Markets Banker at RMB - Rand Merchant Bank

Job Description

• A Markets Banker is responsible for driving relationships with our clients whose needs are predominantly single asset class and flow-driven and that have an opportunity to migrate to being more strategic. Typically these are clients that are mostly serviced using FX flow solutions and that have no appetite for structured hedging solutions.
• A Markets Banker will partner with a cross-functional team which includes relevant sector heads, sponsors, and sector bankers.

Responsibilities 

• Build relationships with key decision makers
• Increase RMB’s market share of the client’s banking wallet
• Enhance RMB Markets sales position by partnering with the data analytics and insights team to better understand the client’s activity
• Engage with clients in advance of existing deals maturing on the books to retain the deals
• Be able to articulate the RMB Markets flow business (FX, rates, commodity)
• Drive client action plans for the specific clients in the portfolio
• Obtain data insights and understanding of client pain points and share with the respective Markets solutions team
• Ensure that the respective Markets partners provide the best innovation and quality solutions to clients
• Drive proactive engagement with clients and engage with the relevant asset class specialist
• Drive opportunities for revenue growth and cost reduction such as adoption of digital and other self-service options across client base
• Provide regular reports on delivery of services against agreed service level agreements and in terms of overall customer targets.
• Client account plans for strategic clients and contribute those plans into the ICG, CCG and SCG client account plans (CAP)
• Drive and update CAP as the client strategy evolves
• Communicates the credit lines requirements to the respective lead banker or sector head in advance
• Drives the use of the CRM systems for the market activity link to clients
• Interacts with the Markets Enablement centre of excellence for expert advice (excon, clients insights, data analytics etc)
• Drive and monitor the respective client portfolio’s MIS
• Create solutions to meet client demands to deliver internal and external customer service excellence through adherence to quality service standards.
• Generates market flow leads and directly manage clients within their portfolio
• Is the sales lead for all markets opportunities for the respective clients
• Responsible for attracting, growing and retaining RMB’s key clients across sectors and client groupings
• Attract key clients that RMB currently does not have a relationship with
• Grow client relationships where we have a mono-product relationship
• Retain and cross sell into our existing clients and improve the quality of cross sell
• Partner with the relevant role players in the bank for market cross-sell opportunities
• Drive Markets to be the key strategic risk partner to our clients
• End-to-end management of the flow market sales process, anticipating client needs and responding with appropriate solutions to the client’s emerging needs
• Joint responsibility to close deals with the asset class specialist and dealers
• Ensure compliance with relevant statutory, legislative, policy and governance requirements in area of accountability.
• Build and manage objective working relationships with various stakeholders to be recognised as a trusted flow market advisor, living the RMB principles and values
• Communicate client closed-loop feedback effectively to maintain and enhance the Markets sales teams’ brand of client excellence
• Networks and participate in client business information sharing and decision-making forums where required
• Demonstrate leadership behaviour through personal involvement, commitment, and dedication in support of organisational values

Qualifications

• Bachelor’s degree in a commerce field or related discipline
• A CFA or post-graduate degree qualification is advantageous

Experience and Skills

• 4–6 years’ experience in derivatives structuring and/or sales
• Derivatives product knowledge (multi‑asset preferred)
• Proven ability to manage client relationships independently
• Self‑starter
• Africa experience (cross‑border exposure advantageous)
• Evidence of structuring deals executed
• Proven ability to maintain internal stakeholder relationships
• Ability to operate confidently with senior executives internally and at clients