Position Head Global Markets


Attention! This job posting is 70 days old and might be already filled.
Company Name CA Banking, Insurance & Finance
Location Zambia
Date Posted '19 September 2012'
Category Other
Job Type N/A
Reference PGHGM
Remuneration Negotiable

Description

Position Head Global Markets (Sales, Account, Trading, Project management, Customer Relations Marketing, Analyst, Pricing, Risk,) Zambia

Leading Bank in the Southern Hemisphere is looking for a Head of Global Markets, to lead a Global team, in generating profitable Global Market products and sales from the segment, and creating potential for SBBL as a whole to leverage additional benefits from these dealings. To attain the Bank’s objectives through the efficient and effective management of the Bank’s Global Markets function (Domestic and International), control of all aspects of foreign exchange dealing within the Bank, and the daily cash management of the Bank.

Purpose and Responsibilities:

- Drive the team sales performance, through specific individual targeting and reporting back on sales calls and sales achievements. Hold regular teams meetings to report back on achievements against targets, and to plan future targets and any re-direction necessary to meet new opportunities and threats.

- Develop new customer relationships, allocate on-going responsibility for these within the team, and subsequently act as a focal point for guidance and assistance with resolution of any contentious issues arising in the course of managing the relationships.

- Develop a thorough appreciation of each allocated customer’s business, and understanding of their potential needs for Global Markets products, through regular liaison with SBBL’s principal ARM for each customer as well as through direct contact with the customer.

- Develop a sales and marketing strategy / Trading strategy and implement, detailing limits and controls to capitalise on local market opportunities; monitor and review the performance of each against targets .Focus will be on the following areas, Leadership, Customer relations / growth, service delivery, cost/income management, measuring performance and results

- Establish and maintain a constructive personal working relationship with the decision maker(s) for Global Markets products for each allocated customer, through regular calling, visits, entertainment, etc. with the objective that the customer always calls SBBL when in need of products we are able to supply.

- Respond speedily and positively to all requests from customers for a specific transaction, or for more general advice, or introduction to a more appropriate contact within SBBL, whether or not the request is from the specifically allocated group of customers.

- Develop Global Markets products in the local market; introduce these to meet current and future customer needs, and delivery of appropriate Sales and Marketing support for launching new products.

- Maintain an up to date knowledge of economic conditions and market trends, on which to base informed dialogue with customers concerning the market risks in their business.

- Guide dealers to analyse the acceptance ratio for quotations provided to each customer, alongside feedback from the customer concerning competing quotations accepted in preference to SBBL’s, in order that the traders may factor this information into their pricing decisions.

- Liaise with Operations/ITC/Branches concerning customer feedback received on service delivery

- Quality, in order to seek improvements in service delivery where viewed as necessary from the Customer’s perspective.

- Liaise with ARM’s and SBBL product specialists in other regions in which particular customers are active, in order to exchange information on the customer, to introduce the customer to other SBBL products, and to contribute generally to the relevant regional or global customer database.

- Monitor the utilisation of each customer’s forward limits, obtain specific approval for any excess likely to arise as a result of a particular transaction, and alert the principal ARM if it appears that a higher limit would lead to additional profitable business in Global Markets products.

- Create opportunities for each team member to develop required skills, e.g. selling and presentation skills, and technical knowledge, through personal development planning, coaching, and training, with appropriate support to ensure that they are able to put new learning to effective use.

- Network on behalf of the team (communication back to team members) with customers, and with other SBBL trading and sales groups, in order to solicit customer feedback, gain market intelligence, benchmark sales processes and techniques, and to enhance the Bank’s profile in the market.

- Manage risks revealed under the ALCO process and recommend strategies based on economic forecasting and trend analysis.

- Ensuring compliance with Group policies and statutory policies and controlling these limits by way of internal dealings, counterparty limits and customer limits.

Experience/Knowledge Required:

- Sound background and knowledge of Banking with particular emphasis on Foreign exchange products and money market products.

- Be able to know and monitor the key economic indicators that will impact on the forex business and be in a position to explain that to customers.

- Be able to plan and carry out marketing campaigns to acquire new clients from familiar customer segments and be in a position to retain the existing relationships.

- Have skills to construct and make formal presentations and/or facilitate group activities.

- Be able to convince clients that the solutions offered are beneficial to the client’s business, by using strong influencing skills in client negotiations.

- Should be in a position to interpret the business risks of the corporate desk and the overall client portfolio.

If you have not had any response in two weeks, please consider your application unsuccessful however your CV will be kept on the CA Global database for any other suitable positions.