st line risk oversight (financial crime, sanctions, fraud etc)
• Support internal audits and regulatory audits
• Proactively track and follow-up on regulatory / compliance issues
• Escalate issues internally as needed (e.g. to CFCC, Credit Risk)

Key stakeholders

External

• Clients (including at senior level) / Trade associations, etc
• legal firms
• Accountants etc

Internal

• GAM/FAM
• Sr stake holders (FM/TB/CA/CRC/Credit, etc)

Key Measurables – To be read with individual Job Objectives

• Maximising Revenue (including RoRWA)
• Nil Provisioning
• Cross Sell
• New clients addition & franchise building
• Quality of calling including ideating deals originated
• Quality of portfolio including Credit and other hygiene factors.

Our Ideal Candidate

Qualifications

• A Degree in Business/Commerce/Economics is preferred however a degree in a science or other related field where analytical skills are gained is acceptable.
• Minimum of Three years’ experience as a Relationship Manager in a Corporate Banking  is preferred
• Risk & AML certified as stipulated by Bank policy for Relationship manager
• Languages: English and/or local language skills as relevant to country requirements

Role Specific Competencies

• Risk Management and Internal Controls (SIF)
• Business - Strategy and Business Model (SIF)
• Business - Market Knowledge (SIF)
• Business - Products and Processes
• Business - Business Partnering
• Business - Process Management
• Business - Business Partnering