Sector Lead - Oil & Gas - Business Banking at Standard Bank Group

Job Details

Job Purpose

To grow and retain a portfolio of relationships as per allocated commercial banking tier (i.e. Commercial Banking Tier 1, Commercial Banking Tier 2); and to drive and manage the profitable delivery of a proactive, value adding, sales, solutions and service platform through a team of Relationship Managers.

Key Responsibilities/Accountabilities

• Balance Sheet growth
  
  • Formulate, drive, measure and manage the implementation of a revenue growth performance strategy for the portfolio to grow new business and share of wallet across the allocated commercial banking tier.
  • Responsible for driving Personal Banking, Business Banking and Commercial Banking interplay in partnership with Private Banking and other Personal Banking segments by proactively identifying and passing Personal Banking leads onto the relevant Relationship managers including workplace banking opportunities.
  • Develop and implement revenue growth best practices in support of the commercial value proposition and customer’s expectations.
  • Own the profitability of the allocated commercial banking tier/Sector:
  • Drive credit quality and own the recoveries of loans
  • Actively manage impairments
  • Manage the operational risk of the segment
  • Grow the business banking number of active customers keeping in line with minimum Revenue per customer
• Fees and Commissions
  
  • Proactively manage and review pricing concessions.
  • Ensure that the team focuses on client solutions through the Business Development committees and CVCAs.
  • Manage profit margins on portfolio through appropriate pricing within policy guidelines.
  • Grow the customer base to increase fees and commissions
  • People Management
  • Manage a team of relationship managers and relationship manager assistants. Total team sizes will range from 10 to 20 people.
  • Manage the Relationship managers to ensure that work standards and quality work output targets are set, achieved and maintained.
  • Identify strengths and development areas and ensures that support staff receives the requisite learning and skills development interventions.
  • Ensure the implementation of the leadership promise and employee engagement programme.
  • Support, upskill and train the team in improved client engagement and management.
  • Execution of development interventions for all talent and relationship managers to ensure business continuity through proper succession planning
  • Employee engagement score of >60%
  • Recognition and reward
  • Leave management
  • Documented performance conversations
• Customer Experience
  
  • Own the active customer numbers, ensuring quality customer growth and retention
  • Monitor and manages (in collaboration with internal business partners) the delivery of service in line with service level agreements, standards and turnaround times within the commercial centre.
  • Perform a proactive liaison role, at appropriate levels, between relevant stakeholders (e.g., credit, operational shared services, product specialists and other relevant business partners), to ensure customer service expectations are fully met.
  • Frequently source feedback on the customer experience and service levels and addresses areas of concern as a matter of priority.
    implement a customer relationship management (CRM) strategy to ensure regular contact of all commercial customers in the portfolio as per the customer value proposition (CVP) for Commercial Banking.
  • Turnaround time of account opening, credit applications, queries/complaint resolution
  • Client on boarding score of 100%
  • Inactive/Dormant account less than 0.5
  • Service score of not less than 8.5/10
• Risk Management
  
  • Support the relationship managers in structuring, monitoring and managing the asset portfolio
  • Be accountable for the customer compliance with a specific focus on ensuring KYC, AML and Regulatory compliance.
  • Ensure recovery of all revenue (e.g., pricing related fees, initiation fees, reviews fees, monitoring reversals, and managing concessions).
  • Ensure accurate and updated customer information.
  • Be accountable for the post impairments revenue of the collective multi portfolio segment
  • Deliver a performing book within the required CLR
  • Satisfactory audit rates for all facilities
  • Timely reviews for all facilities (3 months before the due date)
  • Percentage of non-performing loans <5% of the total book
• Business Strategy
  
  • Develop, pitch for approvals and then drive a business strategy looking to execute business imperatives.
  • Continuously source relevant information around key trends and/or changes in the industries in which the customer operates to enable proactive information sharing with the customer.
  • Own the budgeting process for the sub-segment
  • Delivering budgeted ROE
  • Meets budget on Balance sheet growth(Assets and Liabilities)
  • Meet budget on revenue (NII,NIR and Forex Revenue)
  • Meet budget on DTF min 0.5
  • Acquisition of new to bank customers in line with the budget

Preferred Qualification and Experience

Qualifications

Honours Degree in Finance and Accounting from a recognised University

Experience

5 – 7 years of banking experience, with 3 to 4 years of relationship management or people management.

Knowledge/Technical Skills/Expertise

• Credit Assessment
• Customer understanding: The ability to analyse customer needs by engaging with them, analysing their personal financial objectives as well as their current financial position.
• Client retention: : Ability to retain existing customers or clients; diagnose their needs and present product feature and benefits to retain their business.
• Portfolio Management
• Financial Analysis
• Sales Planning and Reporting: The ability to develop sales programs and manage a client contact reporting system