Job Purpose:

Responsible for the overall management of the business development functions within the custodial section. The overall purpose of this role is to provide leadership to the custodial relationship team as well as drive custodial offering through the three business segments i.e. Corporate, SME and consumer banking to drive the banks profitability, growth and building customer relationships that enhance service excellence and customer loyalty.

Business Development to fully utilize SBM Automated Securities Dealers license.

Key Responsibilities

Strategy

• To develop, manage and implement strategies towards targeting of corporate institutions, pension funds  and HNIs for the purpose of acquiring custody clients and Automated Trading System ATS clients, to grow the Banks non-funded income lines,
• To ensure adequate customer origination and retention strategies are employed to attain business growth.
• To develop marketing and business strategies to expand customers for both the Custodial business and Automated Securities Dealers business.

Acquisition: Business Development

• Develop and monitor Custody and ASD business with the aim of ensuring the bank remains competitive within the dynamic environment
• Grow the banks’ non funded income by ensuring full utilization of Custodial and ASD licenses
• Oversee product development initiatives and review existing products performance and uptake 
• Ensure custody business development team run 360 degrees relationship view on all customers by cross selling and deep selling.
• Ensure retention and growth of existing customers
• Provide accurate investment updates to clients.
• Develop client prepositions for corporates and HNIs within custody and ASD business lines
• Ensure regular updates to clients regarding the status of their investment portfolios.
• Informing clients of new investment opportunities within the capital and money markets.
• Ensure teams effective Liaison with stakeholders in the fixed income market i.e. CMA, NSE, CBK and transaction counterparties.
• Collaboration with SBM group companies to create synergies in the wealth management product offering.
• Assist Head of Operations Custody and ASD oversee execution of trading activities
• Continuously identify business opportunities in line with the strategic direction of the Bank and the group.
• Innovate and rollout lending prepositions that enhance the custody and ASD businesses by the Bank.
• Contribute to the creation of new product lines and new business opportunities, both locally and overseas with product management and sales teams. Where necessary, be “subject-matter-expert” in presenting solutions to stakeholders/clients

Compliance:

• Ensure compliance with both internal and external regulatory requirements,
• Working closely with risk and compliance units to ensure effective controls to mitigate business risks associated with custodial business and ASD Business.
• Developing and continuously reviewing business operational policies and procedures ensuring compliance.
• Compliance with the requirements of Capital Markets Authority, Central Bank of Kenya, Nairobi Stock Exchange and any other regulatory body.

Human Resource:

• Manage and develop human resources compliment with the aim of achieving set targets via a competent and highly motivated team.
• Adress staff gaps and handovers by existing staff in a timely manner
• Develop career growth and personal development plan for team members
• Assess the training needs analysis for team members to be incorporated into the overall departmental training plan.

Direct Reports to this Position.

• Senior Relationship Managers
• Relationship Managers

Customers of this Position.

• Bank customers across the three business pillars Corporate, SME and Retail
• ALL HODS
• Custodial units and NBFI cluster within the group
• Treasury departments across the group

Knowledge; Skills and Experience required for this Role.

• At least 5 years management experience in custodial services, pension fund management or administration, 3 of which are in relationship management or client services.
• Business Graduate from an accredited university preferably a major in Finance or Economics. A post graduate degree will be an added advantage MBA
• Certificate level qualification in professional securities services or related courses CISI, ICIFA or CFA
• Excellent selling and negotiation skills
• Excellent communication, written and verbal skills
• Excellent interpersonal skills

Competencies Required for this Role

•  Emotional Intelligence; Dynamic, individual with the ability to work under pressure.
•  Excellent selling skills
•  Strong networking skills, for both internal and external networks
•  Relationship Management skills with excellent Human Relations skills, communication skills and interpersonal skills
• A passion for performance, building team play, and achievement in a competitive and dynamic environment
• Hardworking, strategically minded individual with excellent leadership, organizational, and planning skills
• Commercial awareness and customer focus
• Pleasant, honest outgoing and self-driven
• Contribute to the creation of new product lines and new business opportunities, both locally and overseas with product management and sales teams. Where necessary, be “subject-matter-expert” in presenting solutions to stakeholders/clients
• Strong analytical and marketing skills