Head of Institutional Sales and Structuring

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Job Summary

This role reports into the Head of CIB Markets. It is a very senior position requiring strategy formulation, business development, senior stakeholder engagement, product development and client relationship management. The role holder is responsible for all Markets product sales into the institutional & public sector segments, and structuring and risk management product offering and sales to all client segments. The incumbent is expected to operate with business flair and actively contribute towards the overall business strategy of CIB Markets

Job Description

Sales and Distribution

• Sales and product distribution into Institutional, Public Sector segments

• Develop close contact with interbank counterparties and originate dated structured transactions and RMPs

• Promote the expansion and penetration of CIB Markets products into Institutional, Public sector customers and expand the customer base

• Meet the various client numbers, product volume and profitability targets

• Ensure compliance with all group, credit, etc. policies

• Play a leading, visible role in the development of the Mauritian market.

• Business development. Work to establish new client relationships, grow business on existing lines and introduce new products

• Chief structurer. Originate big ticket transactions and successfully close them

• Ensure Absa leads the market in Fixed Income distribution

• Anticipate market developments and identify client needs and trade opportunities with risk-adjusted superior returns

• Lead the origination and successful closure of Risk Management Products (RMPs) into all client segments

Risk Management

• Drive the annual planning and review of the desk’s STP, RAF and MTP budgets

• Ensure sales and products distributed leave no Traded Market risk in client portfolios

• Ensure new product approval governance and related policies are strictly adhered to

Operational Rigour Practice

• Achieve operational rigour and excellence in all aspects of procedures and processes undertaken to ensure 100% compliance.

• Minimize potential for fraudulent applications by following each product criteria.

• Ensure compliance with operations risk & rigour requirements e.g. Health & Safety standards and security of premises.

People Management

• Monitor and oversee team activities.

• Constantly motivate & develop the team, encouraging effective team work

• Ensure team is well resourced and training and coaching happens on an ongoing basis

• Review and evaluate the performance of individual team members based on business development, income, relationships with clients, and efforts in growing the Institutional client franchise

Reporting & Team support

• Meet all periodic reporting requirements

• Maintain constant contact with key stakeholders (Trading, Larger Sales Team, PCG, MR) to ensure income is appropriately realized, accrued and risk is managed

• Build effective relationships with team members and Market support staff as well as key support functions.

• Share knowledge experience and best practice with other team members.

• Provide honest, direct and constructive feedback to others

• Any other duties to be assigned from time to time by the Head of Markets and Head of Sales

Self

• Agree performance development objectives with Head of Function

• Maintain and understand the business environment in which the bank operates.

• Constantly update knowledge on all products and services offered by Absa Markets and the Bank as a whole.

• Utilize your time to achieve your stated bank objectives while avoiding conflict of interest.

Role/Person specificationEducation and Experience Required

• Degree to honors level, post graduate qualification preferred;

• Basic level ACI diploma;

• Minimum 5 years banking experience 3 of which should have been in a Corporate and Investment Banking environment

Competencies/Skills

• Business awareness

• Excellent client and senior stakeholder relationship management

• Quick thinker who is not afraid to act decisively

• Innovative

• Be able to use own initiative and take decisions with authority and confidence

• Have high ethical and moral code

• Behave professionally at all times

• Show effective strategy formulation and influencing skills

• Be a first-class verbal and written communicator

• Achieving high standards & best practice

• Embracing change.

Knowledge and Expertise

• Strong understanding of CIB business

• Understanding of Absa Mauritius

•  strategies and objectives

• Good understanding of external business, legal and regulatory environment and impact

• Broad knowledge  and appreciation of the banking sector, customer offerings/propositions; customer needs and environment

• Knowledge of strategies and products of financial competitors in the market

• Understanding of the political environment in Mauritius

• Fair understanding of trading

• An effective leadership style with passion and commitment

• Full understanding of the policies, processes and ethical issues surrounding Markets business

Personal Attributes

• Self –drive and self-starter.

• Inspiring business performance

• Achieving role targets

• Managing and developing yourself

• Ability to manage stress

Education

Bachelor`s Degrees and Advanced Diplomas: Business, Commerce and Management Studies (Required)