o This role forms part of the Bank’s specific focus on Chinese corporate clients.
o The specific focus on the Chinese Corporate Client Sector supports Standard Bank’s partnership with ICBC as well as Standard Bank’s strategy of banking Chinese corporate entities and driving investment and trade flows in Africa.
The purpose of the role is to 1) drive co-ordination of Chinese client engagement activities across a particular region; and 2) To define and execute strategic client plans that will ensure the development of strong business relationships and the delivery of profitable and integrated Standard Bank products and services; and 3) ensure client profitability, increased revenue, risk optimisation and consistent service delivery.
o Work in partnership with the Client Coverage Managers whom have Chinese clients within their portfolio to build the relevant internal and external networks and to provide access to senior decision makers (both in SA and Beijing) and key contacts responsible for business development across the continent to extract full value out of these client relationships.
o Drive revenue generation and grow cross sell and share of wallet with respect to these client relationships in the specific region.
o Secure new relationships to enhance overall regional sector revenue and profitability.
o Provide strategic input to potential China partnership opportunities with respect to key infrastructure transactions in the specific region.
o Drive the co-ordination of our efforts with our team in Beijing and the ICBC representative team in the coverage of Chinese corporate clients in the specific region.
o Support senior executives in strategic group engagements involving Chinese clients.
o Lead the development and execution of strategic client plans (together with the core CST) and manage and drive the implementation of client plans.
o Continuously research and analyse the clients’ business context, operations and financial performance.
o Identify individuals best suited to meet the client’s needs across products to form part of the core Client Service Teams (CSTs) (i.e. based on client opportunity and to be reviewed regularly).
o Leverage, engage and collaborate with the Bank’s internal network to ensure that all the Bank’s relevant expertise is brought to bear in every client interaction, robust and stable client service (in partnership with business lines) is maintained, client results are delivered and that any impediments to client delivery are overcome through the availability of credible internal resources to build and leverage strong long-term relationships with the client’s key decision makers
o Develop critical relationships with client decision makers and regularly define and communicate commercial opportunities for new and existing clients of SB.
o Develop and align detailed client marketing plans (with inputs from the GM, TPS, Risk and IB coverage) and drive the client’s pricing and ROE (including relevant drivers e.g. risk grade, industry outlook, etc.)
o Coordinate relevant programmes for each client (including entertainment and economic/sector road shows) and participate in key decision making activities by the client to ensure that the bank is included in any request of advisory and financing services.
o Ensure the administration and analysis of the Client Service Surveys, as well as the implementation of focused action plans needed to address the gaps identified.
o Maintain detailed and current understanding of external markets (at country, sector and client level) to ensure that new opportunities for the bank are capitalised and threats are quickly identified.
o Support the Global and / or Sector Head in the overall management and coordination of the client relationship and client/sector strategy including the provision of input into the strategic direction and value proposition of Standard Bank.
o Manage overall client cost and revenue including the monthly tracking of revenue contributions per client as well as the understanding of key drivers and variances to proactively respond to threats of reducing opportunity.
o Drive and provide input to timeous preparation, review, sign-off and motivation of PCC and credit paper submissions (managing end-to-end credit process including facility letters, regularisation of conditions, etc.) and optimally allocate credit limits and manage exposures across product and geography.
o Act as the “first line of defence” as required by the Credit Standard.
o Conduct portfolio ROE (vs. prior year and budget) analysis, Cross Sell Ratio for portfolios, portfolio credit losses and write-offs, pro-active portfolio management resulting in zero losses in the portfolio (including excess management and facility compliance), portfolio actual revenue and net profit growth analysis and pro-active management of the portfolio pipeline and activities using the appropriate tools.
o Conduct set routine activities such as, produce monthly reporting, reviewing of pricing, interests rates, etc.
o Guide the development and review credit paper for submission to the Pre-Credit Committee (PCC).
o Act as escalation point for any identified risks to appropriate stakeholders.
o Preferred Qualification and Experience
o Undergraduate qualifications in Finance, Economics, Accounting or other relevant degree or NQF equivalent.
o Other relevant qualifications including post graduate qualifications such as an MBA is considered a bonus
o Must have a valid Zambian National ID or valid residence status.
o Ten 10 years of relevant banking experience.
o Five 5 years experience in the client service environment.
o An additional 3 years within the credit or product environment is considered an advantage.
o Fluent Mandarin speaker, preferably first generation Chinese from Mainland China
o A track record of business development
o Proven regional management experience - preferable
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