Executive Job Description | Position Purpose:
This role has responsibility for ongoing global relationship development and co-ordination of global product sales to customers within the Bank/Supranational segments (global banks, including investment banks, as well as frequent issuers in the debt market.) The incumbent will be responsible for global revenue generation and is actively involved in the structuring of transactions involving a broad range of products from across the Institutional network to drive consistent growth in overall client revenues. The role currently reports to the Head of Relationship Banking America.
Major Responsibility Areas:
Business Performance
Proactive marketing of clients, identifying opportunities and designing appropriate financial solutions maximizing the use of our products which satisfy the needs of both the customer and the Bank.
Co-ordination of Product Specialists and client interfaces at all levels
Develop Customer Account Plans and business proposals using corporate finance based / industry research and client analysis
Identify key issues affecting the client and / or industry in which it operates, particularly in terms of capital management and balance sheet optimization.
Identify business opportunities for clients where the Bank can add value through provision of a product or suite of products from across the Banks entire platform (Capital Markets, Traded Markets, Investments and Cash Management).
Relationship Management
Proactive management of key internal and external relationships, which would include:
Development of client marketing strategies in conjunction with the Head of Relationship Banking America and representatives of Head Office segments (where appropriate)
Organizing and leading workshops / sales strategy sessions with analysts and Product Specialists as appropriate
Organizing and leading client meetings to define needs and identify sales opportunities (in conjunction with the Head of Relationship Banking - America as appropriate)
Managing the preparation and completion of new business proposals / transactions for clients.
Continually developing knowledge and understanding of client / Industry Segment through the Relationship Management (RM) and analyst teams to fully understand the activities, philosophies and strategies of our clients.
Acting as the key focus and global control point for all client inquiries / contact on all relationship management matters
Risk Management
Provide insightful input to the credit risk assessments and ongoing credit portfolio management
Knowledge Management
Provide input to the Industry Analysis; prepare industry / sub-segment / benchmarking papers.
Provide input to the Industry Analysts with the development and maintenance of industry / client databases and records.
Keep abreast of developments using sources of information, publications, etc. within the knowledge bank.
Act as specialist for the sector, providing relevant market information to product partner areas as well as Credit Risk.
Required Skills and Experience
Excellent business understanding of major US Financial Institutions with specific knowledge of global banks and supranational entities (e.g., World Bank, IFC, IADB, etc.).
Excellent interpersonal skills with the ability to develop and maintain client relationships at a senior level, as well as with senior internal contacts.
Ten to fifteen years demonstrated relationship management experience with the target client group is essential.
Must be credit trained and have broad functional experience across a Markets product platform, with a high degree of familiarity with debt capital markets origination.
Bachelors degree required (major in Business Management, Marketing or Corporate Finance desirable); post graduate degree a plus.
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