Lead Banker Institutional Client Group at RMB - Rand Merchant Bank

purpose

• To drive the growthin flow and event business activity for a specific client and/ or for aportfolio of clients within a sector. To translate the sector strategy into atactical client portfolio strategy and drives execution thereof.  To drive theeffective delivery of solutions by collaborating with the relevant internal andexternal stakeholders, to define and distil the sector strategies intoexecutional tasks, create shared success metrics, and then lead the clientengagement and services teams in the execution of the service and supportdelivery tactics for retention and growth of the customer. To own a sector’sportfolio client relationships, and to anticipate client challenges, coordinatesolutions for those challenges, and manage and develop the relationshipsnecessary to increase the value of the client’s portfolio and/or product basketworking with respective bankers, banker support teams and banking suite teams.

Experience and Qualifications

• Industry knowledge; product knowledge; have relationships with key stakeholders
• Level of experience required may differ depending on the team structure in each sector
• Complex deal structuring and application of credit knowledge and experience
• Financial and credit knowledge
• Negotiation and communication skills
• Commercial product knowledge
• Be agile and flexible in responding to changes in the environment.

Responsibilities

• Lead transactors and specialists within the cross functional team, providing leadership, oversight, and driving performance of the specific client set.
• Develop and deliver on the client plan that aligns to the Sector Strategy by identifying and utilising opportunities for revenue growth to deliver on sales targets.
• Develop, in collaboration with key stakeholders, the plans to drive revenue growth and generate client leads within the allocated client set.
• Manage the origination process, anticipating client needs and ideation of innovative solutions to client’s emerging needs.
• Analyse information and reports to identify trends, discrepancies and inconsistencies for decision making purposes by thoroughly understanding the sector and providing thought leadership on developments within the client set allocated.
• Identify opportunities and spot future trends in sector developments that can improve the bank’s competitiveness.
• Collaborate closely with relevant business units and product houses as per strategy to identify revenue opportunities.
• Define and drive the tactical sales strategy for area of responsibility and leads the Client Action Planning process for clients they are directly responsible for within assigned sector portfolio, across all their banking needs (across all business units).
• Establish and maintain relationships with product/ solution partners to strengthen collaborative working relations to improve the effective and efficient execution of the Client Action Plan as part of a cross-functional team.
• Apply a customer-centric approach that focuses on creating a positive experience for the customer by maximising service and/or product offerings and building relationships and ensure that the customer is at the centre of the business philosophy, operations and ideas.
• Seek innovative, digitally oriented, assisted and unassisted solutions to clients’ needs, and crafting strategies for implementing client-specific solutions.
• Manage team or teams in areas of responsibility in delivery against performance targets and achievement of wider human capital objectives
• Develop, encourage, and nurture collaborative relationships across business areas and across the group