Markets Sales Dealer

Reporting to: Head of Markets Sales

Reference Number: R-15974955

Job Summary

To execute the Markets Sales business strategy according to the Markets Strategy and Policies & Procedures, and in line with Group Values.

Job Description

Accountability: Markets Sales Dealing. Time split: 80%

• Drive and manage revenue growth and to meet the sales budget
• Lead on development of New Products, under the guidance of the Head of Markets Sales, actively participating in the implementation of the Markets Sales Strategy in line with Markets Sales country sales requirements.
• Working closely with the Head of Markets sales to implement sales growth strategy across the portfolio which includes:
• On-boarding relevant clients
• Collaboration with stakeholders in mapping and closure of deals
• Working closely with the Head of markets sales to implement the Risk Management Products (RMP’s) roll out in country, which includes:
• Assisting the NPA champion in ensuring that NPA approvals are obtained for markets product
• Looking for opportunities to present RMP’s to clients and Closing RMP deals
• Ensure that all branch FX transactions are advised and covered through the FX trading desk for efficient management of FX position
• Acting as the primary point of contact for both internal (Corporate & RBB) and external Markets Sales clients, ensuring regular face-to-face engagement with the Corporate team to promote teamwork
• Manage one’s Direct Dealing Mandate (DDM) client portfolio, to include:
• Daily contact with DDM clients
• Regular face-to-face interaction with DDM clients
• Regular contact with principal Relationship Manager
• Managing one’s allocated client portfolio and support the team in the management of the other client portfolios where needed
• Under the direction of the Head of Markets Sales achieving a leading position in the chosen products, markets and segments by:
• Spending at least 50% of one’s time meeting with existing and identified new clients
• Giving superior customer service
• Presenting the full NBC product set to clients whilst managing the product portfolio to suit client needs
• Expanding the customer base to financial institutions and investors as is appropriate
• Engaging with and delivering on Business Banking initiatives to grow the client base and the product distribution
• Undertaking customer visits and joint customer visits with Corporate
• Managing one’s client portfolio to generate strong growth and sustainable returns over the business cycle with special focus on Customer Service and Financial Performance
• Assisting the Head of Markets Sales in achieving strategic and tactical objectives
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Accountability: Reporting. Time split: 5%

• Providing reporting on client growth, volume and profitability in one’s own portfolio
• Updating client pipeline and tracking the same for closure.
• Providing detailed Management Information to the Head of Markets Sales on the composition, performance and profitability of the client portfolios on a monthly basis
• Assisting the Head of Markets Sales with any ad-hoc reporting requests

Accountability: Risk management. Time split: 10%

• Maintaining a strong compliance culture
• Adhering to all the policies and procedures of the bank
• Ensuring that all deals are dealt within dealer limits (market risk limits, counterparty limits, dealer’s mandate)
• Ensuring high quality of service to all clients (reputational risk)

Accountability: Personal Development. Time split: 10%

• Actively managing one’s own technical and soft skills development in conjunction with the Head of Markets Sales
• Researching, identifying and proposing training solutions for own development to the Head of Markets Sales
• Maintain an up-to-date knowledge of economic conditions and market trends, on which to base informed dialogue with customers concerning the market risks in their business.

Education and Experience Required

• Bachelor’s degree
• ACI Dealing Certificate
• 1-2+ years related experience

Knowledge & Skills

• Knowledge of Markets products
• Knowledge of Sales Techniques
• Understanding of interest rate and foreign exchange markets
• Understanding of interest rate risk, foreign exchange risk and credit risk
• Understanding of the policies, procedures and ethical requirements of a Markets environment
• Understanding of Markets back-office operations
• Excel competency
• Communication skills
• Understanding of political and economic activity and the impact on economic trend and outlook

Qualifications

• Bachelors Degree and Professional Qualifications - Business, Commerce and Management Studies
• Commercial mindset - Junior (Meets all of the requirements)
• Customer Excellence - Service Delivery (Meets all of the requirements)
• Digital familiarity (Meets all of the requirements)
• Effective communication - Basic (Meets all of the requirements)
• Experience in a similar environment at junior specialist level
• Openness to change (Meets some of the requirements and would need further development)
• Product and/or Service Knowledge (Meets all of the requirements)
• Sales Management (Meets all of the requirements)