Coverage Sector Lead (Financial Institutions Group)

JOB DESCRIPTION

Overall Job Summary

• Build strong, long-term relationships with key clients and decision-makers in the FIG Sector.
• Manage and grow the client base by identifying new opportunities and increase the wallet share of the existing clients.
• Together with credit analyst conduct annual reviews of borrowing customers (and interim reviews if customer circumstances risk dictate).
• Determine the key messages, e.g. agreed service standards, and negotiate pricing, relationship team contact points and new product using the most appropriate means of communicating them to customers.
• Deal with and find solutions to all customer complaints.
• Determine the products that are most effective in meeting customers' needs.
• Plan and co-ordinate marketing approaches for new business and actively develop existing relationships.
• Co-ordinate approaches to the portfolio by businesses across the Group.
• Monitor and ensure adherence to risk service standards.
• Provide guidance in consultation with Head of client group and managers on financial, credit, and general business practices to support FNB strategic goals.
• Plan and coordinate marketing strategies for acquiring new business opportunities while actively enhancing existing relationships. Facilitate coordinated approaches across the Group to maximize portfolio opportunities.
• Monitor and ensure compliance with established risk and service standards, maintaining a strong focus on quality and operational excellence.
• Work closely with cross functional teams, including risk, IBD, RMB sector heads to ensure seamless execution of transactions.

Risk and Portfolio Management

• Continuously monitor and ensure adherence to risk service standards in alignment with FNB guidelines and bank policies.
• Credit Application and Portfolio Quality:
• Originate and initiate the credit process, incorporating judgmental inputs via Lending Advisor.
• Monitor and control portfolio quality, utilizing "Condition of Sanction" triggers wherever applicable to ensure compliance with credit guidelines and bank policy.
• Manage customers on the "Early Warning List" to mitigate risk exposure, in line with credit policy and guidance.
• Provide day-to-day coaching and coordination of Coverage analyst to deliver consistent service quality and strong risk management practices.
• Plan and conduct regular joint customer visits with coverage analyst as part of a capacity-building strategy.
• Maintain ongoing engagement with coverage analyst to ensure alignment on portfolio management goals and actions.
• Ensure all activities and duties are executed in full compliance with regulatory requirements, the Enterprise-Wide Risk Management Framework, and internal FNB policies and standards

Technical Skills And Competencies

• Strong relationship and stakeholder management skills
• Solid knowledge and understanding of risk management issues and associated processes.
• Demonstrates a high level of professionalism with the ability to work effectively within teams.
• Comprehensive understanding of core corporate products, including Debt, Cash Management, Markets, and Trade solutions.
• Proven ability to communicate effectively in both written and spoken English with demonstrated skills in sales and negotiations.
• Good knowledge of credit procedures, financial analysis, and credit monitoring processes.
• Strong knowledge of corporate lending, particularly for local, regional and multinationals corporates.
• Minimum of 6 years’ experience as a Relationship Manager with a proven track record in client management.
• Demonstrated success in achieving sales targets and business development.
• Excellent understanding of credit and the associated risks.

Are You Someone Who Can

• Analyse and define business requirements to provide information that informs decision making and adds business value for solution generation
• Assess own performance through seeking timely and clear feedback and request training where appropriate
• Report on transactional and process activities within set guidelines to provide timely information for decision making
• Act responsibly with work related resources in order to contribute to cost containment
• Produce high quality work by adhering to predefined standards and procedures and in accordance with compliance and governance standards
• Address customer needs in order to meet or exceed customer expectations
• Build and maintain stakeholder relationships
• Analyse end-to-end processes to identify opportunities to improve business processes
• Support the planning, implementation, and design of projects across relevant business units to improve the process flow and minimize risks throughout the entire project life cycle

You Will Be An Ideal Candidate If You Have

• Bachelor’s degree in a relevant field such as Finance, Economics or Business Administration.
• Master’s Degree in related fields e.g. Business Administration, Commerce, Banking, Finance
• Professional Qualification or equivalent.
• Minimum of 6 years’ experience in the FIG industry with a focus on finance, banking, or investment.
• Proven track record of success in a similar role.
• Strong knowledge of the Financial Institutions' industry trends, challenges, and opportunities.