Managing Director, Head of Client Coverage, Americas

For more information about ICBCS, please visit our Careers Site.

Role: Managing Director, Head of Client Coverage, Americas

Division: Global Markets

Location: This role will work in our NY Office, which is located at 1185 Avenue of the Americas. During your employment, we would expect you to spend most of your time in the NY office.

All job applicants will be treated fairly and equally. The company is committed to promoting diversity and inclusion. Our vison statement: “Be Yourself, Succeed Together” and our core value of Openness underline our desire for a culture which is open and transparent and values difference, enabling everyone to consistently achieve whilst being themselves.

Division Summary

ICBCS Global Markets offers sales, structuring and trading expertise to our clients across a range of products, with market leading expertise in Emerging Markets (EM) and Commodities. Global Markets comprises of two core divisions, namely, Commodities and Fixed Income and Currencies (FIC).

The Commodities division provides trading, sales, working capital solutions and structuring expertise through its Metals and Energy teams. The division’s expertise extends to the management and financing of physical commodity inventories across these asset classes.

The FIC division offers a comprehensive range of vanilla and structured products and solutions for its clients’ treasury management, liability management, financing and investment requirements. Specialising in EM, the FIC product offering covers foreign exchange, interest rate and credit asset classes. FIC Financing products also cover equity and fund asset classes as collateral. FIC clients include EM Corporates, Banks and Sovereigns (EM CBS), institutional investors globally, as well as our shareholders and their clients. The division is subdivided into 2 departments:

• FIC Trading – managed by the Global Head of FIC Trading, comprising Local Markets FX and Rates, Credit and Structured Trading,
• FIC Sales & Origination, Structuring and Portfolio Management– managed by the Global Head of FIC Sales and Structuring, FIC Origination, Structuring and Portfolio Management teams.

The Managing Director, Head of Client Coverage role will have a focus on Latin America business across both Commodities and FIC.

Your Role

The Head of Americas Client Coverage will be responsible for covering existing and prospective clients in the Americas region, utilizing all existing products, teams and expertise of the ICBCS global platform to deliver products and services to clients in the region. They will be tasked with executing profitable business with a focus on:

• Developing our franchise in Latam, working with the GM teams in NY to establish a cross product Latam capability and franchise
• Coordinating to optimize interaction and collaboration with ICBC entities in the region
• Contribute to the global GM team as a senior client facing regional head

Key responsibilities are as follows;

Key areas covered include:

Delivery and Execution of Business Plans

• Develop and manage Americas Client Coverage ("the Business") for the Americas for current and prospective clients especially in Latam.
• Define, implement and continuously monitor strategy for the Business in line with the GM overall strategy
• Produce a budget for the business area consistent with strategy
• Set and monitor performance targets in line with the business strategy and take timely remedial action as required
• Be accountable for meeting agreed targets
• Participate in, and contribute to, all necessary management forums
• Ensure regular meetings with direct reports appropriate standing agenda items
• Be accountable for all the direct costs of the Business

Client Franchise

• Proactively seek out new profitable clients and opportunities to increase wallet share with existing clients
• Ensure team fully understand and facilitate the client on boarding process in accordance with relevant regulatory and internal guidelines
• Ensure dealing occurs only with approved clients and that the products traded are suitable for the client and the ICBCS strategy
• Encourage and uphold the highest quality Client Service
• Escalate client complaints / concerns immediately through appropriate channels
• Work with Coverage teams and Trading Heads to expand the scope of solutions that can be delivered to ICBC Standard Bank clients globally.

Department Structure, Management & Staffing

• Ensure business staffed with appropriately skilled people to deliver strategy
• Ensure staff have appropriate mandates and training to carry out their jobs effectively
• Delegate duties and authority to staff appropriately
• Set performance and development targets for staff and motivate them to achieve
• Ensure that suitable MI is in place to effectively manage staff performance and enable identification and retention of top talent
• Provide an environment for staff in which they can develop and progress their careers
• Ensure robust succession planning is in place
• Build and maintain relationships between your team and key stakeholders in FICE, wider Global Markets and the enablement functions

MI

• Define and deliver key MI
• Ensure that all other material information relating e.g. to markets, clients and staff is reported ensure that appropriate forums are in place to allow material information to feed down to staff or back up to the CEO, NY
• Ensure the team operates within relevant Credit limits
• Ensure the team understands the relevant Regulatory, Legal and Compliance risks and rules that pertain to their business activities and that they are fully adhered to
• Ensure the team operates in a manner to minimise Operational risk and escalates incidents if they arise

Conduct

• Maintain an awareness of and comply with all Anti Money Laundering laws, regulations, policies and procedures relevant to ICBC Standard Bank
• Uphold the Values of the firm
• Escalate all significant Regulatory / Compliance issues immediately through appropriate channels
• Develop and maintain a Senior Managers Regime plan and working document to evidence compliance with the regime
• Responsible for ensuring all mandatory training is completed by the team
• Operates within the terms of the SLAs with Standard Bank Group

New Business Risk

• Ensure team are aware of approved products
• Ensure any proposed New Business has a robust revenue story
• Ensure that any new business initiatives are appropriately sponsored in the NPC, NPP and TAC forums

This individual selected for this role shall be designated as a principal pursuant to relevant regulations of the Financial Industry Regulatory Association (FINRA) and National Futures Association (NFA) and is expected to comply with the regulatory conduct rules applicable to the regime

For any questions or further support, please contact

Your Knowledge, Skills and Experience

• Experience of working in a regulated environment, ideally Financial Services
• Extensive contacts in the Latam market
• Spanish and/or Portuguese language skills

The role would suit someone who is:

• Able to do extensive travel to both the region, and to London at less frequent intervals as needed

Exams or relevant approvals required:

• US Financial Regulations and certifications relevant for the role

Personal attributes

• Resilience
• Results-orientated
• High level of integrity

What we are looking for

The personal attributes required for the role include a global perspective, resilience, client focus, meticulous attention to detail, a results-driven approach, and a strong sense of integrity.

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