Description:
The incumbent is primarily accountable for the management of all Custody Clients as well as the Client management team, which consists of Custody Relationship Managers and a Client Services function. The Senior Manager Custody Client Management and Business Development leads the aforementioned team in order to maintain and grow the Custody Client Portfolio and achiever-determined and pre-approved targets.
Main Responsibilities
- Implement strategies and plans to achieve all volume, revenue, and profit targets.
- Ensure ongoing increase in market share, and sustainable growth rate on the Custody client portfolio.
- Ensure that the marketing impact and sales activities are maximized through the team’s service delivery
- Implements KPI’s and best practices for AVP Custody Client Management and Business Development.
- Promote cost consciousness and efficiency and enhance productivity, to minimize cost, avoid waste, and optimize benefits for the bank.
- Responsive to the needs of the potential, new and existing customer base and lead the customer focus initiatives in the QNB Custody department.
- Define, establish and conduct reviews on procedures for, on boarding, client meetings, business cases, client engagement plans and yearly activities.
- Owning the common client mailbox, and all other client communication channels and the routines handling client responses according to the agreed SLAs with the clients.
- Build and maintain strong and effective relationship with the all other related departments and units within QNB to achieve the Group’s goals/ objectives.
- Provide timely and accurate information to the external and internal auditors and the Compliance function as and when required.
- Responsible for strategically important client relationships engagement.
- Client targeting and marketing.
- Develop client sourcing process / framework and implement with target client identification and prioritization approach.
- Oversee client referral and incentives.
- Mange client target lists using internal and external sources.
- Client contact and acquisition.
- Define and implement client contact approach and guidelines.
- Define and implement client contact strategies for Relationship Officers without portfolio and their continuous engagements
- Manage allocation of target clients to Relationship Managers and Officers.
- Monitor and maximize sales conversion.
- Client On-boarding
- Responsible for the on boarding process and the continues account maintenance and the regular and enhanced due-diligence process and KYC-documentation routines.
- Work with Custody Operation teams to ensure the client on-boarding process is managed efficiently according to agreed SLAs.
- Value of Custody client portfolio.
- Set and agree on sales targets with all of the team members.
- Implement client relationship management model
- Allocate and manage Relationship Manager and Officer portfolios
- Participate in high value client discussions to support Relationship Managers.
- Work with Head of Product Development and Network Management and External Relations to identify evolving Custody clients’ needs and the product developments process or make connection with the respective product owner(s) within QNB.
- Maintain activities in accordance with Service Level Agreements (SLAs) with internal departments/units to achieve improvements in turn-around time.