1. Strategic Focus

Structured Finance
• Responsible for the structuring, negotiating, development and managing of specialised finance product solutions / Non-Vanilla type transactions to address the financial needs of the client;
• Liaising with different departments / group companies to optimise group’s opportunities to capitalise on such opportunities;
• Responsible for the administration and managing of existing structured finance transactions;
• Technical and transactional support as well as assistance with credit applications in conjunction with different branches / Sector Team Lead (STL) where specialised products are to be introduced; and
• Providing continuous technical assistance on any structural amendments, early settlements and unwinding of structured finance deals.

Corporate Banking
• Accountable for managing and growing a defined portfolio of Clients, integrating and coordinating all the Bank’s products, services and resources in order to maximise the value of the business relationship and ensure profitability for the Bank and the Client;
• Responsible for having a clear understanding of client’s industry and business, together with the internal and external factors affecting the long term viability of the business and industry sector;
• Ensure that a broad range of information (e.g. clients financial and business trends and patterns, information management systems, networks) is utilised to pre-empt selling opportunities and proactively identify opportunities and threats to Clients and the Bank;
• Responsible for developing and nurturing strategic relationships with the Clients to ensure that the strategy and business objectives of the Client and the Bank are achieved; and
• Continually drives and role models a superior client orientated culture within Corporate

Banking.
2. Business Acumen and Market Understanding
• Responsible for applying insight into local and international trends, products, developments and benchmarks within the financial sector, banking and specifically corporate and Institutional Banking;
• Responsible for displaying deep business insight and experience, management acumen, insight into business strategy and operating principles/methods and familiarity with legal operating conditions;
• Ensure awareness of and an intimate understanding of both traditional and non-traditional competitors, their drivers, products, strengths, vulnerabilities, market share / client base and the impact these have on Corporate and Institutional Banking’s relationship with the client; and
• Ensure a sound understanding of diverse client industries and business, management practices, strategic/influential decision makers, and the macro environmental conditions, opportunities and threats affecting the long term viability of the business and industry sector.

3. Client Application/ Assessment
• Responsible for understanding the overall strategy of the Bank and for providing valuable input
into the Bank strategy, culture and business objectives;
• Responsible for developing and driving the strategy around growing and servicing Corporate and Institutional Banking clients, ensuring that it is in line with and supports the Bank’s broader strategy and business objectives;
• Ensures that the processes, structures, systems and resources required to effectively service and develop Corporate and Institutional Banking clients are in place in order to support and drive the current and future viability and profitability of Corporate and Institutional Banking;
• Continually searches for ways to improve client orientation and service delivery;
• Ensure a thorough understanding of the strategic business drivers, opportunities, challenges, needs, competition and threats inherent to relevant corporate and executive business / client environments; and
• Responsible for viewing day-to-day decisions, relationships and operations in terms of the bigger picture, keeping the overall / long term good of the bank in mind.

4. Client Profitability and Risk Management
• Ensure a detailed understanding of all areas of risk associated with Corporate and Institutional Banking clients, products and services together with the risk management processes involved in securing and maintaining profitable deals;
• Responsible for evaluating potential profitability and risk of Corporate and Institutional Banking clients’ businesses and industries and projects business scenarios several years ahead in order to support and direct optimal business decisions;
• Ensure that subordinates take risk and opportunity factors into account and conform to the Bank’s risk policies, processes and procedures;
• Responsible for assisting in the evaluation of business viability and risks of large credit deal proposals and is jointly accountable (with credit division) for sign off of credit to a specified limit;
• Responsible for motivating sound business deal proposals for new facilities or facility modifications that require the assessment of credit or other risks and incorporates insightful information regarding business strengths and vulnerabilities;
• Responsible for keeping up to date, follows up on and actively assists the Sector Team Leads (STL) and Relationship Managers (RMs) with deals which are high profile or of strategic significance to the bank;
• Responsible for conforming to the Bank’s risk policies and procedures;
• Responsible for monitoring markets and pre-empting risk for both the Client and the Bank;
• Responsible for demonstrating a general understanding of all areas of risk associated with Structured Finance / Corporate Banking clients, products and services;
• Responsible for drawing on this information and input from reliable sources (network) to decide on strategies to meet their needs (business financial needs & operational banking service needs) to establish a sound relationship for further business and protect against loss of key clients to competitors;
• Responsible for working closely with Credit to initiate business deal proposals for new facilities, or facility modifications that require the assessment of credit or other risk, and motivates the deal with insightful information regarding business strengths and vulnerabilities. Ensure that final sign-off on all credit facilities granted is retained;
• Responsible for contributing knowledge gained of the client, to the function of risk assessment,
and providing insights into mitigating or cautionary factors to the risk assessment specialists; and
• Co-responsible to establish, grow and maintain the business according to the strategic objectives of the Corporate & Institutional Banking Division, and thus increase income and profits.

5. Relationship Building
• Responsible for building relationships across all hierarchical levels within and outside the Bank in order to develop a credible and relevant network, to ensure leading edge financial and market information;
• Fully accountable for the relationship with the Client, across all hierarchical levels, which incorporates integrating and co-ordinating all contact between the Bank and the Client;
• Ensure that clients are handled in a professional manner and that they are provided withaccurate information about the Bank’s products and services. Ensure that no valid complaints have been received;
• Constantly ensure familiarity with client’s requirements and provide a personal service to priority clients, while co-ordinating service to other clients;
• Establishes credibility and overall profitability for the Bank and the Client by the skilful application of specialist knowledge to deal with diverse Client environments in consultation with relevant areas within the Bank e.g. Treasury, Finance, Group Finance and Group Legal;
• Responsible for growing and maintaining a broad network of strategic stakeholders both internal and external to Corporate and Institutional Banking in order to ensure that the correct communication and decision making channels are open and available;
• Responsible for supporting the STL and RMs in developing relationships with strategically significant and/or difficult clients to ensure that the strategy and business objectives of the client and the Bank are achieved;
• Responsible for continually driving and role modelling a superior client orientated culture within Corporate and Institutional Banking which aims to exceed client expectations;
• Ensure that supportive, open relationships exist between STL, RSMs and relevant stakeholders and service providers within the Bank; and
• Responsible for gaining leads and access to strategically influential stakeholders in large

6. Service Delivery
• Ensures 100% availability of the service and sales support team;
• Ensures that client confidence is supported by solid delivery of expected benefits, such as cost efficient finance, improved efficiency of financial administration, and reliability of required service standards;
• Responsible for demonstrating and managing the understanding of the implications of substandard and/or non-delivery of services;
• Identify barriers to business development that emanate from sales and service delivery and develop strategies to overcome these problems with the relevant members of the team and the client;
• Ensure that the relevant processes, procedures, structures and policies are in place to support the AE and RM’s in reaching and surpassing predetermined service level agreements and targets; and
• Continually seeks to improve these processes in order to improve efficiency, service delivery and the profitability ratio of the bank.

7. Financial Management
• Ensure that the financial management processes and procedures of Corporate & Instituional Banking is understood and conformed to;
• Responsible for setting budgets and targets for the area and STL and RMs ensuring that they are fair yet challenging; and
• Gives valuable input into Corporate and Institutional Banking budgets and targets.

8. People Management
• Responsible for empowering STL and RMs to take full accountability for their relationships with and service delivered to their client base;
• Responsible for setting service levels, supporting and motivating the STL and RMs to achieve their targets;
• Manages the integration, development and performance of the STL and RMs to ensure that their combined efforts result in long term business growth and profitability;
• Responsible for assisting and coaching STL and RMs in the co-ordination of business presentations to significant corporate clients with other specialists, banking product/service providers, in order to provide coherent, convincing, realistic deliverable and profitable services to the client and bring in new business;
• Responsible for fulfilling a staff management role and is therefore responsible for performance management, recruitment, career pathing, remuneration etc. within and across the STL and RMs;
• Responsible for mentoring and coaching STL and RMs in complex business decisions, business development strategies and tactics;
• Responsible for providing long term strategic direction to the management of clients and portfolios and the development of business relationships;
• Serves to focus the STL and RMs and help them maintain momentum for maximum client orientation and value adding business;
• Responsible for assisting STL and RMs in the development and implementation of client specific marketing plans;
• Responsible for selecting the most appropriate STL and RM(s) to manage new clients via taking into account their experience, knowledge base, availability, personal and interpersonal traits, etc.;
• Responsible for keeping all subordinates informed of imminent changes, which may impact their roles and/or client profiles; and
• Ensures that the Head of Corporate Banking is up to date with the Client’s existing business and possible opportunities and risks; personal and business needs and preferences.

9. General
• Must be prepared/willing to do any other reasonable and lawful instruction/task and it is normally carried out on time and correct.

10. Key Relationship Interfaces: (Relationships with key parties on work related issues) Internal Relationships External Relationships

• Head of Corporate and Institutional Banking
• Head: Corporate Coverage
• Head:Public Sector
• Sector Team Leads and Relationship Managers (RMs)
• All staff members
• Corporate and Executive Customers
• Stakeholders
• Investors
• Institutional Government
• Regulators (Bank of Namibia)

 

Competency ProfileKnowledge Technical/ Business Skills Attributes
▪ Experience in high-level relationship building and maintenance
▪ Sound credit experience
▪ Conceptual understanding of business mission and strategy, as well as the performance implications of this strategy with regard to market success
▪ Knows and understands the best operating practices specific to the business
▪ Knowledge of people and performance management principles and practice
▪ Experience in leading a high level service directed team
▪ Sound understanding of banking financial services mechanisms and the entire range of products and services useful to corporate organisations
▪ Insight into the products and resources available within the Bank and how best to integrate them in order to create superior client orientated solutions and services. Indepth knowledge and understanding of Corporate and Institutional Banking products
▪ Superior communication and customer service skills and an ability to adapt to a wide variety of audiences, including clients, supervisor, peers and external partners/vendors.
▪ Proven strong numerical and analytical skills;
▪ Excellent team work and team leadership skills;
▪ Communication and interpersonal skills;
▪ Well-developed organizational skills in order to respond to shifting priorities on multiple projects
▪ Excellent analytical skills, including demonstrated knowledge of various valuation techniques and practices
▪ Group dynamics and team building skills
▪ Entrepreneurial and commercial thinking skills
▪ Leading and supervising skills
▪ Good problem solving skills
▪ Demonstrated ability to meet deadlines with high level of accuracy
▪ Project and time management ability
▪ Dedication, energy and commitment
▪ Self-confidence and the ability to make difficult decisions
▪ The ability to work under pressure and cope well with stressful situations
▪ Must be able to operate independently on a high level
▪ Entrepreneurial and CommercialThinking
▪ Proven ability to clearly and concisely prepare, present, discuss and defend issues, findings and recommendations
at senior levels and to produce complex and compelling briefs, reports, papers
▪ Ability to project a professional image
▪ Delivering Results and Meeting Customer Expectations