Manager, Wholesale Banking Solutions

DESCRIPTION

Job Purpose:

To manage and drive high quality, repeat revenue streams from 'all product'
Treasury coverage of Wholesale Banking clients

Principal Accountabilities:

Client Relationships. FX and derivative coverage of key Wholesale Banking
clients to deliver profitable, cross asset global markets solutions products.
Ensure that future revenue contributions are protected through best practice
professional contact, delivery of technical expertise required and a focus on
building high quality relationships. Profile key decision makers and their
buying criteria within the allocated client portfolio. Pro-actively deliver
input into cross product client planning and determine annual client revenue
potential, with all hurdles to business clearly addressed.

Strategy. Contribute to implementing and driving the Wholesale Banking
Treasury business roadmap, consistent with the broader Global Markets
Solutions strategy determined by the Head of Global Markets Solutions.
Demonstrate a clear and consistent communication style in dealing with all
clients to build brand recognition of CBD 's Treasury capabilities.

Sales Process. Attend client calls, produce call reports and revisit
opportunities identified to maximise the conversion of business potential.
Liaise with Wholesale Banking Coverage Team Leaders & RMs to manage the
internal progress of deal opportunities. Produce accurate input into the
pipeline management process, with realistic and timely assessment of all
relevant updates for incorporation in a regular review of all client sales
activity. Share the output with Wholesale Banking to enlist support for credit
lines required and identify other opportunities linked to the new asset
pipeline that haven't been captured. Address deposit and operational funding
opportunities with clients and work with the ALM Desk to secure
new/incremental balances and contribute to the reduction of concentration
risks.

Sales Material. Work with Structuring to produce customer focused, solution
driven presentations to clients, responding in a timely manner to reverse
enquiries and supported by new product ideas. Contribute to the iterative
process generated by these presentations such that a win/win solution is
ultimately delivered to the client for execution

Teamwork. Work closely with Structuring & Trading to deliver competitive
client pricing and ensure that the complexities of products offered to clients
are clearly understood. Collaborate with other WBS team members to drive
annuity Flow business. Monitor all derivative transactions executed for
restructuring opportunities.

Revenue. Deliver sustainable profitability over the medium to long term from
both FX flow & cross asset derivative business. Meet budgets set and ensure
that future revenue contributions are protected through best practice
professional coverage, mobilization of internal technical expertise as
required (Structuring) and a focus on building "trust based" long-term
relationships. Maintain an emphasis on quality and repeat revenue streams with
all risks minimized.

Client Analysis. Profile all clients, identifying key decision makers, their
buying criteria, pricing sensitivity and product appetite across the business.

Risk & Compliance. Complete Suitability Questionnaires for all relevant
clients within the portfolio. Minimise documentation risk, working closely
with the Structuring Desk for all Term Sheets required to apply best practice
for relevant business. Ensure Term Sheets contain full disclosure of
transactional risks and scenario analysis. Own the commercial negotiation of
all ISDA documents.

Stakeholder Management. Build strong relationships with internal
stakeholders including Relationship Management, Legal, Compliance, Risk
Management, Operations and Credit. Contribute to the internal education and
training of non-specialists with a stake in the success of the business.

Credit. Ensure that credit limits are sufficient to support revenue budgets
by client and product and that the Relationship Management function is
appropriately appraised of all aspects surrounding the need for limits.

Market Knowledge. Stay abreast of developments across all financial markets
as the basis for pro-actively updating clients and responding to any specific
enquiries. Display a professional, knowledgeable and service driven approach
at all times, delivering to deadlines set and contributing to brand
development