Head, Financial Institutions

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Job Summary

• Build and maintain strong relationships with local and international banks, NBFIs, insurance companies, and other financial institutions.
• Understand clients’ needs and provide tailored banking solutions to support their treasury, trade, and investment requirements.
• Together with CCM conduct annual review of customers’ borrowing facilities (and interim review if customer circumstances [risk profile] dictate).
• Provide advisory to FI partners on financial/credit issues, market trends, and best practices.
• Communicate key messages such as service standards, negotiated pricing, relationship team contact points, and product updates effectively.
• Address and resolve clients concerns and service issues promptly.
• Identify and match the most effective products and services (Treasury, Trade Finance, Correspondent Banking, Cash Management, Lending) to FI needs and execute cross-sell opportunities both reactively and proactively.
• Plan and co-ordinate any 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.

• Identify and pursue opportunities to expand the bank’s footprint within the FI ecosystem.
• Collaborate with internal stakeholders (Treasury, Trade, Transaction Banking, Custody, and Capital Markets teams) to structure innovative solutions for FI partners.
• Drive revenue growth through cross-selling and upselling of the bank’s products and services, including FX, Custody, Cash Management, and Trade Finance.
• Research and maintain a pipeline of FIs for potential new business opportunities.
• Stay abreast on global market trends, regulatory changes, and competitive landscape.
• Identify priority customers using the Customer Prioritisation Guidelines to assess their present and potential contribution.
• Prepare and assess credit applications including personal input of judgmental information on Lending Advisor. Sanction applications within personal discretion.
• Monitor and control the quality of the portfolio using “Condition of Sanction” triggers where possible and in accordance with RM guidelines and Bank policy.
• Manage “Early Warning List” customers to reduce risk, following H.O. and Regional guidance provided.

• Day-to-day coaching and co-ordination of Corporate Support staff in provision of consistent service quality and risk.

• Ensure that all activities and duties are carried out in full compliance with regulatory requirements, Enterprise-Wide Risk Management Framework and internal Absa Policies and Policy Standards

• Understand and manage risks and risk events (incidents) relevant to the role.

• Advanced/Master’s degree in Finance/Business Administration s or a relevant qualification
• 5-10 years’ experience in the Financial Services sector which must include proven experience
• 5 years’ experience of senior management level in financial services
• 5 years’ Corporate and Investment Banking Experience
• Professional Certification / relevant accreditation or equivalent (ACIB, CFA, CIMA etc.)

• Strong understanding of the FI landscape, including correspondent banking, NBFIs, capital markets, and trade finance.
• Proven track record in relationship management and business development within banking or financial services.
• Ability to relate and influence stakeholders at all levels.
• Knowledgeable in risk management issues and Professionalism
• Ability to work with multi-cultural and multi-disciplinary teams.
• Product knowledge: Lending, Cash management, Treasury and Trade.
• Demonstrated ability in both written and spoken communication.
• Demonstrated ability in sales and negotiations.
• Good knowledge of credit procedures, monitoring and financial analysis

• Innovation & Change Orientation.
• Strong drive for results and revenue growth.
• Relationship-building and networking at institutional level. Knowledge & Skills:
• Has a good knowledge in corporate lending especially to Multinational Corporates,
• Experience managing FI clients (Banks, DFIs, NBFIs, Insurance, Pensions, and other institutional investors is a strong advantage.
• The jobholder will be required to have detailed knowledge of the core set of corporate products.
• Knowledgeable in Trade transactions and its associated processes.
• Analytical skills for preparing credit applications.

Education