Principal, Relationship Manager

JOB DESCRIPTIONS

Responsibilities

Strategy

• Support the vision and growth aspirations for the Investor, FI and CCIB business regionally (Africa).
• Lead the development and implementation of the client strategy (working with the coverage team including product partners) for the designated portfolio as identified through the Account Planning process.
• Accountability for delivering financial performance objectives (revenues, profitability, diversity and quality of client income, etc)
• Accountability for all other objectives for the management and development of client relationships, specifically compliance (AML, CDD) and credit risk. 

Business

• Actively identify client needs across full set of Standard Chartered Bank product capabilities, originate new business and grow the franchise by capitalising on bank competitive attributes.
• Selectively develop new relationships where required.
• Engage senior management and decision makers of key clients to improve the quality of dialogue with clients, promoting a move away from ‘transactional’ reactive client coverage to consistent value-added partner/trusted advisor status. 
• Anticipate clients’ requirements and provide strategic advice, bringing in the relevant product and industry partners as appropriate.
• Engage GAMs and product partners in network countries to drive business into Mauritius. Inbound business remains a sizeable contributor to revenues and the regional franchise.  
• Maximise the profitable revenue to the Bank whilst maintaining focus on client outcomes, strengthening and deepening existing relationships both at the most senior level as well as at the operating level in the clients in the designated portfolio.
• Professionally represent Standard Chartered Bank at the highest levels within region and internationally. 
• Bring strategic thought and vision as to how the corporate landscape regionally/globally is changing and where areas of international growth lie relevant to the client portfolio.
• Ensure that industry and product knowledge is continually developed personally and within the team.
• Stay abreast and anticipate the developments of the industries/ markets in which our clients operate.

Processes

• Proactively manage the designated client portfolio to ensure close ties exist with key stakeholders e.g. Financial Markets, Transaction Banking, Corporate Finance, Risk, Country CEOs, Service Delivery, etc.
• Proactively manage the designated client portfolio to ensure Risks are appropriately identified and managed as per CIB policies and standards.
• Proactively manage the designated client portfolio to ensure that the team is suitably trained with respect to an understanding of the regulatory environment, keeping up to date with applicable changes and Group policies with ability to contribute and, where possible, influencing policy formulation
• Proactively manage the designated client portfolio to ensure key regulatory risks and concerns are raised into the governance framework throughout the Corporate and Institutional Banking (CIB) team.
• Proactively manage the designated client portfolio to ensure that all sales disciplines are adhered in accordance with CIB standards i.e. Account Planning, Call Reports, Deal Pipeline Management, Static Data Management as applicable for the role.
• Proactively manage the designated client portfolio to develop opportunities through attendance at key Industry events as necessary.

People & Talent 

• Lead through example and build the appropriate culture and values.  Set appropriate tone and expectations from their team and work in collaboration with risk and control partners.
• Ensure the provision of ongoing training and development of people and ensure that holders of all critical functions are suitably skilled and qualified for their roles ensuring that they have effective supervision in place to mitigate any risks.
• Employ, engage and retain high quality people, with succession planning for critical roles.
• Responsibility to review team structure/capacity plans.
• Set and monitor job descriptions and objectives for direct reports. Provide feedback and rewards in line with their performance against those responsibilities and objectives.
• Provide oversight and mentorship to other Relationship Managers, Client Managers and other key stakeholders in the broader FI business.

Risk Management

• Take the initiative regarding regulatory, reputational and ethical matters, taking the initiative for providing proactive advice to clients as identified. Coach and manage the team in these matters and ensure they are adequately trained in and cognisant of regulatory, reputational and ethical risks.
• Embed the Group’s values and code of conduct and develop a robust culture to ensure that adherence with the highest standards of ethics, and compliance with relevant policies, processes and regulations among team members. 
• Ensure that Risk Management matters that are brought to the job holder’s attention are subject to direct remedial action and/or ensure adequate escalation to Regional / Country Banking Heads and Group/governance committees, as appropriate

Qualification

• Bachelors' degree from an international top institution and MBA preferred.  
• Ideally 10+ years’ experience in banking or other relevant environment (private equity, sell-side / buy-side)
• Strong communication skills and product knowledge
• Languages: English and/or local language skills as relevant to country requirements
• Risk & AML certified as stipulated by Bank policy