Rand Merchant Bank (RMB) Vacancy for a Cluster Head, Financial Institutions - Nigeria & West Africa
Rand Merchant Bank (RMB), a division of FirstRand Bank Limited, is a leading African corporate and investment bank and part of one of the largest financial services groups in Africa. We offer our clients innovative, value-added advisory, funding, trading, corporate banking and principal investing solutions.
We are recruiting to fill the position below:
Job Title: Cluster Head, Financial Institutions - Nigeria & West Africa
Location: Lagos, Nigeria
Purpose
- To identify opportunities, develop and maintain strong relationships with Institutional Clients (Bank & Non-Bank Financial Institutions) in Nigeria and the greater West African Region.
- Lead the Financial Institutions Origination strategy and anchor opportunities to cross-sell for RMBN and the broader First Rand Group in line with the strategic objectives of the Bank.
Responsibilities
The successful candidate will be responsible for:
Management of client portfolio:
- Plan and outline strategic objective for the FI portfolio;
- Manage Relationships with key FI clients within the region, supported by relevant teams in Corporate Banking, Financial Markets and Invest Banking and achieve assigned Revenue and Return targets.
- Proactively originate sales opportunities through (i) broadening and deepening existing relationships (ii) embedding multi product opportunities
- Manage complex relationships within support areas to ensure best outcome for both the client and the bank;
- Set targets for the portfolio in line with product pricing;
- Communicate client interactions and feedback to stakeholders with regards to client developments through call reports and face-to-face discussions;
- Initiate client scoping sessions to gain client insights;
- Initiate brainstorming sessions to identify opportunities across the group and manage action items thereof;
- Coordinate the creation of innovative solutions for specific product areas based on client feedback;
- Interrogate and manage MIS data to minimize revenue leakage on a continuous basis;
- Proactively manage credit facilities to ensure adequate limits are in place;
- Manage escalated unresolved client issues;
Effective internal and external stakeholder relationship management:
- Build and maintain strong working relationships with all stakeholders, displaying excellent abilities to initiate dialogue and listen, advise, influence, negotiate;
- Initiate meetings with key stakeholders to track progress, manage expectations and ensure stakeholders’ needs are met;
- Ensure client expectations are met or exceeded;
- Use influence and negotiation to achieve win-win outcomes;
- Proactively communicate and share information and encourage discussion and debate (share successes and highlight challenges).
Effective teamwork, self-management and alignment with group values:
- Continually drive RMB’s values;
- Create brand presence for oneself;
- Maintain a positive attitude and respond openly to feedback;
- Continually share, debate and communicate learnings;
- Be proactive in anticipating potential problems and continually monitor progress to ensure small details are not missed;
- Challenge with conviction.
- Follow through to ensure that personal quality and productivity standards are consistently and accurately maintained;
- Make an effort to stay relevant and up-to-date with legislation, new developments etc.;
- Take ownership and accountability for tasks and activities and demonstrate effective self-management;
Qualifications and Experience
Education and Qualifications:
- The successful candidate should have at the minimum, a Bachelor's Degree, preferably in Economics, Business, Finance or Accounting with an additional qualification such as MBA, CFA, ACCA, ICAN or Post Graduate Master’s Degree in a relevant field.
Experience:
- Minimum 10 years in a similar role and relevant industry;
- Ability to unearth client needs and match them to appropriate banking solutions;
- Corporate and Investment banking knowledge,
- Detailed understanding of the Nigerian Banking Industry.
- Proven track record in converting opportunities into revenue generation;
- Ability to negotiate and influence across all levels including senior stakeholders;
Technical Skills:
- Strong analytical skills
- Strong verbal and written communication;
- Sound presentation, facilitation and negotiation skills;
- Ability to make cold calls.
- Good working legal and credit knowledge;
- Strong Financial Acumen;