Sector Banker - TMT and Fintech (“TMT”) - Sandton, Johannesburg at RMB - Rand Merchant Bank

Purpose

• A Sector Banker is responsible and accountable for originating Flow business within a sector. This activity can be for new prospective clients and for existing clients through origination and cross sell banking solutions. They are responsible for originating flow business within the allocated clients as part of a cross-functional team.   Experience in the TMT space in South Africa and Broader Africa and a good understanding of the space as well as activity levels will greatly assist in delivering value additive solutions to clients.     A cross functional team: •Includes relevant sector heads, sponsors, sector, and product bankers working with the lead banker to drive desired client outcomes •The members of the cross-functional team co-sign the account plan with the Sector Heads /   lead bankers, and are held accountable for the execution of the client plan •Each member of the cross-functional team is responsible for originating ideas for their product domain, and the identification of broad ancillary product opportunities where relevant product domain, and the identification of ancillary product opportunities where relevant   Additionally, a Sector Banker: 1.Participates in client processes such as account planning and deal escalations point for Flow activity 2.They are a primary point of contact for the client, and form the basis for all internal contacts to better align and manage Flow activity 3.They work closely with the Sector Heads and/or Lead Bankers to strategize on Flow activity on top/sector clients

Experience and Qualifications

• Required Qualification: A relevant bachelor’s and postgraduate degree.
• Experience : Minimum 5 years’ experience in managing client relationships or in a flow product area with similar scope and size of organisation
• At least 3 of the years include a focus on Broader Africa and some TMT client or flow product experience

Responsibilities

• In conjunction with the cross-functional team, implements the sector strategy for Flow activities
• Must understand client Flow needs within the sector
• Must understand sector and client value drivers
• Participates in design sessions with all client interfacing teams in the Client Group, IBD, Markets & Transact business units and provides insights from the voice of the client
• Contribute with relevant data & insights at the periodic strategy review & revision sessions led by the Sector Head/ Lead Banker who has overall accountability for the client
• Escalation contact for Client Service issues in Flow activity
• Holds the product houses accountable to solve services issues for clients within a reasonable period (doesn’t solve the issue themselves)
• Craft client strategy plans on acquiring new Flow activity and contribute to the broader client strategy crafted by Sector Head/ Lead Banker
• Retain and penetrate existing clients across other products within Flow
• In conjunction with the cross-functional team, implements the sector strategy for Flow activities
• Must understand client Flow needs within the sector
• Must understand sector and client value drivers
• Participates in design sessions with all client interfacing teams in the Client Group, IBD, Markets & Transact business units and provides insights from the voice of the client
• Contribute with relevant data & insights at the periodic strategy review & revision sessions led by the Sector Head/ Lead Banker who has overall accountability for the client
• Escalation contact for Client Service issues in Flow activity
• Holds the product houses accountable to solve services issues for clients within a reasonable period (doesn’t solve the issue themselves)
• Craft client strategy plans on acquiring new Flow activity and contribute to the broader client strategy crafted by Sector Head/ Lead Banker
• Retain and penetrate existing clients across other products within Flow
• Ensure seamless end to end process for client in delivering new Flow solutions to them
• Manage pricing negotiations with clients in relation for Flow activity
• Drive Flow profitability across clients allocated
• Build strong client relationships with key senior executives within their client portfolio who are responsible for awarding Flow business
• Strong Flow product knowledge and expertise
• Participates in the Client Action Planning process for clients they are directly responsible for within assigned sector portfolio as part of a cross-functional team
• Ensure on-going monitoring of the client which may include annual credit and pricing reviews, covenant requirements, allocation, and review of facilities
• Accountable for ad-hoc and annual client pricing
• Manage multi-disciplinary projects to ensure successful deployment of origination, implementation, and retention initiatives
• Assess effectiveness of Relationship Management outputs and stakeholder engagement by measuring changes in revenue generation, qualified leads, client satisfaction (internal and external) and retention
• Contribute to the attainment of the CCG budget by formulating annual strategies for the allocated client portfolio and new business for Flow activities
• End-to-end management of the Flow sales process, anticipating client needs and responding with innovative solutions to client’s emerging needs
• Ensures MIS information is accurate and reflects the converted opportunities
• Excel, PowerPoint and Word proficiency
• Work with data inputs e.g., MIS, Call Reports, Opportunity Tracker and Client Action Plan to build origination and growth projection models that are integrated and forward looking
• Client Relationship System adoption and call report discipline
• Delivers targets of Flow activity for client in portfolio (e.g. revenue growth, profitability, cross sell, retention, conversion, satisfaction, etc.)
• Reviews overall client & sector performance and defines plans to optimize performance across all Flow product offering
• Manage and anticipate risk that may arise through our Flow activity with clients: AML, Credit, Exchange control risks, covenants adherence