Job Details

• Primary role is to outline strategy, drive execution, actively manage a set of relationships and coordinate overall relationship and revenue profitability from the Zambia client portfolio, both from existing clients and through new client acquisition across network markets in all regions of the bank. The position is based in Lusaka, Zambia.
• Lead the origination and client relationship management for a portfolio of Corporate clients in Zambia.
• Focus on a range of banking products and services, with emphasis on those delivering portfolio growth.
• Active engagement and high level (‘C’ suite) contacts with senior executives within clients.
• Responsible for working with the Global Account Managers (GAMs), Regional Account Managers (RAMs) key Corridor leads, and Product Partners to deliver the SCB proposition to our clients.
• Maintain a strong working relationship with Credit, Legal and Compliance and other key stakeholders.
• Acts as a champion of the Bank’s brand, culture, and conduct standards.

Key Responsibilities

Origination, Credit and Control:

• Assist the Regional Head – GS Africa, Regional Head – GS Southern Africa; and CIB Head Zambia and work along with existing country GS Heads, RMs and corridor bankers to develop & execute strategy of growth for the Zambia Network Business.
• Responsible for Origination and work closely with overseas Relationship Manager (RMs) teams. Understand the local regulatory environment, country nuances, along with Credit Analysts (CAs) and Client Coverage Managers (CCMs) in Zambia and across Franchise markets in deepening relationships and driving revenue growth across multiple sectors and corridors including the Mining sector and the Europe and China corridors.
• Clear understanding of the value proposition of Zambia as a network market – develop and grow business on these lines with Global clients from across OECD and African markets.
• Ensure quality pitches to clients, along with Global Account Managers, where appropriate. Assist the GAM (or drive individually for allocated accounts) to deliver a deal from origination to final closure.
• Senior client calling on the Multinational Portfolio and briefing on a regular basis for account maintenance and deal negotiation.
• Engage senior internal stakeholders for thought leadership events to promote Zambia as a key network market. Good understanding of Zambia’s Trade Corridors across Africa and more broadly other markets in the SCB Network.
• Increase engagement levels with Global Account Managers (GAMs), GS and GB heads in key markets like South Africa, Mauritius, Europe and China, to strengthen group level relationships, deliver on the Zambia opportunities and to seamlessly cover subsidiaries of Global names active in Zambia.
• Stakeholder engagement: Lead key stakeholder engagement including other GS Heads in region, GS Colleagues in other markets, GAMs, GB Heads, TB Sales, TB and FM product teams and CEO’s.
• Reputation Risk and Focus on Controls – Proactively manage reputation, FCC and AML risk on the portfolio, ABC controls and assess / manage and take decisions based on adverse media relating existing & prospect portfolio across markets.

Client On boarding & Deal Execution:

• Work with CAs and IMO to obtain pre-deal clearances & ensure timely delivery.
• Oversee IMO to ensure smooth on-boarding of client after thorough completion of documentation and other processes.
• Work with product partners to deliver effective cross sell, wallet sizing and comprehensive account plans.
• Successfully negotiate and close out pricing and other deal dynamics with client
• Oversee the quality & turnaround of credit proposal and ensure faster delivery. Work with CA’s for resolving Credit queries, presenting emerging deals to GAM teams and engage with SCO’s across Africa periodically to share evolving credit environment.
• Have/ Develop an understanding of the banking regulations / compliance requirements across Zambia / Africa
• Facilitate / Liaise with CDU/ External Legal counsel, where required, in preparation and execution of Non-Standard Documentation
• Account Management / Portfolio Quality – Attend CIC meetings to ensure proper strategy for Zambia MNC clients that are on early alert.
• Ensure full compliance on CDD/AML matters related to portfolio.
• Have an oversight on risk & overall accountability of the credit quality in the portfolio.

Strategy:

• Lead the development and implementation of the client strategy for the designated portfolio as identified through the Account Planning process.
• Accountability for delivering financial performance objectives (revenues, costs, RoRWA, etc)
• Accountability for all other objectives for the management and development of client relationships, specifically compliance (AML, CDD) and credit risk.
• 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’ needs and provide strategic advice, bringing in the relevant product and industry partners as appropriate.

Business:

• Actively originate new business and grow the franchise by capitalising on bank competitive attributes (eg Network, Transaction Banking etc), whilst selectively developing new relationships where required.
• 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 within region and internationally.
• Bring strategic thought to how the corporate landscape regionally/globally is changing and where areas of international growth lie.
• Ensure that industry and product knowledge is continually developed.
• Stay abreast and anticipate the developments of the Industries in which our clients operate.

Processes:

• Proactively manage the designated client portfolio to ensure:
• Close ties exist with key stakeholders eg. Financial Markets, Transaction Banking, Corporate Finance Risk, China Group Account Managers (GAMs), Service Delivery, etc.
• Risks are appropriately identified and managed.
• The client portfolio is managed in compliance with the regulatory environment, keeping up to date with applicable changes and Group policies with ability to contribute to policy formulation
• All sales disciplines are adhered in accordance with bank’s standards ie Account Planning, Call Reports, Deal Pipeline Management
• Actively engage with clients and with the Product Partners to ensure high level of utilization of regular limits.
• Work closely with Product Partners for coordinating client training for non-lending products. (Client training to be conducted by Product Partners).

People & Talent:

• Provide leadership and be accountable for the in-country GS team.
• Actively engage direct reports to ensure they are properly guided and supported in their roles and career journeys.
• Provide mentorship and performance appraisals for direct reports and ensure they have adequate guidance and support to allow them to deliver effectively.

Qualificaitons, Skills and Experience

• Minimum 5 O’level Credits or better including English & Mathematics
• Degree in Economics / Finance/ Related subject
• Minimum 10 years+ of banking experience in a Corporate banking environment with direct frontline relationship experience of 5 years.
• Prior background and experience as a credit analyst is preferable.
• Hands on experience in (i) Frontline corporate banking business development (ii) Credit risk assessment (iii) Accounting / Audit (iv) Balance sheet analysis (v) Good written and Oral communication skills.
• Good knowledge and experience of dealing with Multinational Corporates (both State Owned Enterprises & Privately-owned enterprises) with product knowledge in areas of Financial Markets, Lending, Project and Corporate Finance, Trade finance and Cash management
• Memberships to Professional bodies will be considered favourably
• Product knowledge – Corporate Finance, Markets, Transaction Banking, Sustainable Finance.
• Risk management, financial and credit analysis.
• Experienced in using and adapting to client behaviors and preferences.
• Uses business acumen, negotiation and interpersonal skills.
• Knowledge of client onboarding, local market nuances and the regulatory landscape.
• Works effectively with ambiguity, in a dynamic environment.

About Standard Chartered

We’re an international bank, nimble enough to act, big enough for impact. For more than 170 years, we’ve worked to make a positive difference for our clients, communities, and each other. We question the status quo, love a challenge and enjoy finding new opportunities to grow and do better than before. If you’re looking for a career with purpose and you want to work for a bank making a difference, we want to hear from you. You can count on us to celebrate your unique talents and we can’t wait to see the talents you can bring us.

Our purpose, to drive commerce and prosperity through our unique diversity, together with our brand promise, to be here for good are achieved by how we each live our valued behaviours. When you work with us, you’ll see how we value difference and advocate inclusion.

Together we:

• Do the right thing and are assertive, challenge one another, and live with integrity, while putting the client at the heart of what we do
• Never settle, continuously striving to improve and innovate, keeping things simple and learning from doing well, and not so well
• Are better together, we can be ourselves, be inclusive, see more good in others, and work collectively to build for the long term

What we offer

In line with our Fair Pay Charter, we offer a competitive salary and benefits to support your mental, physical, financial and social wellbeing.

• Core bank funding for retirement savings, medical and life insurance, with flexible and voluntary benefits available in some locations.
• Time-off including annual leave, parental/maternity (20 weeks), sabbatical (12 months maximum) and volunteering leave (3 days), along with minimum global standards for annual and public holiday, which is combined to 30 days minimum.
• Flexible working options based around home and office locations, with flexible working patterns.
• Proactive wellbeing support through Unmind, a market-leading digital wellbeing platform, development courses for resilience and other human skills, global Employee Assistance Programme, sick leave, mental health first-aiders and all sorts of self-help toolkits
• A continuous learning culture to support your growth, with opportunities to reskill and upskill and access to physical, virtual and digital learning.
• Being part of an inclusive and values driven organisation, one that embraces and celebrates our unique diversity, across our teams, business functions and geographies – everyone feels respected and can realise their full potential.