Senior Sales Dealer at NCBA Rwanda

Job Title: Senior Sales Dealer

Reports to: Head of Global Markets

Unit: Global Markets

Department: Global Markets

Grade: Band 6

Date: December 2023

Job holder: Supervisor

Signature: Signature

Job Purpose Statement

As part of the team leader for global markets sales team, He/She responsible to provide Bank’s Treasury products and services to existing clients and to grow the bank’s share of Forex business through marketing and client acquisitions. And towards attainment of the Financial target set for Global Markets. This incorporates implementation and execution of the laid down sales strategy for increasing the Bank’s share of existing clients’ business (both FX and Money Market) and for enlarging the current portfolio of clients.

Under the guidance of the Head of Global Markets, your responsibilities include managing and comprehending the risks associated with Treasury functions. You will provide valuable insights, oversight, and foresight to the Global Markets sales team, ensuring adherence to the highest standards of regulatory conduct and compliance practices as mandated by both internal and external requirements. This encompasses adherence to local banking laws, other relevant legislations, and anti-money laundering regulations and guidelines.

Additionally, your role involves bolstering awareness of Global Markets functions and products by fostering robust relationships with stakeholders and clients.

Key Accountabilities (Duties and Responsibilities)

Financial

1. Responsible for achieving the assigned budget under Global Markets.
2. Execute a Sales strategic plan that is coherent and designed to ‘win’ at the unit level consistent with the overall bank strategy within the approved risk appetite and portfolio standards.
3. Maximise total product income by ensuring effective end to end client risk management/service
4. Drive growth and share of wallet in selected existing clients, consistently maximizing existing revenue streams.Senior Sales Dealer
5. Identify business development opportunities by developing and marketing the volatility and correlation product suite
6. Involve in active monthly performance monitoring for the Global Markets Sales team – spot areas of underperformance and recommend corrective action.

Internal business processes

• Ensure processes structures, systems required toeffectively service existing clients and develop newclients
• Drive Sales initiatives, including through digital platforms and apps, run with marketing initiatives (both internal & external), lead Global Markets sales meetings and manage communication and feedback as required
• Effectively and collaboratively, identify, escalate and resolve risk and compliance matters relating to Global Markets sales.
• Engage with all audit report findings, relevant to the Global Markets Sales business and ensure feedback is acted upon.
• Ensure that all Global Markets Sales processes are adhered to in line with the approved policies and procedures.

Customer

1. Understand drivers of relevant markets and establish a high degree of competence with clients around executing trades
2. Interpret and implement client strategy (and exceptions) – including appropriateness and suitability – at the unit level consistent with the overall bank strategy.
3. Drive account planning and active management of key Global Markets clients to enhance wallet share.
4. Ensure successful development of digital and support platforms, which includes all functions (people, technology and processes) matches the needs of Global Markets clients.
5. Manage quality of portfolio of Global Markets products by improving current products and developing new ones to ensure the Bank’s dynamic responsiveness to the needs of targeted market segments.
6. Develop a thorough appreciation for each allocated customers’ business, and understanding of their potential needs for Global Markets products, through regular liaison with the principal RM for each customer as well as through direct contact with the customer.Senior Sales Dealer
7. Active dialogue with key clients – know their needs/get involved to address key issues.
8. Work closely with stakeholders to drive strategic client agenda.
9. Identifying, targeting and marketing to new FX customers with aim of growing Global Markets FX revenues.
10. Ensures the implementation and compliance of the consumer data protection principles in the bank.
11. Customer satisfaction:

• Net Promoter Score
• CSI/RSI
• Ensuring proper and prompt service delivery
• Maintaining effective communication with customers
• Demonstrating appropriate attitudes towards consumers

Learning and growth

• Assist to build a Global Markets Sales team capable of ensuring delivery of the business’ short and longer-term objectives through coaching and develop a succession plan for Treasury sales designed to deliver country business strategy.
• Implement appropriate recommended development programs to ensure continuous enhancement of competences of the members of the team, including self.
• Lead through example and build the appropriate culture and values in line with the Bank’s values. Set appropriate tone and expectations from the team.
• Ensure that recommended hours of learning/training are achieved for both self and direct report through E- learning, Internal & External training activities.
• Ensure direct reports attend trainings for self and career development
• Ensure career development of direct reports through performance management, coaching, mentoring and job rotation.

Job Dimensions

Reporting Relationships: jobs that report to this position directly and indirectly

Direct Reports Dealers - Sales

Indirect

Reports NoneSenior Sales Dealer

Stakeholder Management: key stakeholders that the position holder will need to liaise/work with to be successful in this role.

Internal

1. Business Units Heads
2. Business Units Relationship Managers
3. Branches
4. Operations
5. Legal
6. Market Risk
7. Finance

External

1. Existing and Prospective Clients
2. Competitors
3. Regulatory Authorities

Decision Making Authority /Mandates/Constraints: the decisions the position holder is empowered to make (Indicate if it is Operational, Managerial or Strategic). Please also highlight any budgetary control responsibility if applicable for the role.

• Operational - Foreign Exchange rate setting requirements for the Bank
• Managerial – Structure and assignments for the Global Markets Sales team
• Managerial – Performance management for the Global Markets Sales team

Work cycle and impact: time horizon and nature of impact (Planning) (e.g. Less than 1 week, 2 weeks, 2 weeks – 1 month, 1month – 3 months, 3-6 months, 6-12 months, above 1 year)

Above 1 year

Ideal Job Specifications

Academic:

1. University degree or equivalent

Professional:

• ACI Certification

Desired work experience:

• 5 years’ experience in Banking or related financial institution with at least 3 being in a sales or sales support role.
• A sound background and knowledge of banking with particular emphasis on Foreign exchange products and money market products.
• Relevant professional qualification in banking, finance or marketing

Ideal Job competencies

Technical Competencies

1. Technical Skills
2. Thorough knowledge of the exchange controls, rules and regulations
3. Experience in client relationship management
4. Excellent understanding of Financial Markets products.
5. Be able to know and monitor the key economic indicators that will impact on the fore business and be in a position to explain that to customers.
6. Ability to determine appropriate product/pricing strategies.
7. Good judgement is required when dealing with clients in giving advice on market trends
8. Good knowledge of operational and system user requirements for financial products

Behavioural Competencies

• Interpersonal skills
• Personable and confident with the ability to converse professionally with clients
• Ability to market and establish lasting client relationships
• Positive attitude and work ethic
• Ability to work independently and in a team environment
• Possess resiliency to work in a challenging and changing, high- volume, fast paced environment
• Ability to think globally, creatively, and to be innovative
• Maintain a sense of urgency and ability to execute quickly and efficiently
• Effective written/verbal communication skills