Job Summary
The Business Manager is part of the Coverage COO function, driving strategic execution, financial discipline, and operational effectiveness across the US/Americas Cluster for Coverage Banking. Coverage segments include Corporates, Financial Institutions, and Latin America.
Key Responsibilities
Strategic Planning, Execution & Delivery
- Drive the planning, execution and delivery of US/Americas Cluster Coverage Banking’s strategic initiatives and projects across Corporates, Financial Institutions and Latin America, ensuring alignment with enterprise priorities and global CIB business strategy.
- Leading analysis of Revenues and Returns for CIB for US & Americas Coverage across Corporates, Financial Institutions and Latin America.
- Leading preparation of performance presentations for USMT and global/regional stakeholders.
- Partnering with Americas CFO on tracking performance to budget and identifying risks and opportunities to deliver the targeted business performance and improve productivity.
- Partner with Global and Americas CIB Product Heads to create cross-sell strategies, cross-sell campaigns, and define performance tracking metrics to measure performance.
- Tracking frontline productivity and driving improvement where productivity and coverage intensity are insufficient.
- Defining, driving and tracking Sub-Optimal reduction plans, including expected impact on P&L.
- Engage and support material transaction approvals and attend RCAF reviews as and when needed. Monitor accounts for RCAF commitments.
Client Portfolio Management & Client Engagement
- Lead review of client onboarding requests and act as approver for new client ID creation.
- Drive client tail management process, including retention approval and review of proposed exits.
- Be local owner for the governance of the US/Americas Cluster NPC framework, management of the NPC portfolio and country classification.
- Deliver with Coverage Bankers on CIB differentiated client proposition for Platinum and Gold tier clients (prioritised onboarding, credit turnaround times, client services, etc).
- With Cluster Coverage Banking Head, track efficient coverage of Platinum, Gold, Silver and Portfolio tier clients, including the execution of global coverage model initiatives.
- Collaborate with regional CIB Marketing teams to define/execute/track the marketing and client engagement plans in the region / country (content, events). Create, maintain, and coordinate a calendar of senior client engagements in the region / country. Ensure the effective distribution of marketing materials and communications to clients.
Build-Out of US Broker-Dealer
- Lead efforts with Americas CEO Office and Product on build-out of US Broker-Dealer; this includes:
- Sizing of RCF incremental required with select clients.
- Revenue potential from Product with Broker-Dealer capabilities (including what requires RCF up-tiering).
- Size incremental resourcing requirements across people, capital, client servicing/operational.
Sales Planning & Enablement
- Manage regular pipeline meetings (materials, actions and notes). Ensure pipeline is up to date and reflects an accurate picture of business momentum.
- Oversee Account Plan regular updates and quality. Review Platinum and Gold client lists on a regular basis in conjunction with Segment heads to ensure effective coverage and tracking against objectives: key commercial opportunities, C-suite engagement and realisation of financial aspirations.
- Ensure accurate wallet share information are available for Platinum and Gold clients (based on Coalition), steer frontline to use this information (e.g. for account plans).
- Ensure teams are uploading call reports in a timely manner.
- Support the deployment and adoption of global tools (CRM, sales analytics, etc) in the region. Consolidate sales feedback for the global teams.
- Manage CRM access request approvals (for Coverage Banking and non-Coverage Banking staff) and support/approve CRM static data maintenance.
People Agenda & Communication
- Lead the region in delivering against HR objectives and initiatives: Diversity and Inclusion targets, succession planning, people forum, etc.
- Lead Coverage Banker scorecard process, including target setting/updating, handling/ escalating inquiries/questions regarding scorecard issues. Ensure a transparent correlation between bonus and scorecard scores across the Cluster.
- Drive the annual Year-End-Review (YER) process (compensation, bonus, promotions, CP reviews).
- Track headcount and review periodically the consistent use of Job Families (in particular, for new employees).
- Oversee the IG/ Internship/ Apprenticeship/ Short Term Assignments (STAs) programmes (requests, allocation, coordination of rotations, post-programme hiring, etc).
- Provide guidance, set objectives & review performance, growth plan for the direct reports.
- Coordinate staff training programmes.
- Ensure effective communication of key business messages to Client Coverage frontline (incl. key changes impacting clients, RMs and the broader client teams).
- Contribute and ensure participation of the Country/Cluster Coverage Banking frontline to Global/Regional initiatives (townhalls, forums, surveys, etc).
Risk & Control
- Author papers for submissions to Americas Risk Committee (ARC), US Risk Committee (USRC), Client Review Committee (CRC), Business Responsibility and Reputational Risk Committee (BRRRC) and Root Cause Reviews (RCR): Sensitive Clients, Level 2 Sanctions Risk Assessment Form (SRAF), Defence Goods Risk Assessment Form (DGRAF).
- Author papers for submissions to various other Risk forums/ committees and attend when required: GRRRC, CCIBRC, Regional RC, Executive Risk Committee (ERC), Business Risk Forums (BRF), NFRC, Fraud Risk.
- Serve as Americas Coverage lead in preparing reviews with external auditors (EY), onshore regulators (FED, SEC, CFTC, DFS), overseas regulators (MAS, HKMA, PRA).
- Responsible for Conduct Plan and monthly supervisory dashboards for conduct flags and attend the Conduct forum.
Delegate for US & Americas Client Coverage Head
- Serve as delegate for US & Americas Client Coverage Head.
- Manage country Client Coverage Management Team meetings (agenda, actions, and notes).
- Ensure all business heads have the required sources of authority and delegations (POAs, GASB, GDAM, other DoAs, etc).
- Execute on any required approvals as per the authority delegated from the Country Head.
- Act as delegate for Country Head for committees as needed.
- Manage ad-hoc tasks and activities as may be required from Country, Regional or Group teams.
Qualifications
- 5-10 years experience in:
- Managing all aspects of coverage/corporate banking business operations and strategy execution.
- Working across Corporate, Financial Institution, and Latin Americas client segments.
- Partnering with global, regional, sector coverage heads to define and execute multi-year business strategy with clear financials, KPIs, resource requirements, risk requirements.
- Driving cross-sell initiatives.
- Managing PnL front-to-back with Coverage Head.
- Tracking performance across pipeline/wins, coverage intensity, and client-level and banker-level revenue growth.
- Running annual compensation process with Coverage Head.
- Working with CRM systems.
- Experience in executing growth strategies for inbound corridor clients.
- Experience with Broker-Dealer set-up, operating model, risk/controls, regulatory requirements.
- Experience with FINRA supervisory framework, supervisory responsibilities.
- Experience in driving cross-sell and related incentive frameworks.
- Comprehensive knowledge of risk governance frameworks & quality framework and processes.
- Proactive and positive with the ability to make good / sound decisions and use independent judgement.
- Project and Program Management skills to monitor specific projects and take ownership of issues / tasks.
- Ability to create effective work relationships across functions & borders.
- Interpersonal skills in networking, influencing and decision taking.
- Good presentation, time management, negotiation and influencing skills.
- Excellent written & oral communication skills.
- Can work independently to strict timeframes.
- Focused, organised and results-oriented.
- Experience of working with senior stakeholders. Ability to influence senior staff and offshore shared services teams and drive change agenda.
- Assertive, tenacious and willing to challenge when required.
- Knowledge of the Global regulatory environment and the ongoing developments.
- Masters or Bachelors degree.
- FINRA Series 7, 24, 63, 79 registrations (plus).
Benefits
- Core bank funding for retirement savings, medical and life insurance, with flexible and voluntary benefits available in some locations.
- Time-off including annual leave, parental/maternity (20 weeks), sabbatical (12 months maximum) and volunteering leave (3 days), along with minimum global standards for annual and public holiday, which is combined to 30 days minimum.
- Flexible working options based around home and office locations, with flexible working patterns.
- Proactive wellbeing support through Unmind, a market-leading digital wellbeing platform, development courses for resilience and other human skills, global Employee Assistance Programme, sick leave, mental health first-aiders and all sorts of self-help toolkits.
- A continuous learning culture to support your growth, with opportunities to reskill and upskill and access to physical, virtual and digital learning.
- Being part of an inclusive and values driven organisation, one that embraces and celebrates our unique diversity, across our teams, business functions and geographies – everyone feels respected and can realise their full potential.