Global Markets Sales Manager at Stanbic Bank

General Sales

• Executes Stanbic Global markets sales strategy around growing and servicing clients while ensuring that it is in line with and supports Standard Bank Group’s broader strategy.
• Ensures that the processes, structures, systems and resources required to effectively service existing clients and develop new clients are in place and continuously reviewed, thereby contributing positively to the efficiency and profitability of the Stanbic Kenya global markets Division.
• To manage a portfolio of clients exclusively, with the objective of increasing the Banks share of Business and profitability.
• Drive sales of our digital channels; Emarkettrader and Emarkettrader mobile to enhance efficiency and client experience.

Retention and development of existing business

• Execution of the Global markets sales model, with the aim of providing a level of service which is of high quality, and which is consistent with the standard of service delivered by other Standard Bank Group dealing rooms in Africa and globally.
• Execution of structured products with in-country clients on a one-on-one as well as corporate basis, in alliance with the center of excellence for such products in Africa.
• Facilitates the entrenchment of a culture of global thinking and promotes the sharing of business leads/opportunities (cross-selling) within the wider bank and Standard Bank Group.
• Cross-selling global markets products to maximize profitability on income / revenue
• Builds client relationships with the objective of growing existing business and seeking new global markets business from existing clients.

Business Acumen and Market Understanding

New business

• In partnership with the Coverage team and relationship managers, formulate, review and implement a strategy to pursue clients that have never dealt global markets business with Stanbic.
• Deepen the share of wallet from existing bank clients who may already be dealing with other divisions of the bank, but not global markets, but having global markets business opportunities.
• Maintain close contact with all internal stakeholders. (E.g. IB, Coverage, Consumer &HNW) and leverage off their deals that might have global markets opportunities.
• In partnership with the relationship teams, identify new customer needs and facilitate suitable global markets products to service their requirements in the most beneficial manner possible.

Client Profitability and Risk Management

• Maximize cross-sell opportunities to increase overall revenue contribution from global markets products.
• Ensure that all client trades are concluded within approved counterparty limits.

Relationship Building

Relationships (Internal & External)

• Establishes, grows and maintains a broad network of strategic stakeholders both internal and external to Stanbic Kenya and the group in order to ensure that the correct communication and decision-making channels are open and available.
• Supports the relationship teams in developing relationships with strategically significant and/or difficult clients to ensure that the strategy and business objectives of the client and the Bank are achieved.
• Ability to build credibility across all levels within and external to Stanbic Bank via the skillful application of specialist knowledge and relationship building skills.
• Continually drives and role models a superior client orientated culture within Stanbic Kenya Global markets division that aims to exceed client expectations.
• Ensures that supportive, open relationships exist between relationship teams, relevant stakeholders and service providers within Stanbic Kenya and the Group.
• Gains leads and access to strategically influential stakeholders in large corporate, commercial and government organizations in order to introduce them to the benefits of dealing through Stanbic Kenya global markets and the group.

Service Deliver

• Ensures all deal details are accurately recorded and promptly posted into the front-office system
• To maintain a professional service and high profile with customers so as to enhance the reputation of the bank in the Corporate global markets market.

Information & Reporting

• Has a thorough understanding of the strategic business drivers, opportunities, challenges, needs, competition and threats inherent in the environments/business sectors within which clients operate.
• Has insight into local and international trends, developments and benchmarks within the financial sector, banking and specifically global markets products.
• Has a good understanding of both traditional and non-traditional competitors, their drivers, products, strengths, vulnerabilities, market share/client base and the impact that these factors have on Stanbic’s values proposition to the client base.
• Report daily on revenues and turnover and take ownership of data integrity/accuracy of reporting.
• Report weekly on client calls/contact and Monthly report on client related activities.
• Keep up to date records of client activity and won and lost deals.

People Management

• Maintain excellent rapport with all fellow dealers & internal stakeholders to ensure that a team spirit prevails and the objectives met.

Experience

Skills

• Excellent written, verbal and interpersonal communication skills
• Sales and marketing personality (i.e. people person)

Knowledge

• Other global markets products
• A good understanding of macroeconomics and current economic trends
• A good appreciation and knowledge of Risk Management, covering Operational Risk, Market Risk and Credit Risk

Experience

• Global markets and Banking background
• At least 3 years experience in marketing foreign exchange / money market products and services
• Thorough knowledge of the Exchange Control Rules and Regulations applicable.
• Strong networks within the corporate / commercial / government sectors/ HNW
• Experience in high-level relationship building and maintenance

Minimum Qualification

• University Degree from a Recognized University.
• ACI Dealing Certificate

go to method of application »

Job Description

Efficient and Effective Delivery in business unit

• Understanding the overall Bank Strategy and how Trade Operations – fits into the overall Bank’s strategy;
• Processes and continually recommend improvements and adaptations to existing systems, processes and structures to ensure current and future sustainability of quality service;
• To process client instruction as per the set standards in trade department;
• Keep abreast of best practices (locally and internationally) and make suggestions within the Trade team;
• Analysing and converting client complaints and queries to service improvement initiatives.
• Effectively provide feedback to queries and complaints that are received within Trade operations ensuring adherence to set service levels.
• Adopting the procedures that are documented for processing all transactions types within Trade unit.

Optimise the risk profile in the business units

• Identify the major risks faced by the unit and ensure that the required controls are applied to mitigate the potential exposures.
• Upholding a high, risk culture that fosters responsiveness, confidence, courage and doing the right things all the time (zero tolerance for non-adherence to Bank policies, procedures and guidelines;
• Adopt a culture of “Get it Right First time” - zero errors and no customer complaints;
• Adopt the operational risk framework, standards and other risk principles i.e. Risk and Control Self Assessments (RCSA’s), Key Risk Indicators (KRI’s), Business Continuity Management (BCM), Information Risk, IT Risk and Risk Assurance;
• Identify major risks affecting the unit escalate to management for noting and to implement appropriate remedial action;
• To log and process transaction inputs/entries in the transaction processing system and ensure accuracy and completeness.
• Limit potential losses to the bank by ensuring that laid-down processes and procedures are adhered to;
• Reconcile all the suspense and operational accounts under trade operations at required frequencies and that reconciling items are dealt timely and correctly;
• Recover all the revenues in a timely manner for services provided;
• Raise detailed incidents and adopt remedial actions implemented to prevent recurrence;
• Process all trade transactions within the approved procedures and processes to avoid any audit findings and collaborate for closure of all action plans arising from risk assessments, ops risk reviews, internal and external audits and regulatory inspections to improve the control environment.

Change Management and Continuous Improvement

• Support business process re-engineering to ensure that processes are lean, efficient and effective through the elimination of non-value adding activities and identification of opportunities that support/drive the migration of transactions to economically viable alternative electronic delivery channels.
• Actively participate and offer support in delivery of projects/programs/initiatives within trade operations with a view to continuous improvement.

Compliance Management

• Ensure that service standards provided for in the Banking Sector Charter are adhered to.
• Adoption within assigned portfolio of all Compliance, Anti-Money Laundering and Sanctions related requirements contained in policies, procedures and processes. This includes monitoring and identifying any material compliance related breaches and escalating them to line management and the Compliance Office.

Stakeholder Management

• Builds and maintain credible and value adding relationships with stakeholders, including executives, peers, internal and external partners.
• Partners with management and Business Heads to identify customer service expectations, agree SLAs and align to the Customer Value Proposition in order to deliver an appropriate client service
• Collaborates with other areas through continuous interactions to ensure that best practices are implemented, and a standard approach is followed.

Reporting to various governance committees

• Provide relevant, accurate and timely reporting to senior management, governance committees and the regulator.
• Partner with business units to oversee the optimization of business processes to increase operational efficiency.
• Identify, implement and evaluate projects that have a medium to high impact on customer experience
•  
• Quality Management System in line with ISO Standards– ISO 9001:2015
• Ensure the promotion of exceptional client experience throughout the organisation.

Experience

• 1-2 Years of experience at within bank operations . Practical and deep knowledge of Trade is an added advantage and must be fully conversant with its associated risks and process improvement concepts.

Minimum Qualification

• Type of qualification: First Degree
• Field of study: Business Commerce
• Additional qualifications: Certified Trade Specialist (Preferred)