JOB TITLE: SENIOR RELATIONSHIP OFFICER – CUSTODIAL SERVICES

JOB PURPOSE

The role holder will be responsible for identifying and delivering assigned custodial business through various revenue streams by marketing the custodial products to existing and new customers directly and via Relationship Managers at Head Office and Branch network. The role supports portfolio growth, monitoring the performance of the portfolio and marketing the bank’s custodial product offering to ensure that the set targets of portfolio growth, income and quality are achieved.

 

KEY RESPONSIBILITIES

  • Sales & Business Development
  • Customer Service
  • Risk & Compliance

 

MAIN ACTIVITIES

Sales & Business Development

  • To originate deals directly, from existing and prospective clients in order to maximize customer profitability by providing innovative and value-added solutions to grow a personal portfolio.
  • To originate deals in conjunction with Relationship Managers from existing and prospective clients in order to maximize customer profitability by providing innovative and value-added solutions.
  • Implement and drive the Custodial Services business development strategy.
  • Spearhead the development and implementation of new Custody Services products and go to market strategy.
  • To enhance Custody and Trustee business by facilitating favorable market practices/policies and fostering good client relationships.
  • Develop a hitlist and pipeline funnel for deal conversion .
  • Maintain a high level of integrity and ethical standards commensurate with the requirements of market best practice. 
  • Provide a consistently high-quality overall marketing, business development and client relationship management to clients/customers & taking overall responsibility for the Custodial Services operations.
  • Establish, develop and grow Bank’s custodial services offering to corporate and institutional clients, high net worth individual and investment groups positively contributing to the Bank’s Profit & Loss account.
  • Drive effective sales origination, pipeline management, call reporting and conversion.
  • Develop appropriate sales materials, prepare sales proposals and participate in advertised tenders.

 

Customer Service

  • Delivery of consistent seamless customer service through maintenance of high service standards, relationship Management and partnerships for the Custody business (customers, fund managers, brokers, regulators, administrators, stakeholders).
  • Leading the Custody team for efficient operations, excellent client service and business growth, to ensure profitability numbers are met and exceeded
  • Ensuring that the customers’ Custodial and holistic banking needs are identified and fulfilled efficiently and cost-effectively, while managing the risks associated with new accounts; mandates; agreements; and market regulatory requirements.
  • Ensure that the unit prepares and dispatches/delivers reports to Custody clients in accordance with set Service Level Agreements.
  • Coordination, maintenance and compliance on duties and responsibilities under the unit trust, Trustee services and facility agency/registrar business.
  • Providing a readily available, service-focused, knowledgeable and experienced point of contact for new and existing market customers.
  • Oversee scoping, delivery and operations of technology needs for the Custody Business.
  • Manage the operational contact between client and the operational areas by ensuring a full understanding of the client’s needs and expectations across the organisation and providing clarity for the actions required to service the client.
  • Build client confidence through solid delivery of expected services such as quick response time in effecting instructions and handling queries, proper record-keeping, timely reporting on asset holding as well providing other value-added services.
  • Document, coordinate and oversee resolution of problems or issues affecting the quality of service delivery and the overall client experience.

 

Risk & Compliance:

  • Understanding of the overall risks associated with the Custody operations and ensuring there are sufficient and effective controls to manage these risks.
  • Enforcement of risk excellence and compliance requirements by Coordinating internal and external audits for the unit, to ensure compliance with regulatory, audit and internal controls.
  • Ensure all regulatory returns and any other information requested by the regulators are accurately compiled and submitted within the stipulated timelines.
  • Ensure that Anti Money Laundering/Countering Financing of Terrorism/Countering Proliferation Financing  compliance culture is promoted within areas of operation
  • Closure of identified deficiencies from concluded audits, correction within stipulated timelines, and ensure no repeat findings.
  • Provide guidance by consistently enforcing a top-down approach of the Anti-Money Laundering/Countering Financing of Terrorism/Countering Proliferation Financing   responsibilities
  • Ensure that measures are in place   to identify, monitor and control Money Laundering/ Financing of Terrorism/ Proliferation Financing risks affecting the units through completion of Risk and Compliance Self Assessments, reporting to Risk and Compliance Functions and appropriate committees, embedding guideline policies in their operational manuals and tracking resolutions of major risk issues.
  • Ensure that all staff within the Group/ Department/ Unit are well trained and have an Up to Date understanding of Anti Money Laundering/Countering Financing of Terrorism/Countering Proliferation Financing environment.
  • Ensure to Report suspected money laundering cases escalated by staff in the Group/ Department/ Unit to the Money Laundering Reporting Officer as soon as such incidents occur but within 12 hours of occurrence.   
  • Ensure that information, data requests, and feedback are made available to the ERM department in a timely manner for effective decision making on money laundering, terrorism, and proliferation financing risks, assessments, and reporting to the regulators.
  • Ensure that staff have AML/CFT/CPF Key Performance Indicators (KPIs) and disciplinary action is taken against those who violate AML/CFT/CPF policies and procedures
  • Ensure that all relevant information has been provided and considered for decision-making for high-risk accounts and transactions, escalations from the Compliance Unit, and applying of exceptions to bank policy and procedures’ compliance.
  • Ensure that there are adequate screening (Know Your Employee Program) procedures to ensure high standards when onboarding new staff or promoting existing ones.
  • Identify major risks affecting the Group/ Department/ Unit and ensure necessary steps are taken to measure, monitor, and control structure with control activities defined at each level and duties properly segregated
  • Recommend revision of controls, where appropriate, to address new or previously uncontrolled risks
  • Attend training and maintain knowledge of and comply with all bank policies and procedures including Anti Money Laundering/Countering Financing of Terrorism/Countering Proliferation Financing laws, rules and regulations.
  • Participate or undertake Anti Money Laundering/Countering Financing of Terrorism/Countering Proliferation Financing bank programs on a regular basis e.g. taking attestations, self-assessment tests, filling in compliance questionnaires as required
  • Comply and not to knowingly participate or assist in any violation of Anti Money Laundering/Countering Financing of Terrorism/Countering Proliferation Financing laws, rules, regulations or internal policies, procedure and guidelines.
  • Report suspected money laundering cases to their respective heads of units or to the Money Laundering Reporting Officer as soon as such incidents occur immediately with a clear basis of suspicion   
  • Avoid Misrepresentation and Malicious Reporting – knowingly making a false, fictitious or fraudulent representation e.g. statement, report, document.
  • Avoid Tipping Off customers being investigated so as not to knowingly prejudice an investigation by disclosing information.
  • Not provide advice or other assistance to individuals who attempt to violate or avoid Anti Money Laundering/Countering Financing of Terrorism/Countering Proliferation Financing laws, rules, regulations or corporate policies.
  • Respond to all AML/CFT/CPF queries when requested by Compliance Unit to allow the bank to comply with the requirements of The Anti-Money Laundering and Combating Financing of Terrorism Amendment Act
  • Co – operate fully with regulators and law enforcement agents and make available required documents and information

DECISION-MAKING AUTHORITY

  • The role is highly guided by Policies and Procedures;
  • Pricing structures and negotiation parameters;
  • Range of products to support the client.
  • Delightful customer experience

 

ACADEMIC BACKGROUND

  • Any Professional qualifications in ACCA, CPA (K) or a Diploma
  • Bachelor’s degree and a Master’s degree in any business-related field will be an added advantage

 

WORK EXPERIENCE

  • A minimum of 4 years’ experience in Corporate Banking, with at least 2 years in a management position with exposure in Custodial Services.
  • Knowledge of global custody, asset servicing, and investment instruments.

 

SKILLS & COMPETENCIES

  • Excellent client facing and internal communication Skills.
  • Excellent written and verbal communication skills.
  • Solid organizational skills including attention to detail and multitasking skills.
  • Strong working knowledge of Microsoft Office.

 

PROFESSIONAL CERTIFICATION

  • Must have Custody /CMA Approved Certification.
  • Investment Administration Qualification (IAQ), Regulation & Compliance Course, Bonds and Fixed Income Markets Course. Associate of the Chartered Institute of Bankers (ACIB) qualifications will be an added advantage.

 

HOW TO APPLY  Fill in the job application form below.