Job Title:                   Senior Manager, Business Development - Francophone Africa

Industry:                    Banking

Location:                   United Kingdom

Salary:                       Competitive Salary + Other Benefits

Overall Responsibilities:

1. Essentially a Relationship Management role to develop and grow the Bank’s Trade, lending and correspondent banking business in the Region
2. Retain and develop offshore banking for corporates, Financial Institutions, Parastatals and Government agencies
3. Identify opportunities for the origination / participation of short to medium term structured transactions in the region
4. Liaison between the Bank’s delivery units in London and customers to gauge service quality
5. Convert names on the prospect list to relationships
6. Account planning for the top 20 names of the allocated list of accounts and prospects
7. Promote the image of the Bank in the Francophone Africa marketplace including trade bodies, professional firms etc.

The objective of the responsibilities, is to deepen relationships with the existing customer base, expand  market share in the region and as far as possible provide intelligence to the Accra and London offices of any changes in the marketplace in terms of price, products, delivery channels etc.

The role holder will be expected to have a good understanding of our credit policy, money laundering policies, products, tariffs and delivery channels.

Specific Responsibilities

Be the face / Ambassador of Ghana International Bank in the marketplace.

• Develop an annual plan for the business in the coverage area. Such plan will include strategy and financial projections. Provide periodic review of such plans, explain variances and implement corrective measures to cover performance gaps.
• Develop multi-level calling plans for the assigned relationships to build trust and position the Bank as a choice provider. For banks, weekly calls should be at the head of foreign department / international banking operations and treasury levels. Quarterly calls at more senior levels. For corporates, frequent calling at the Chief Accountant / Finance Manager level, with calls at more senior levels on a quarterly basis.
• Identify a location for a potential Representative Office
• Encourage adoption of the bank online banking 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 top names identified . Account plans to include the products to position (assets, liabilities, transaction services, delivery channels etc.) and  strategy in order to meet those needs, the account plans will include strategic business development details against each name.
• File call reports and complete aide memoir capturing key items discussed (new business opportunities, customer service issues etc.) these will be reviewed and follow up action points agreed during the weekly conference calls.
• Act as the liaison person between  customers in the region and the Delivery teams (Global Funds Transfers, Retail Services for account opening, Trade Finance and Treasury) for operational issues.
• Review MIS to be sent by the London based operating units and use this as a tool to review  relationships vis a vis total wallet size for each client.
• Establish a working relationship with the main originators of structured transaction (Barclays, Stanchart, Citigroup, Stanbic, Natixis, SG, Ecobank, HSBC’s representatives) to secure invitation on the option to participate
• Conduct annual due diligence and KYC on all Corporate and FI customers and complete, annually, the due diligence / know you customer forms. (Template to be provided)
• Attend weekly conference calls with the London and Accra Teams and provide updates on new transactions, business in the pipeline etc.
• Provide periodic country risk reports with emphasis on economic, political, regulatory or any other developments that may be relevant to the bank’s business in the region. Provide exit/remain recommendations based on assessments and market intelligence gathered.
• Any other duties as may be assigned by the Head, Client Coverage Africa

Financial Goals

• Meet / exceed the financial goals as agreed with the Head, Client Coverage Africa
• Ensure zero attrition for all names assigned.

Person specification 

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 the bank 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 the bank notification with the Information Commissioners Office under the Data Protection Act 1998. The information which the bank holds will be for the management and administrative use only but  may need to disclose some information they 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 the bank, their customers or counterparties because of poor judgement in or the inappropriate execution of the 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.