Job Title:       Head, Business Development – Ghana

Industry:        Banking

Location:       Ghana

Salary:           Competitive Salary + Other Benefits

Role Purpose:

• Retain, develop and grow the Banks banking business within the coverage area.
• Retain and develop offshore banking for Ghanaian SMEs, MSBs, Global NGOs and select mass affluent and high net-worth individuals.
• Develop and grow relationships with Multilateral Agencies in the Continent
• Identify opportunities for the origination / participation of short to medium term structured trade transactions for SMEs
• Liaison between the Bank’s support services in London and customers to gauge service quality.
• Convert names on the prospect list to relationships.
• Account planning for the top 20 names of the allocated list of accounts and prospects.
• Promote the image and create the awareness of the Bank in the marketplace including trade bodies, chamber of commerce, professional Associations, etc.
• Support senior management to implement digital banking products and services.

Key result areas

• Meet / exceed the financial goals as agreed with the General Manager Retail, Business Banking and Digital Banking
• Ensure zero attrition for all names assigned
• Ensure compliance to Consumer Duty Framework
• Ensure Compliance with the bank’s Risk management framework

Communications

• General Manager RBB & Digital Banking, CBO
• Other Senior Management
• Retail, Trade Sales, Treasury, Compliance and Legal Departments
• Debt Underwriting, Credit Risk, Technology & Admin support Departments

Key responsibilities / accountabilities

• Be the face / Ambassador of the Bank in the marketplace.
• Develop multi-level calling plans for the assigned relationships to build trust and position the Bank as a choice provider.

o Project Head for NGO and Aid agencies (project funds and FX)

o Mass Affluent, HNW is UHNWIs for Liabilities
o SMEs (Trade,FX and liabilities)

• Prepare and submit management reports on performance of the business unit
• Leverage the relationship with  equity holders as a tool to attract additional business.
• Encourage adoption of the digital delivery channel by holding demonstrations for prospective customers, explaining the benefits, completing the documentation, and finally commissioning the system.
• Manage the process on an end to end basis and regularly track usage.
• Develop account plans for the 20 top names as identified by the business. Account plans include the products to position (assets, liabilities, transaction services, delivery channels etc.) and the strategy in order to meet those needs, the account plans will include strategic business development details against each name.
• Capture call reports on the bank’s CRM system capturing key discussion such as new business opportunities, customer service issues etc. These will be reviewed and follow up action points agreed during the weekly Business Team meetings.
• Act as the liaison person between the Bank customers in Ghana and the Service support teams in London to ensure provision of good efficient customer experience
• Review MIS to be sent by senior management.
• Conduct annual due diligence and KYC on all assigned customer portfolio in the Corporate
• Attend weekly conference calls with the London Team and provide updates on new transactions, business in the pipeline etc.
• Co-ordinate calling plans for visiting officials from, London and related corporate events.
• Any other duties as may be assigned by the supervising Executive

Person specification

Skills and capabilities

• Expert level numeracy, numerical reasoning and numerical analysis skills.
• Experience in managing multi-million-pound funds in a complex environment.
• Commercially astute and able to develop models and forecasts to drive business growth and improve cash flow.
• Highly analytical with a structured and methodical approach to problem solving and able to translate and interpret large amounts of data.
• Able to manage day to day business challenges, including cash flow, profit and loss, whilst not losing sight of the long-term strategic goals.
• Skills in setting and implementing a customer experience best practice road map.
• Demonstrable leadership skills, capable of setting a vision, harnessing and nurturing talent and managing performance.
• Strong, positive interpersonal skills and excellent written and oral communication skills

Knowledge

• A minimum of 5 years working in a bank at a senior level.
• Experience driving strategy and effective team management skills
• Extensive knowledge of bank and regulatory frameworks.

Experience

• Demonstrable evidence of leading team in a similar role
• Experience managing cross border relationships
• Formulation of team strategy and its implementation

Qualifications

A minimum qualification of Bachelor’s degree from a recognised university.

A master’s degree is an advantage

IT skills

Proficient use of Microsoft Office and internet applications

Requirements for all staff

Policies and procedures

All employees are bound through their contracts of employment to follow the instructions of the Board of Directors and to comply with the policies and procedures that are developed and authorised in their name.

Regulatory frameworks and standing financial instructions

All employees will adhere to all regulatory frameworks and statutory guidance and comply with standing financial instructions.

Confidentiality and information security

Under the provisions of the Data Protection Act, it is the responsibility of each member of staff to ensure that all personal data relating to customers and members of staff, whether held in manual or electronic format, is kept secure at all times. Computer passwords must not be shared either between systems or users. The Bank may monitor e-mail messages, any files stored on the networks or on equipment and usage of the Internet, whether these relate to the Bank or personal use. Access and usage of the Bank’s computers must be in accordance with the Bank’s Policies.

Rehabilitation of Offenders Act 1974

This post is subject to an exception order under the provisions of the Rehabilitation of Offenders Act 1974. This stipulates that all previous convictions, including those that are ‘spent’ must be declared. Previous convictions will not necessarily preclude an individual from employment but must be declared in writing at the appropriate stage during the recruitment process.

Data Protection

As your employer, the Bank needs to keep information about you for purposes connected with your employment. The sort of information we will hold includes information for payroll purposes, references, contact names and addresses and records relating to your career with the Bank. These uses are covered by our notification with the Information Commissioners Office under the Data Protection Act 1998. The information which we hold will be for the management and administrative use only but we may need to disclose some information we hold about you to relevant third parties (e.g. Inland Revenue).

Conduct Risk

All employees are bound by the Bank’s Conduct Risk Policy. Conduct risk is the risk that detriment is caused to us, our customers or counterparties because of poor judgement in or the inappropriate execution of our business activities or that behaviour of the bank’s staff will result or result in poor outcomes for customers. It is your duty to ensure that your actions or in actions do not result in poor outcomes for customers.