Head, Client Coverage

Company Description

Standard Bank Group is a leading Africa-focused financial services group, and an innovative player on the global stage, that offers a variety of career-enhancing opportunities – plus the chance to work alongside some of the sector’s most talented, motivated professionals. Our clients range from individuals, to businesses of all sizes, high net worth families and large multinational corporates and institutions. We’re passionate about creating growth in Africa. Bringing true, meaningful value to our clients and the communities we serve and creating a real sense of purpose for you.

Job Description

Define the desired strategy and financial performance for the country, and ensure that the resources involved have the necessary leadership, guidance and support to achieve the set financial targets and when required partner with the Global Sector Head to achieve targets. Additionally leverage industry relationships to achieve high levels of client service, business targets and revenue opportunities across Client Coverage.

Develop and drive the execution of the Client Coverage country strategy

• Develop and implement the Client Coverage strategy in line with the overall strategy and parameters set by the PRMC (Portfolio Risk Management Committee). 
• Collaborate with the Country client coverage team, Head Client Coverage (Region), Region and Head CIB to ensure alignment between the Country strategy and overall client coverage strategy. 
• Monitor and review the attainment of the annual, short, medium and long term strategy objectives of Client Coverage.
• Prioritise the strategic objectives for Client Coverage by working with your upstream and downstream partners and team. 
• Set and drive the achievement of financial targets, such as revenue, ROEs etc. and achieve the budgeted profitability.

Oversee and Manage the efficient delivery of services to clients.

• Address gaps in the business architecture (process, technology or people) that could prevent the success of the strategy and objectives defined.
• Review and oversee the adherence to the area’s service level agreements and address any shortcomings.
• Provide the required strategic leadership to enable transaction execution for key clients.
• Continuously identify and implement opportunities of continuous improvement in the team by using personal discretion or initiative
• Lead the development of innovative solutions tailored to the client’s needs which will allow Standard Bank to meet the business requirements.
• Maintain a proficient and relevant knowledge of products, pricing, services and capabilities across the team to ensure relevant and informed client conversations.
• Responsible for managing macroeconomic fundamentals in country and responding appropriately
• Develop short term and long term sales and product plans, focusing on customers, competition, profitability, product life cycle and service consideration, in addition to organizing sales programs for growth and product penetration

Manage the budget of the area.
• Forecast the annual costs of the area, with the input from the upstream and downstream partners and team.
• Interrogate and authorize all expenditures of the area.
• Ensure all operational and activity costs remain within the allocated budget.
• Continuously Identify opportunities for cost reduction and improved efficiency. 

Manage risk and compliance
• Manage the level of exposure and set limits within the bank’s risk appetite
• Ensure the area’s practices adhere to the SBG compliance and risk management framework.
• Ensure the client coverage practices adhere to the SBG policies and procedural guidelines.
• Ensure that the client coverage practices adhere to the country specific legal framework.
• Review and approve assurance and audit scope documentation as well as findings.
• Drive a culture of proactive compliance within the area.
• Ensure Completion of mandatory compliance training of the area.

Lead the area efficiently and effectively.

• Collaborate with Human Capital, to develop the people strategy for the area with a focus on talent management, resourcing, development and retention.
• Conduct performance appraisals for direct reports. 
• Sets clear performance standards for each team member, monitors the performance and provides regular feedback.
• Recruits and retains staff with superior performance/potential and rewards them appropriately.
• Lead and continuously develop resources and build a credible and capable team
• Approve the outcomes of moderation and distribution activities across the area, regarding performance appraisals.
• Mentor key managers and executives in the area on people management techniques and approaches. 
• Motivate managers to demonstrate living the values.
• Define the learning strategy that will address future client coverage requirements.
• Ensure that adequate time and resources are allocated to support development across the function.
• Review succession for strategically and operationally critical roles by reviewing the talent lists on an annual basis. 
• Engage with identified talent on a regular basis.
• Collaborate with Human Capital to interview and hire direct reports using competency interviews as well as reviewing assessment results.
• Review consolidated headcount plans, reallocate resources between departments if needed.
• Approve and decline headcount within overall mandate.
• Take full accountability for People Risk in the area and ensure adequate monitoring of risks and other key metrics and develop remedial plans if necessary.

Build and manage stakeholder relationships

Build and manage stakeholder relationships
• Identify and manage relevant internal and external stakeholders for Client Coverage. 
• Build and maintain relationships with relevant internal and external Stakeholder, and leverage off the relationships when required.
• Build and maintain strategic relationships with key clients to drive the development and delivery of business solutions and revenue growth for the bank.
• Develop in-depth knowledge of the key clients’ strategy, business context and financial performance and share this with CST.
• Develop and implement strategic client plans (together with the core CST) in line with the broader strategy.
• Ensure the administration and analysis of the Client Service Surveys, as well as the implementation of focused action plans needed to address the gaps identified.

Provide Internal Leadership & Guidance
• Continuously internally position Client Coverage in Standard Bank, by demonstrating the potential business opportunities and advantages of the operating model.
• Provide a framework under which all should operate to ensure the necessary controls; monitoring and support are in place to achieve high levels of client service and solutions development
• Embed the client engagement model within the strategy and act as facilitator between business units on deployment of resources to the client with a focus on risk optimisation, efficient limit and capital utilisation and maximising profitability.
• Act as the “first line of defence” as required by the Credit Standard
• Provide leadership at various Risk forums.

Build Standard Bank’s profile in the industry

• Embed the client engagement model within the strategy and act as facilitator between business units on deployment of resources to the client with a focus on risk optimisation, efficient limit and capital utilisation and maximising profitability.
• Act as the “first line of defence” as required by the Credit Standard
• Provide leadership at various Risk forums

Build Standard Bank’s profile in the industry
• Continuously build Standard Bank’s industry profile with high level, representation at conferences, workshops, expert panels, key industry events, publications and other marketing events which fit SB’s market focus.
• Drive client specific marketing programmes and assist with the execution of the local/regional sector(s) marketing plan for existing and new clients

Develop and share in-depth industry knowledge

• Maintain detailed and current understanding of the industry (at a macro-global level, specific regional or local issues and key clients) to ensure that new opportunities for Standard Bank are capitalised and threats are quickly identified.
• Continuously, and through different channels, share industry knowledge expertise with the team and internal stakeholders

Qualifications

Type of Qualification: First Degree
Field of Study: Business Commerce
Experience Required

Minimum of 10 years of relevant experience (of which 5 years should have been within a CIB environment, and preferable at least one year experience within a Credit environment).
Minimum of 3-5 years in a leadership role
Relationship Management
Client Coverage
8-10 years
Advanced experience leading client engagement at executive level, acting as a trusted advisor.
8-10 years
Demonstrate advanced experience working in a deal team, leading and managing cross functional teams to drive client centric solutions, deliver revenue growth and a comprehensive client experience.
8-10 years
Demonstrated track record applying sector trends and strategic insights to developing solutions and opportunities for client growth.
8-10 years
Demonstrate mastery of the Client Coverage business and how it fits within the broader bank and competitive environment.
8-10 years
Experience in risk management and fulfilling the role of "first line of defence".
8-10 years
Seasoned experience in conducting, collating and reviewing detailed financial and / or valuation analysis.

Additional Information

Behavioural Competencies:

• Developing Strategies
• Exploring Possibilities
• Team Working
• Establishing rapport
• Making Decisions
• Directing People

Technical Competencies:

• Business Acumen
• Strategy Definition
• Planning and Reporting
• Planning, Forecasting and Budgeting
• People Strategy Development