The Role Responsibilities
Strategy
Identify, execute and deliver on key strategic initiatives in accordance to the Global Transaction Banking (TB) Commercial Banking Strategy, tailoring it as required to local needs and set local targets.
Identify client opportunities both in-country and regionally. Intensive focus on existing to bank and new to bank client pipeline and deepening relationships through cross-sell and value added products. Share best practices and client trends among regional teams.
Business;
Drive growth in revenues, pipeline and balance sheet drivers (liabilities, Assets and Contingents)
Build and deliver product depth, cross-sell opportunities, maximise returns and spearhead commercialization of new products through the TB Sales force and Commercial Banking RMs across EA
Drive business momentum through initiatives on increased penetration of the existing client portfolio and supporting growth through new to bank clients
Handle or sponsor a set of client accounts individually
Actively monitor TB scorecards for themselves and their team
Revenue;
Ensure financial objectives are met including revenue, costs and RWA targets.
Accountable for the East Africa performance of the TB Commercial Banking business (financial and non financial targets)
Processes
Ensure all processes across TB Commercial Banking are followed in the country in line with approved policies and procedures
People and Talent
Champion and act as a role model of the Group’s values and culture in the country
Build a top team capable of ensuring delivery of the business’ short and longer term objectives through
Coaching, guidance and management of the team to ensure they deliver against the financial and non-financial and risk/control objectives.
Identifying and addressing top issues/opportunities for performance improvement across the team
Driving and environment of collaboration, both within the team and a and across the wider Group, to ensure issues are raised and blockages are resolved in a timely manner
Developing succession plans that identify gaps in bench-strength; subsequently implementing action plans to ensure ready-now talent is available
Risk Management
Manage all TB Sales risks in the Country (incl. through Business Operational Risk Forums (BORFs & CORCs), conform to global standards, improve risk metrics, e-enablement & culture, and ensure no failed audits (internal & external)
Adhere to good sales practices in relation to relevant policies, behaviors (per Culture, Conduct & Behaviors) and FOSAF.
Ensure appropriate TB inputs are incorporated in Business Credit Applications (BCAs)/Term sheet/Pre-Screening review/Credit Workshop
Governance
Build strong knowledge of local regulations and initiatives of local industry bodies to ensure the business is ahead of the regulatory change agenda.
Proactively engage business & functional partners / stakeholders to drive the origination sales agenda with clients
Promote the Banks brand and exemplify the values of the Group in all undertakings, including adherence to the Group Code of Conduct.
Key Stakeholders Internal
Country TB Heads
Country and Regional Heads of Products / Segments
Country/ Regional Heads of Transaction Banking Commercial Banking
Country Commercial Banking Relationship Management Teams
Credit Officers
External
Represent SCB and Transaction Banking with all stakeholders including Clients and industry bodies.
Our Ideal Candidate
Experience;
Broad banking experience
Deep knowledge of TB products
10 years’ experience in driving Transaction Banking business
Proven ability to independently identify, drive and deliver on opportunities
Knowledge
Certification in advanced Trade/Cash
Practitioner with Advanced/Expert Cash and or Trade knowledge
Structuring solutions and ability to handle documentation
Strong credit understanding and experience
Seen as an industry expert in Cash and/or trade
Market intelligence; ability to anticipate global trends in market and impact on strategy
Understanding of how to work effectively within a matrix/network organisation
Capable of analysing working capital and funding needs
Skills
Ability to proactively identify client needs and create solutions to generate new to bank business
Ability to cultivate a network of relationships in the client with key influencers and senior decision makers to identify and win deals
Ability to probe the commercial implications of a client’s needs and provide solutions and advice that positively impact the client’s operational and financial performance
Behaviours
Strong credibility with key stakeholders i.e. Risk, Global Banking Technology & Operations and ability to develop diverse and inclusive relationship s at multiple levels of the organization
Client centric with sharp commercial focus, analytical mindset, consultative engagement style, innovative problem solving approach, and strong achievement orientation
