Director

Description of the Business Line or Department

GLBA is the Coverage and Investment Banking division of SGCIB. It offers a global advisory approach focused on strategic dialogue with clients. GLBA offers clients the whole range of services offered by SG CIB and the Group, with a particular focus on investment banking and commercial banking activities. GLBA provides tailor-made solutions to corporate, financial institutions, the public sector and family offices.

Summary of the key purposes of the role

• As a Director, he/she is responsible for the global relationship of a dedicated portfolio of large domestic and multi-national corporates in the energy, natural resources and utilities sectors with activities across the world.
• He/she is responsible for defining and implementing the commercial strategy of the Bank towards his clients, implying a deep understanding of his client needs and capabilities of the Bank. As such, he is accountable for the development of his client portfolio and its profitability, through cross selling and ensuring that Bank's resources are used in the most efficient manner.
• He/she also retains responsibility for the monitoring of the risk on his portfolio of names to ensure that the Bank's resources allocated to those names is not put at undue stress.

Summary of responsibilities

• Commercial responsibilities

• Identify business opportunities that have significant potential for the organisation
• Understand/anticipate clients' needs and strategy and share knowledge will all relevant business lines
• Give business lines access to clients' Financial decision makers
• According to their stated requirements, direct Clients to appropriate business lines specialists
• Establish and foster a relationship of trust with each clients - from Group Treasurer to CFO/CEO levels
• Act as the favourite point of contact for the institution and monitor/be aware of all contacts initiated by business lines
• Business development

- Implementation of the Bank's commercial strategy on each client for which he has responsibility

- Develop detailed client plans to establish pipeline opportunities/priorities for resource planning, overall attractiveness of clients and capital allocation

- Promotion and cross-selling of business lines across the entire SG Group

- Increase share of accessible wallet and maintain RGCP above target levels

- Implementation of regulatory changes when applicable on his portfolio of clients

• Budget and reporting

- Development of a plan and management of an annual budget on his portfolio

- Setting the commercial priorities and active involvement in the monitoring of associated elements to the budget

- Capital utilisation and management of business line risk/return profile, RWAs and liquidity + forecasting

- Improvement of the operational efficiency (costs, use of resources, etc)

- Review of reporting provided from finance department covering key operating parameters with particular focus on NBI. RGCP and allocation of scarce resources

• Credit and Operational risks

• Prime responsibility for managing and controlling credit counterparty risk in liaison with CCG and RISQ
• Ensure that counterparties are properly internally rated in line with their credit profile
• Full involvement in all credit related topics around his portfolio of clients either on regular management of files or discussion of more difficult files (Watch list, ...)
• In line with SG policies, but not limited to, ensure monitoring of potential regulatory risk, fraud risk, execution errors and possible commercial disputes with his clients or other parties
• Conduct Risk & Regulatory responsibilities
• Monitoring of operational and conduct risks across his portfolio
• Ensure compliance with policies, procedures in the management of the clients' relationships
• Ensure timely intervention when breaches occur and analysis of root causes to avoid repeated issues.
• Ensure reasonable steps are taken to be fully aware of, understand and comply with all regulatory requirements from all regulatory bodies that are applicable for his activity
• Contribute to the improvement of Conduct Risk framework and ensure that actions deriving from conduct risk management information are taken forward
• Duty of care
• Ensure that confidentiality is kept on all clients sensitive matters
• By using all relevant compliance tools when necessary (Chinese Wall, Gilt list, ...)
• Follow thoroughly all KYC requirements, for existing clients or prospect clients
• Team working

• Embody Code of Conduct and behavioural competency
• Actively works to develop staff and make people grow in the organization
• Promote sharing of expertise and learning with junior members of the team
• Strictly applies HR policies and processes (objective settings, annual appraisal, development plan)
• Promote a strong culture of compliance within GLBA
• Defines clear goals and priorities for junior members of the team

Competencies

Job / Industry Knowledge

• deep understanding of our clients' corporate strategies, product needs and financial objectives;
• proficient delivery of the firm's global resources and solutions in a customized and seamless manner in order to meet our clients varying needs; understand the clients specific needs in the current context taking into account the strategy/liquidity constraints of our bank

Technical skills

• Deep understanding of your clients sector of operations
• Specific skills for financial analysis
• Strong knowledge of the products, solutions and services of SG
  • ability to identify and focus on actionable new business opportunities, to have a strategic vision on market, value drivers
  • ability to access and influence key decision makers