Director, Corporate Banking

Summary

The Director, Corporate Banking leads the Bank’s Corporate Banking relationship team within the country and is primarily responsible for deepening relationships with corporate clients, driving/engaging in business development to increase growth in the Bank’s loan portfolio, fee income and overall profitability, including referrals to the Investment Banking team and facilitation of Investment Banking deals within the country. The incumbent is responsible for client servicing and problem solving to ensure the management of the Bank’s corporate portfolio and adherence to risk and compliance policies.

Responsibilities

• • Leads and drives the Corporate Banking relationship team Jamaica, focusing on corporate portfolio growth, referral and facilitation of investment banking deals, workouts and identifies and engages in business development and building relationships with corporate clients to ensure sustainable revenue, assets and profit growth/contribution.
• • Drives and leads new client acquisition and new opportunities with existing clients through the relationship planning model with needs assessment in collaboration with the relationship manager, CBSC team (client onboarding) and credit underwriting & portfolio team, engaging subject matter experts as applicable to support cross selling and proactively identifying client prospect needs, opportunities and risks and developing financial solutions to ensure sustainable revenue, assets and profit growth/contribution and expand opportunities for wallet share.
• • Supports and contributes to the planning and implementation of strategies (including client planning and call programmes) to manage and increase the Bank’s portfolio of corporate clients and optimise wallet share including pipeline tracking to ensure corporate clients benefit from the full suite of Bank products and services and ensuring a balance is maintained between business development and the Bank’s exposure to risk.
• • Drives growth, identifying business development opportunities with new and existing clients, client planning, call programmes and cross selling corporate banking products and non-corporate banking products (investment banking) to client base to ensure continued portfolio growth, loan portfolio, fee income and overall profitability.
• • Collaborates with Chief Commercial Officer, Country Head, Chief Country Management Officer, Executive Director, Corporate Banking, & Sustainable Finance, Managing Director, Investment Banking & FDS, further developing/building relationships with top executives of top corporate clients to ensure that clients’ expectations are exceeded, and opportunities are identified to grow the portfolio.
• • Builds and maintains subject matter expert status in regional financial markets, developing in-depth and accurate market information on new financing structures, financial/securities legislation, regulatory programmes, economic trends, sovereign fiscal management, competitor actions and industry developments to ensure that leading edge corporate structures are presented to clients and information can be used to shape and influence the strategy.
• • Supports & champions the loan approval process with the collaboration/oversight of the Director, Credit Underwriting & Portfolio Management, garnering support of the Chief Commercial Officer, Country Head, Chief Country Management Officer, Executive Director, Corporate Banking, & Sustainable Finance, Managing Director, Investment Banking & FDS, to secure approvals of proposals from the Bank’s various committees in a timely manner and to ensure timely execution of Corporate/Investment Banking deals.
• • Supports the Director, Credit Underwriting & Portfolio Management in balancing of asset quality, credit and operational risk and sustainable portfolio contribution within risk, audit and compliance policy guidelines, including monitoring to ensure that the approved terms and conditions are captured in transaction documentation, all portfolio risk metrics are tracked and relevant changes to financial conditions/business of clients to ensure the optimisation/balance between asset quality, credit and operational risk and sustainable business portfolio contribution and highlight any potential deteriorating credit situations are identified and resolved in a timely manner and start the remediation process with the client and Portfolio Management team as early as possible.

Required Skills

• • Minimum of 10 years’ experience in the business/financial world and specifically corporate banking.
• • In-depth understanding of the corporate business, financing solutions, credit suite of products, and the set of products available across the Bank.
• • Experience in Investment Banking/Capital Markets would be an advantage.
• • Demonstrated team leadership, mentoring and coaching experience and experience in formulating and implementing strategy.
• • A track record of excellence in corporate banking and capital markets deal execution over an extended period.
• • Proven track record building extensive client relationship networks.
• • Proven origination, business development, deal closing and relationship management skills to successfully lead and drive a team of corporate managers.
• • Proven ability to lead/work as part of a cross border/multi-jurisdiction team.
• • Strong understanding of financial options and applicability to various business scenarios.
• • Good knowledge of investment banking products including syndicated loans and bonds
• • Advanced credit risk analysis experience, with strong financial counselling ability.
• • Understanding of the industry trends and macro-economic factors affecting customers and markets.

Qualifications

• • Bachelor’s degree in business or related field.
• • An MBA or designation such as the CFA, ACCA or CPA.

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