The EMDO team covers clients across Embassies, Multilateral, and Development Organizations based in North America.
EMDO provides a suite of banking products including cash management, payments, and FX to clients. In addition, the team controls the first line of defense for significant potential risk(s) for the bank, both with credit risk limits, significant settlement exposure and compliance and reputational risk in the portfolio. The team works closely with stakeholders across the Risk, Credit, Compliance, Operations, and the Treasury.
JOB SUMMARY :
The RM will be responsible for origination, risk control, Industry leadership, managing and growing the portfolio of EMDO customers in the Bank.
ESSENTIAL FUNCTIONS AND ACCOUNTABILITIES:
Direct client coverage for select portfolio of high priority EMDO customers for prospecting new business, retaining and deepening existing relationships.
Providing industry leadership, line management and coaching the team while building, managing, and growing the portfolio of customers.
Primary responsibility for the 1st line of defense risk and governance oversight working with the Group Head, EMDO to continue building a secure and sustainable franchise.
Developing the portfolio through increasing wallet share and winning new business mandates across products (Transaction Banking, Liquidity solutions, FX, Trade & lending) with ability to drive and supervise prudent asset growth.
Develop business linkages between existing and potential US/North America based EMDOs with business interests in Africa.
Leverage relationships to support Bank Head Office and subsidiaries in Africa.
Position the Bank as an authority on African market trends
KEY ACCOUNTABILITIES:
Strategy, Sales & Service (%)
Delivering against financial and customer KPIs, by:
Direct client coverage for select portfolio of EMDO clients.
Providing industry leadership, expertise, and direction for the sales team.
Driving YoY improvements in the positioning, sales, and implementation of solutions.
Working closely with product partners and the wider bank to increase wallet share, with a particular focus on transaction banking and FX services.
Adherence to policies and procedures.
Contributing to marketing strategy and targeting of prospective customers to develop new relationships and win new business.
Working with operations team, global teams, finance, and business management function to ensure that processes and controls are effective, turnarounds are within timeframe and revenues earned are appropriately reflected against portfolio.
Contribute to the building of the US platform for EMDO.
Follow customer centric and professional sales process, including:
Providing a senior escalation point
Developing deep understanding of customer
Becoming your customer’s trusted partner, and senior point of contact
Team culture of completion of call reports for meetings within 24 hours.
Customer Account strategy Plan for all top-tier names.
Thought leadership, training and development (%)
Monitor industry activity to have a clear, current point of view on developments and constantly challenge self and product proposition against evolving industry landscape.
Working with product partners and marketing to raise the Bank’s profile in the external market.
Passionately and innovatively represent Bank at industry forums and events.
Drive optimum performance and value for the Bank by coaching and challenging the deal team members on solutions, industry developments and opportunities to engage the broader bank.
Challenge and contribute to product development and strategy.
Risk Management & Control (%)
Delivering against risk and control objectives, by:
Demonstrating general knowledge of international payments and business regulations (focus on US, UK, Europe, UAE and SSA) and Anti-money laundering/compliance best practices.
Supervising the completion of Enhances Due Diligence on high-risk clients in conjunction with the Group Head, EMDO.
Deputizing for the Group Head, EMDO on committees, as required and guided.
Ensure high quality credit applications, robust monitoring and ensure sound judgement is always exercised.
Working towards continuously improving credit knowledge, structuring and documentation.
Building an effective working partnership with credit colleagues.
Ensure compliance with mandatory risk policies and procedures relating to credit, regulatory, operational, legal risk and financial crime.
Managing early warning list customers to reduce risk and effective referral to relevant stakeholders.
Team Leadership (%)
Lead, support, coach and develop team members.
Seek, share, and embed best practice at the Bank and wider group.
Participate fully in your performance development and training as assigned, continue to proactively develop yourself and undertake relevant trainings.
Contribute fully to the team and encourage team participation on bank’s approach to its people.
Stakeholder Management and Leadership
The jobholder is expected to work closely with several stakeholders in the bank including:
Product management and sales
COO and Operations
CRO and risk teams
BSAO, H-KYC, FIU and teams CEO, DCEO
Decision making and problem solving
The jobholder will be required to demonstrate the following key interpersonal skills:
Communication
Influence
Collaboration
The Banking Industry requires a high level of understanding of regulatory and financial crime risk and the jobholder will be required to demonstrate strong decision-making skills related to various underline risks along with well-developed judgement and problem-solving skills.
Ensure that all activities and duties are carried out in full compliance with regulatory requirements, risk management framework and internal policies and procedures.
QUALIFICATIONS:
Bachelor’s degree
Minimum of 10 years of client coverage experience with strong preference covering EMDO.
Specialized knowledge commercial lending, sales/business development, relationship management and credit analysis experience in a commercial, middle- market or corporate banking environment.
Excellent verbal and written communication skills and demonstrated leadership ability.
Willingness and ability to travel on short notices required
Must have the ability to develop and maintain productive associations with organizations operating in diverse economic sectors.
Must possess strong understanding of the concepts behind business development, sales methods and marketing
Must have the ability to create meet-up events, and can put together company symposiums, presentations as well as participate in high-level meetings.
A proven track record developing new business and other sectoral relationships for a financial institution is an added advantage.
Experience in other business consulting organizations is acceptable.
Skill requirement:
Must possess a strong knowledge or the ability to quickly grasp key concepts of the Bank Secrecy Act (BSA) and other key banking regulations that pertain to managing banking relationships.
An understanding of Know Your Customer (KYC) and Customer Due Diligence (CDD) requirements as it applies to banking relationships is essential.
Professional qualifications relevant to banking/finance or are proficient in credit analysis, banking operations etc. desired.
Business writing skills, intermediate to advanced skills in Microsoft suite is required.
Intermediate research skills required.
Specific duties and responsibilities may vary based upon departmental and Branch needs. Other duties may be assigned like the above consistent with the knowledge, skills and abilities required for the position.
Seniority level
Mid-Senior level
Employment type
Full-time
Job function
Sales and Business Development
Industries
Banking
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