Sector Executive: Real Estate

Job Purpose

To lead and manage a high-performing coverage team focused on acquiring profitable new-to-bank clients and deepening product penetration within the existing client base. This includes leveraging deep relationships to source bankable opportunities in the Real Estate portfolio and beyond (follow the client, follow the money). The role includes maintenance of existing portfolios and proactive engagement with internal and external partners to ensure seamless client experiences, high levels of service delivery, and the holistic management of client relationships.

Job Responsibilities

• Drive the implementation of the Client Coverage business model within CIB ensuring that all relevant structures, systems and processes support the CIB strategy.
• Build sector expertise within Client Coverage resulting in detailed sector strategies and bespoke client solutions.
• Provide clear direction to the Client Coverage team on purpose and responsibilities of each role ensuring that the "banker of the future" philosophy is entrenched in the business.
• Build long term, enhanced relationships with clients, through driving exceptional client service levels, offering quality products and leveraging the different relationships the Bank holds at various levels.
• Establish and maintain strong professional relationships with stakeholders by consistently providing support, technical expertise, and clear communication to influence outcomes and foster collaboration.
• Identify leads and steer Client Service Teams (CSTs) to execute opportunities across the CIB suite of products.
• Achieve business results by aligning and setting performance targets as agreed and in line with strategy and monitor performance against targets.
• Acquire and retain clients and business through the implementation of relevant sector business plans.
• Provide guidance to the Client Coverage business by compiling three-year plans which are aligned to CIB and Group strategy; and evaluating and recommending changes to the three-year plans.
• Manage costs by ensuring that business unit spend is within budget.
• Adhere to reporting requirements by preparing and submitting applicable reporting packs to various stakeholders as identified from time to time.
• Manage compliance to legislative and regulatory requirements relevant to function through effectively managing risk issues and entrenching agreed policies, procedures, and guidelines within the business.
• Active participation in various HR processes e.g. talent management, transformation, succession planning and headcount planning to drive an effective people strategy for Client Coverage.
• Build a high-performance team by coaching and mentoring our junior talent pipeline, managing the performance of reports, recognising and rewarding the team appropriately and structuring and staffing the business unit effectively.
• Take accountability for directly managing a sub-set of the sector’s key clients. Driving end to end origination and execution activities as well as relationship building activities.
• Ensure that client service issues are proactively resolved in a timely manner. 
• Advance the sectors’ external positioning through driving the development of thought leadership material (articles, reports, interviews etc.).
• Ensure returns of sectors’ are in line with CIB targets pertaining to Headline Earnings, GOI, ROE, RoRWA.

Essential Qualification

Honours/Masters Degree

Preferred Qualification

Relevant Masters degree / CA(SA) / CFA 

Minimum Experience Level

Minimum 10 years plus relevant industry / business experience and knowledge of corporate and investment banking, with broad multi-sectoral industry knowledge.

Technical/Professional Knowledge

• Origination of Corporate and Investment Banking Transactions
• Business Acumen
• Client Service Management
• Communication Strategies
• Credit Risk Management Processes
• Financial Accounting Principals
• Governance, Risk & Controls
• Coverage Knowledge
• Relevant Regulatory Knowledge
• Stakeholder Management
• Government Structures

Behavioural Competencies

• Customer Focus
• Financial Acumen
• Business Savvy
• Inspiring Excellence
• Strategic Influence
• Cultivating Networks and Partnerships
• Collaboration