Job Purpose
Define the desired strategy and financial performance for the TMT sector on a local scale for the country, and ensure that the resources involved have the necessary leadership, guidance and support to achieve the set financial targets. Partner with the Head Client Coverage to ensure the achievement of financial targets in the country. Provide internal leadership to the resources assigned to the TMT Sector by providing the strategic direction that will enable Stanbic Bank Kenya position itself in the industry and drive the realisation of goals set. Leverage industry relationships to achieve high levels of client service, business targets and revenue opportunities across CIB.
Key Responsibilities/Accountabilities
Develop and drive the execution of the TMT Sector strategy
Develop and implement the country sector strategy in line with the overall strategy and parameters set by the PRMC (Portfolio Risk Management Committee). Provides strategic sector positioning and direction for the country.
Set and drive the achievement of sector specific financial targets, such as, Client Revenue, CROC, and growth in the key drivers like assets, liabilities, off balance sheet and client FX volume and revenue.
Provide the required industry sector strategic leadership, at a local level, to enable strategic execution of the specific sector(s) in all relevant operations.
Credit Risk management within the Sector
Drive overall leadership of banking activities and solutions in Kenya
Build Stanbic Bank’s profile in the Industry
Continuously build Standard Bank’s industry profile with high level, representation at conferences, workshops, expert panels, key industry events, publications and other marketing events which fit SB’s market focus. Increase Standard Bank positioning and involvement in all specific sector(s) opportunities locally/regionally for country.
Develop client specific marketing programmes and assist with the execution of the local sector marketing plan for existing and new clients. Enhanced client coverage and execution and effectiveness of the marketing plan
Manage and Drive Financial Performance of sector(s)
Define and set the target financial performance for the sector at a local level for the country.
Drive integrated financial performance management of the sector(s) through defined objectives for individuals/teams.
Drive and own annual sector budget together with product houses and monitor actual performance against budget.
Continuously identify opportunities for cost reduction and improved efficiency for the sector at a local level for the country.
Ensure all operational and activity costs remain within the allocated budget for the local sector
Develop and share in-depth industry knowledge
Maintain detailed and current understanding of the industry (at a macro-global level, specific regional or local issues and key clients) to ensure that new opportunities for Standard Bank are capitalised and threats are quickly identified.
Develop and drive a deep understanding of the industry’s market environment and opportunities and continuous assessment of competitor landscapes, threats and commercial opportunities for the client.
Continuously, and through different channels, share industry knowledge expertise with the resources deployed to the sector and internal stakeholders.
Ensure that individuals have the necessary context to operate in the sector, and contribute to the up-skilling and development of others.
Build and Manage Client Relationship
Forge, build and maintain strategic relationships with high level stakeholders from key clients to drive the development and delivery of business solutions and revenue growth for the specific sector.
Generate and share strategic insights around clients on an ongoing basis, leverage external credibility to personally maintain and deepen client relationships at the appropriate level and foster long-term client relationships.
Develops in-depth knowledge of the key clients’ strategy, business context and financial performance.
Ensure that teams can proactively respond and anticipate key client requirements, and position Standard Bank as a strategic advisor.
Share sector(s) knowledge with the CSTs so that the team members can proactively respond and anticipate client requirements.
Provide strategic input and guidance to the development and execution of strategic client plans (together with the core CST) in line with the broader strategy.
Ensure client plans are aligned to the sector strategy.
Administration and analysis of the Client Service Surveys, as well as the implementation of focused action plans needed to address the gaps identified.
Address and identify gaps and ensure there is improvement in levels of client satisfaction.
Deliver Customised Sector Solutions
Lead the development of innovative solutions tailored to the specific sector needs which will allow Standard Bank to meet the sector(s) business requirements.
Identify and drive high level, multi-product & cross-border solutions to enhance the delivery of customised services and products and SB’s positioning as the bank of choice in the sector.
Maintain proficient and relevant knowledge of products, services and capabilities across the bank (in all relevant geographies) to ensure relevant and informed client conversations.
Leverage research products offered by the bank for the client’s advantage and focus on enhancing cross-selling opportunities and originating profitable transactions in conjunction with the product areas.
Provide Internal Leadership & Guidance
Continuously internally position the sector in Standard Bank, by demonstrating the potential business opportunities and the need for the bank to operate in the sector.
Gain internal support and buy-in across divisions that will support the achievement of business objectives.
Provide a framework under which all should operate to ensure the necessary controls, monitoring and support are in place to achieve high levels of client service and solutions development. Ensure leadership and guidance of resources allocated to sector clients.
Embed the client engagement model within the strategy and act as facilitator between business units on deployment of resources to the sector with a focus on risk optimisation, efficient limit and capital utilisation and maximising profitability.
Oversee robust allocation of resources and the effective management of Bank Relationship Management Teams across relevant geographies and the strategic use of capacities (in partnership with the Head of Client Coverage).
Manage risk and compliance
Manage the level of exposure and set limits within the bank’s risk appetite for the particular sector. Systematic risk management and mitigation approach.
Act as the “first line of defence” as required by the Credit Standard. Early warning of portfolio stress communicated to all relevant stakeholders.
Provide sector leadership at various Risk forums. Aligned objectives between Sector and Credit
Drive a culture of proactive compliance in the area.
Keep abreast of new legislation and its impact on the operational areas and customers
Lead the area efficiently and effectively
Lead and continuously develop resources deployed to the local team, and build a credible and capable sector team (in partnership with the relevant Client Coverage Heads). Credible and effective sector team that has the skills to respond to the clients’ requirements.
Mentor individuals from other divisions or sectors, by providing them with relevant guidance and coaching. Contribute to the internal development of capability and talent retention.
Collaborate with Human Capital, to develop the people strategy for the sector with a focus on talent management, resourcing, development and retention.
Conduct performance appraisals for direct reports.
Sets clear performance standards for each team member, monitors the performance and provides regular feedback.
Encourage team members to express their views, resolve issues raised by the team, escalates issues if required and provides feedback to teams on an ongoing basis.
Build capabilities for sector through evaluating likely future requirements and ensuring that individuals are provided with the best possible development opportunities in line with these.
Recruits and retains staff with superior performance/potential and rewards them appropriately for sector.
Lead and continuously develop resources and build a credible and capable team
Motivate managers to demonstrate living the values
Ensure skill assessments and competency-based training takes place as and when required.
Oversee and Manage the efficient delivery of services to clients for sector
Address gaps in the business architecture (process, technology or people) that could prevent the success of the strategy and objectives defined for the sector(s).
Provide the required strategic leadership to enable transaction execution for key clients.
Continuously identify and implement opportunities of continuous improvement in the sector by using personal discretion or initiative
Lead the development of innovative solutions tailored to the client’s needs which will allow the country to meet the business requirements.
Maintain a proficient and relevant knowledge of products, pricing, services and capabilities across the sector to ensure relevant and informed client conversations.
Develop short term and long term sales and product plans, focusing on customers, competition, profitability, product life cycle and service consideration, in addition to organizing sales programs for growth and product penetration for the sector.
Preferred Qualification and Experience
Undergraduate qualifications, preferably in a discipline relevant to the specific sector.
Other relevant qualifications including post graduate qualifications such as an MBA is considered a bonus
Minimum of 7 years of relevant experience (specific industry sector experience, such as dealing with industry stakeholders at an Executive level, will be considered an advantage).
Experience in Client Coverage is an added benefit.
Minimum of 3-5 years in a leadership role.
Knowledge/Technical Skills/Expertise
Client Focused Innovation
Adapts to meet customer/client needs
Adapts existing products, services, processes, etc. to better meet specific customer needs.
Uses understanding of customer needs to adapt products, systems, processes and procedures that ensure customer satisfaction
Leading Courageously
Has confidence to bring conflict into the open to be resolved
Is able to confront others (peers, boss, etc.) or brings disagreement into the open with the purpose of resolving it, landing on a decision, to ensure action.
Is open and honest when communicating with others (“straight talk”). Challenges popular values, decisions and opinions to ensure actions are taken in the Bank’s best interest.
Takes action in defiance of corporate rules and procedures for the greater good of the business and its stakeholders.
Accepts personal risks and/or consequences of failure & persists in the face of opposition or fear.
Industry Sector Knowledge
Develops sector insights to serve as trusted advisor to clients and to shape Standard Bank offering
Follows given sector industry dynamics, trends and key players and uses that knowledge to develop sector insights
Knows business models and operating models within the given sector and uses that knowledge to identify Standard Bank’s competitive advantage
Draws on sector knowledge and knowledge of the client business to identify unique opportunities for Standard Bank