Relationship Manager, Custodial Business, at SBM Bank Drives business development, manages client portfolios, and oversees custody operations and settlements. Requires Business/Finance Degree, CISI certification, and 5+ years’ custodial banking experience. Full-time.
Job Purpose
Responsible
for business development functions within Custodial Services.
The overall purpose of the role is to offer custodial services to institutional clients and high-net-worth individuals, as well as drive custodial offerings across the Bank’s business segments, including Corporate, SME and Consumer Banking. The role is responsible for driving profitability and growth, building strong customer relationships, enhancing service excellence and customer loyalty, and maximizing the utilization of the Bank’s custodial products.
The
role will also drive business development initiatives to fully utilize the SBM
Authorized Securities Dealers (ASD) Licence.
Key Responsibilities
Business
Development — 50%
- Develop and maintain a sustainable business pipeline covering
institutional clients, pension schemes, Collective Investment Schemes
(CIS), fund managers, corporates, SACCOs, investment banks and
high-net-worth individuals.
- Drive penetration of Custodial Services and ASD products across the
Bank’s Corporate, Commercial, SME and Consumer Banking segments.
- Identify and pursue RFPs, tenders and other business opportunities,
ensuring timely and competitive submissions.
- Drive client acquisition, retention, wallet share and cross-selling
of Custodial Services, ASD and other relevant Bank products.
- Build and maintain strong relationships with clients and key
industry stakeholders to identify and convert business opportunities.
- Participate in the development and execution of new securities
products and provide value-added solutions to clients.
- Provide clients with timely market intelligence and information on
investment opportunities and securities products.
- Ensure client queries and requirements are logged and responded to
within 24 hours, with timely escalation and communication of issues
affecting client assets or service delivery.
- Monitor service delivery and continuously improve interdepartmental
and client SLAs.
- Grow the Bank’s non-funded income through increased utilization of
custody and ASD products.
- Monitor product performance, market trends and client uptake, and
recommend initiatives to drive revenue and market penetration.
- Prepare business pipeline, performance and management reports for
Custodial Services.
Operational
Management — 30%
Account
Opening
- Facilitate the smooth and timely opening of custody accounts in
liaison with relevant internal departments, ensuring that there is no
outstanding documentation.
- Coordinate the onboarding and transfer of client assets from other
custodians, stockbrokers and other service providers.
- Ensure new clients are effectively transitioned into custody in
accordance with approved procedures and agreed timelines.
- Monitor and maintain agreed client service standards throughout the
client lifecycle.
Reporting
- Review client and regulatory reporting packs for assigned accounts
on a monthly and quarterly basis for pension schemes and Collective
Investment Schemes.
- Participate in quarterly review meetings, AGMs and other engagements
with trustees, fund managers, administrators and clients.
- Review audited financial statements together with Custody
Operations, Trustees, Fund Managers and Administrators of CIS and pension
schemes.
- Prepare business pipeline, performance and management reports for
Custodial Services.
- Review client and regulatory reporting packs for assigned pension
schemes and Collective Investment Schemes on a monthly and quarterly
basis.
- Review audited financial statements and relevant reports in
conjunction with Custody Operations, Trustees, Fund Managers and
Administrators, and follow up on identified issues.
- Ensure client reporting issues and discrepancies are promptly
identified, escalated and resolved.
Corporate
Actions
- Ensure timely follow-up with clients who have not provided
instructions for voluntary corporate actions.
- Coordinate with Custody Operations and other relevant departments to
ensure timely processing of corporate actions and securities transactions.
- Liaise effectively with internal teams and external service
providers to ensure adherence to applicable guidelines relating to
securities accounts, dematerialization, physical securities and
transaction processing.
Risk
and Compliance — 10%
- Support the Head of Custodial Services in developing the team and
ensuring that efficient operations are managed in strict compliance with
applicable local laws, jurisdictions, Bank risk standards and the
Custodial Services Policy Guide.
- Support the Head of Custodial Services in managing and directing
Operational Risk Management and Controls for the custody service to ensure
that the unit achieves a minimum audit rating of 95% or better.
- Ensure that appropriate remedial action is taken in response to
audit findings.
- Ensure that regulatory requirements and deadlines are adhered to,
with real-time escalation of any potential operational incidents,
operational losses or complaints to the Head of Custodial Services.
People
Management — 10%
- Establish and maintain effective working relationships with
co-workers, supervisors and external stakeholders.
- Maintain regular, consistent and professional attendance,
punctuality and personal appearance, and adhere to relevant health and
safety procedures.
- Pursue personal development of skills and knowledge necessary for
the effective performance of the role.
Knowledge, Skills and
Experience Required
- Bachelor’s degree in any Business-related field from an accredited
university.
- At least 5 years’ experience in custodial services, investment
banking and relationship management.
- Chartered Institute for Securities & Investment (CISI)
qualification.
- Excellent selling and negotiation skills.
- Excellent communication, both written and verbal.
- Excellent interpersonal and stakeholder management skills.
Core Competencies
- Commercial and Entrepreneurial Mindset
- Business Development and Sales
- Relationship Management
- People Management
- Strategic Thinking
- Negotiation and Influencing
- Communication and Presentation
- Customer Centricity
- Risk Awareness and Compliance
- Planning and Organization
- Problem Solving and Decision Making
- Performance and Results Orientation
- Teamwork and Collaboration
- Ability to Work Under Pressure
Direct Reports
- Senior Relationship Officers
- Custody Operations Officers
Key Stakeholders
Internal
- Head, Custody Services
- Custody Operations
- Dealers and Treasury Back Office
- Corporate, Commercial and Institutional Banking Team
- Consumer Banking
- Risk and Compliance
- Legal
- Finance
- Human Resources
External
- Clients
- Regulators and other service providers:
- Retirement Benefits Authority (RBA)
- Capital Markets Authority (CMA)
- Central Bank of Kenya (CBK)
- Central Depository & Settlement Corporation (CDSC)
- Nairobi Securities Exchange (NSE)
- Association of Retirement Benefits Schemes
- Offshore Investment Managers
- Custodians Association (Kenya)
- Fund Managers
- Pension Fund Administrators
- Stockbrokers
- Investment Bankers
- Global Sub-Custodians
- External Auditors
How to Apply
