JOB DESCRIPTION

As a Funding and Money Markets risk management specialist, proactively manage and provide specialist sector relevant pricing and portfolio management of clients, ensuring that client needs are understood and fulfilled to maximise flow sales return within defined risk parameters while optimising cross selling opportunities and overall client experience.

Outputs
Portfolio management

Manage a portfolio of high and medium touch clients, offering clients multi asset class risk management solutions (FI, FX and MM), that address their interests and needs. Formulate individual client plans, engage in client brainstorming, provide input into the client budgeting process and Client Service Teams (CSTs) for the assigned portfolio of clients in order to achieve annual sales targets. Reduce portfolio concentration risk by diversifying revenue, clients and products where applicable.

Sales management

Manage the sales process from selling to execution (proposals and pitching, contract negotiation, deal amendments, pricing, documentation), working closely with the Treasury Traders to dynamically manage margins, provide structured pricing, and ensure fair spreads and maximum value to clients. Ensure zero slippage of foreign exchange revenue and maintain a minimum wallet share (predefined %).

Client relationship management

Maintain regular contact with portfolio clients to assess and understand their requirements, broaden existing relationships and solicit business development opportunities that meet their respective business interests. Engage in proactive client calling (face -to-face meetings and telephonic).

Specialist and trusted advice

Provide clients with specialist treasury advisory services. Propose appropriate risk management solutions to clients whilst leveraging our African expertise. Stay abreast of product developments as well as local and foreign market regulations and intricacies. Ensure clients are provided with industry relevant market developments and currency / commodity movements to support their day to day decision making.

Client service excellence

Act as the primary point of contact for client related issues within the portfolio (e.g. trade failure, no confirmation, system challenges, change in settlement instructions, and payment failures). Promptly refer matters to client services for resolution where required or liaise with / collaborate with managers from other business areas to seek resolution of escalated problems and to ensure efficient client relationship management.

Research, analytics and reporting

Understand and drive origination through market segment analytics. Have an in depth understanding of clients’ year end, budget rate, hedging policy, dividend schedules, working capital cycle, annual financial statement points, FCY debt, competitor offering, risk to multi dealer platforms or outsourcing.

Performance management

Conduct regular portfolio reviews to identify and manage client retention, lost clients and year-on-year revenue and turnover variances. Conduct regular gap analysis to ensure clients are serviced in every one of their presence countries where SB overlaps to capture GM opportunities.

Digital migration

Proactively sell digital migration to clients by driving the digital value proposition and leveraging digital transition across the client portfolio. Optimise system utilisation to grow share of wallet. Promote use of self-service tools to reduce number of client enquiries and address client training issues to achieve predefined E/V ratios for clients on a self-service platform.

Business development

Proactively identify and target new clients, opportunities and large ticket deals.

Risk management

Own and drive risk and control for area of responsibility, ensuring all activities are managed within the appropriate risk, controls, and regulatory parameters of the bank. Adhere to product risk limits and internal and external rules in order to ensure an optimum contribution to the bank in terms of profitability and risk control.

Policies, standards, processes, procedures and tools

Implement applicable policies, systems, processes, procedures so that all relevant risk and business control requirements are fulfilled. Contribute to the continuous improvement of business control systems, processes and practices.

Stakeholder engagement

Make business decisions with the broader franchise and client value across the universal bank in mind. Build, maintain and expand a network of internal and external stakeholders / partners. Liaise and partner across GM Sales, Products, Operations and Client Services to identify opportunities to optimise product and service delivery, drive service excellence and to realise new / cross selling opportunities to maximise revenues.

Continuous improvement

Monitor, measure, benchmark and evaluate GM processes, tools and systems. Contribute to the identification of opportunities for continuous improvement of the GM Flow Sales processes, productivity and cost reduction to support achievement of business excellence. Initiate and implement changes and improvements to ensure the continuous optimisation and alignment of GM (work) processes, tools and systems.

Internal relationships

Build, maintain and expand a network of internal stakeholders / partners. Liaise partner across GM Sales, Products, Operations and Client Services to identify opportunities to optimise product and service delivery, drive service excellence and to realise new / cross selling opportunities to maximise revenues.

External relationships

Maintain regular contact with portfolio clients to assess and understand their requirements, broaden existing relationships and solicit business development opportunities that meet their respective business interests.

Work environment

Domestic/local travel may be required
Africa Region travel may be required

QUALIFICATIONS
Minimum Qualifications
Type of Qualification: First Degree
Field of Study: Bachelor’s degree in a relevant field of study with ACI qualification and FAIS Regulatory Exam.
Regulatory Requirements
FAIS (South Africa)
Experience Required
Macro Generic
5-7 years

Experience Description: Relevant experience in treasury sales and / or client relationship management. Good understanding of the buy-side industry, exposure to global markets products and practical application of the products.

ADDITIONAL INFORMATION
Behavioral Competencies:

Articulating Information
Developing Expertise
Establishing Rapport
Examining Information
Generating Ideas
Inviting Feedback
Making Decisions
Providing Insights
Seizing Opportunities
Showing Composure
Taking Action
Upholding Standards

Technical Competencies:

Business Acumen (Audit)
International Market Knowledge
Product Knowledge (Trading, Transacting)
Risk/ Reward Thinking
Stakeholder Management
Trade Execution