Head: Regional Client Coverage at Standard Bank Group

Standard Bank Wealth and Investment is searching for a seasoned Head of Regional Client Coverage in regions Gauteng, Cape Town and KwaZulu Natal. The purpose of the role is to be responsible for the regional Wealth and Investment team, to ensure that all sales management, client value propositions and financial targets are achieved. To be accountable for all client engagement, integrating and coordinating all Standard Bank products, services and resources in order to maximise the value of the business relationship and to ensure profitability for the bank and the client

Key Accountabilities would include :

Building relationships

• Accountable for the relationship with the client, across all hierarchical levels, which includes integrating and coordinating all contact between the bank and the client.
• Leverages Group resources (i.e. CIB, Liberty, Business Banking and Commercial Banking) to service ultra-high net-worth (UHNW) clients.
• Maintains the integrity of existing propositions and processes as well as expands potential client base over the medium- to longer-term.
• Maintains relationships with and services Standard Bank’s most important ultra-high net worth family clients.
• Establishes credibility and overall profitability for the bank and the client by the skilful application of specialist knowledge to deal with diverse client environments and provides qualified leads to relevant areas within the bank (e.g. Wealth, Lending, PBB, CIB, International).
• Provides end-to-end financial planning by appropriately balancing technical input and marketing skills to address the client’s needs. 
• Introduces specialist skills on specific products and product mix at the appropriate time and level in order to create solutions, which effectively satisfy the client’s needs.
• Drives a culture of Financial Planning (FP) in the Wealth and Investment business.
• Provides input on system development and maintenance; risk solutions and Trust and Fiduciary. 

Consistent, excellent customer experience

• Enables and supports team members in embedding Customer1st into normal business operations, including coaching staff on required behaviours.
• Ensures that all new service requests (queries and complaints) are logged and resolved accurately. 

Portfolio profitability

• Optimises customer contribution and ensures value add to customers through cross-selling, specifically focusing on wealth and lending opportunities.
• Grows portfolio profitability through the utilisation of opportunities and the development of the multi-channel delivery strategies, such as actively managing customer migration onto electronic banking channels.
• Manages customer migration between segments, sub-segments and Private Banking.
• Together with the Product Heads (product heads of business that provide the specialists products and service i.e. Investment Services, Specialised Lending, Transactional Banking, drives the wealth, lending and transactional group budget process.
• Identifies assets under management through Financial Planning and places the investments within the appropriate Wealth and Investment wealth structure (e.g., Melville Douglas, Stockbroking and Fund Solutions).  
• Works closely with the Structured Lending Specialist to initiate business deal proposals for new facilities, or facility modifications that require the assessment of credit or other risk, and motivates the deal with insightful information regarding business strengths and vulnerabilities. Retains final sign-off on all credit facilities granted.
• Proactively and timeously identifies potential problem accounts and formulates appropriate risk mitigating strategies.
• Identifies cross-selling opportunities as well as the relevant resources within the bank to optimise these selling opportunities.
• Utilises information management systems and processes to pre-empt selling opportunities and identify opportunities and threats to clients and the bank.
• Continually provides information to ensure that the products and services of the bank meet the needs of the client and stays abreast with world best practices. 

Execution of customer plan

• Ensures successful retention of existing customers in assigned portfolio to strengthen and expand relationships by intimately understanding the customer, servicing the customer’s personal financial needs and focusing on the execution of the customer plan through product and service providers.
• Develops and defines a customer plan for each customer portfolio.
• Monitors the delivery of the different groups (i.e. Wealth, Lending, Transactional) as well as other specialist product and service providers against the customer plan.
• Tiers customers in terms of importance and draws up the relevant marketing plans. 

Financial Advisory and Intermediary Services (FAIS)

• May be required to fulfil the role of Key Individual (KI) on WI investment License.
• Custodian of all Wealth advice with WI and any FAIS representative matters.
• Investigates and finds appropriate resolutions to all FAIS related complaints in WI.
• Oversight of the rendering of financial advice in terms of the FAIS act within WI.
• Accountable for quality of all financial proposals that are submitted to clients.
• Accountable for regulatory compliance locally and offshore. 
• Ensures compliance with all relevant legislation in the financial advisory environment.
• Exercises delegated authority into FAIS losses, expenditure and customer banking transactions.

People management

• Responsible for the recruitment, development and retention of relevant skills in order to meet the business needs.
• Creates an environment in which learning and development are emphasised and valued.
• Takes personal responsibility for coaching and mentoring others.
• Effectively delegates authority and responsibility, in line with business objectives.
• Monitors and manages the performance and development of staff within the team.
• Drives the Talent Review Sessions in conjunction with Human Resources
• Fosters the transformation of the workplace and supports business in the achievement of the undertakings in the transformation scorecard.
• Ensures staff are appropriately and consistently rewarded and recognised for their achievements and outputs

Required Experience:

• Relevant tertiary business qualification (e.g., B.Comm Accounts, Economics)
• Postgraduate qualification an advantage (e.g., MBA)
• FAIS Representative qualified
• At least 15 years’ experience within financial services.
• At least 5 years experience in banking, financial planning, lending and relationship management. 
• Minimum 5 years experience in lending/credit evaluation, specifically in structuring business and personal deals
• Corporate and Investment Banking or Commercial Banking experience would an advantage.
• Experience as determined by the “Fit and Proper Requirements” of the Financial Advisory and Intermediary Services Act.