Relationship Manager - Custodial Business

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:

• 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.
• 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.
• 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,