Dealer: Institutional Sales & Structuring - Absa Bank

With over 100 years of rich history and strongly positioned as a local bank with regional and international expertise, a career with our family offers the opportunity to be part of this exciting growth journey, to reset our future and shape our destiny as a proudly African group.

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Job Summary

Financial Institutions/Fixed Income & Forex Sales

To promote and drive Absa’s’ business agenda for institutional clients (non-PD Banks, Asset/Pension Fund Managers, Insurers, etc), through increased income contribution from this market segment, excellent customer service to position the bank favourably to the clients in scope.

To manage and sustain a portfolio of customer relationship drawn from the non-bank financial institutions and non-Primary Dealing banks segments, developing and building long-term relationships founded on trust, efficient and reliable customer service support. This is achieved particularly through quick and relevant decisions and execution of transactions, as well as managing consistency and quality across the operational service chain.

Meet Institutional Sales and Structuring targets which includes fixed income and derivatives

The jobholder will be responsible for business development to win new customers and sustain existing customers within the portfolio.

Support the Head in the management and development of the Institutional Sales & Structuring function.

Job Description

Accountability: Sales and Service – 55%

• Promote the expansion and penetration of Institutional Sales & Structuring business to NBFIs and expand the customer base
• Meet the various volume and profitability targets set for Institutional Sales
• Contribute to the fashioning of annual other periodic Markets Strategies
• Complete any other duties that will be assigned by the Head of Institutional Sales & Structuring and the Head of Markets from time to time.
• Push the Agenda of business development via visits/roadshow, telephone and email outreach to promote ABSA as the go-to bank for Non-Bank Financial Institutions and Financial Institutions’ Fixed Income derivative needs.
• Actively explore for and on-board new FI’s and pursue execution of ISDA’s with bank counterparties
• Explore opportunities for secondary market fixed income dealing with high-net-worth individuals/big value Treasury Bill investors
• Prospect and execute bond issuance/book running mandates
• Research, create and follow up on a target list for potential new business.
• Develop close contact with Corporate, institutional and interbank counterparties and originate structured transactions and RMPs
• Promote the expansion and penetration of risk management products (FX, Interest Rate and Commodity derivatives) into Institutional and Corporate client segments and expand the customer base

Accountability: Risk Management– 35%

• Ensure personal compliance with all market risk requirements.
• Ensure trades are booked into Front Arena and CSD platforms timeously and accurately
• Support PTS and ensure that the weekly Treasury bill auction process is completed accurately

Risk & Control – 10%

• Ensure that all activities and duties are carried out in full compliance with regulatory requirements, Enterprise-Wide Risk Management Framework and internal Absa Policies and Policy Standards
• Understand and manage risks and risk events (incidents) relevant to the role.

Education and Experience Required

• Degree to honours level, post graduate qualification preferred
• Basic level ACI diploma
• A working knowledge of capital markets products
• 2 years banking experience, at least 1 of which should preferably have been in sales or trading in a Markets environment; effective sales and trading ability with good track record
• Sound understanding of business analysis and markets analysis
• A working knowledge of capital markets products
• A working knowledge of Financial Markets products

Knowledge & Skills: (Maximum of 6)

• Strong understanding of CIB business; in-depth knowledge of Markets products (Derivatives and Repos), services and strategies and Middle office and Back-office operations.
• Understanding of Absa Bank of Ghana strategies and objectives
• Good understanding of external business, legal and regulatory environment and impact
• Knowledge of strategies and products of financial competitors in the market
• Understanding of economic environment in Ghana
• Full understanding of the policies, processes and ethical issues surrounding Markets Business

Competencies: (Maximum of 7 competencies)

• Strong selling and communication skills, and ability to manage relationships
• Ability to interact and negotiate effectively with highly sophisticated counterparties
• Effective strategy formulation and influencing skills
• Be able to use own initiative and take decisions with confidence
• Team skills
• Ability to work in a dealing room environment
• Have a high ethical and moral code, and always behave professionally

Education

Higher Diplomas: Business, Commerce and Management Studies (Required)

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