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Relationship Manager - Financial Institutions at Absa Bank Ghana

Absa Bank Ghana · Accra, Gana · Hybrid

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Empowering Africa’s tomorrow, together…one story at a time.

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.

My Career Development Portal: Wherever you are in your career, we are here for you. Design your future. Discover leading-edge guidance, tools and support to unlock your potential. You are Absa. You are possibility.

Job Summary

• To drive the strategic engagement and growth of the bank’s relationships with Financial Institutions (FIs), including Banks, Non-Bank Financial Institutions (NBFIs), Development Finance Institutions (DFIs), Insurance Companies, Pension Funds, and other institutional clients.
• This role involves identifying new business opportunities, deepening existing partnerships, and positioning the bank as a preferred partner in local and international financial markets.
• The primary objective is to maximise sustainable risk-adjusted portfolio contribution through strategic relationship management, product cross-selling, and risk oversight.
• The jobholder will additionally be responsible for business development both with new customers and with his/her existing portfolio.

Job Description

Sales and Service

Time Split: 60%

  • Build and maintain strong relationships with local and international banks, NBFIs, insurance companies, and other financial institutions.
  • Understand clients’ needs and provide tailored banking solutions to support their treasury, trade, and investment requirements.
  • Together with CCM conduct annual review of customers’ borrowing facilities (and interim review if customer circumstances [risk profile] dictate).
  • Provide advisory to FI partners on financial/credit issues, market trends, and best practices.
  • Communicate key messages such as service standards, negotiated pricing, relationship team contact points, and product updates effectively.
  • Address and resolve clients concerns and service issues promptly.
  • Identify and match the most effective products and services (Treasury, Trade Finance, Correspondent Banking, Cash Management, Lending) to FI needs and execute cross-sell opportunities both reactively and proactively.
  • Plan and co-ordinate any marketing approaches for new business and actively develop existing relationships. Co-ordinate approaches to the portfolio by businesses across the Group.
  • Monitor and ensure adherence to risk service standards.

Business and Partnership Development

Time Split: 20%

  • Identify and pursue opportunities to expand the bank’s footprint within the FI ecosystem.
  • Collaborate with internal stakeholders (Treasury, Trade, Transaction Banking, Custody, and Capital Markets teams) to structure innovative solutions for FI partners.
  • Drive revenue growth through cross-selling and upselling of the bank’s products and services, including FX, Custody, Cash Management, and Trade Finance.
  • Research and maintain a pipeline of FIs for potential new business opportunities.
  • Stay abreast on global market trends, regulatory changes, and competitive landscape.
  • Identify priority customers using the Customer Prioritisation Guidelines to assess their present and potential contribution.
  • Prepare and assess credit applications including personal input of judgmental information on Lending Advisor. Sanction applications within personal discretion.
  • Monitor and control the quality of the portfolio using “Condition of Sanction” triggers where possible and in accordance with RM guidelines and Bank policy.
  • Manage “Early Warning List” customers to reduce risk, following H.O. and Regional guidance provided.

Staff Management

Time Split :10%

  • Day-to-day coaching and co-ordination of Corporate Support staff in provision of consistent service quality and risk.

Risk & Control

Time Split :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.

Technical skills / Competencies

  • Strong understanding of the FI landscape, including correspondent banking, NBFIs, capital markets, and trade finance.
  • Proven track record in relationship management and business development within banking or financial services.
  • Ability to relate and influence stakeholders at all levels.
  • Knowledgeable in risk management issues
  • Professionalism.
  • Ability to work with multi-cultural and multi-disciplinary teams.
  • Product knowledge: Lending, Cash management, Treasury and Trade.
  • Demonstrated ability in both written and spoken communication.
  • Demonstrated ability in sales and negotiations.
  • Good knowledge of credit procedures, monitoring and financial analysis

Development Competencies:

  • Innovation & Change Orientation.
  • Strong drive for results and revenue growth.
  • Relationship-building and networking at institutional level.

Knowledge & Skills:

  • Has a good knowledge in corporate lending especially to Multinational Corporates,
  • Experience managing FI clients (Banks, DFIs, NBFIs, Insurance, Pensions, and other institutional investors is a strong advantage.
  • The jobholder will be required to have detailed knowledge of the core set of corporate products.
  • Knowledgeable in Trade transactions and its associated processes.
  • Proven track record in sales.
  • Excellent understanding of credit and associated risks
  • Analytical skills for preparing credit applications.
  • Acquaintance with Windows, Excel, Power Point, Word
  • A relevant university degree  
  • A Masters will be an added advantage

Education

Bachelors Degree and Professional Qualifications: Business, Commerce and Management Studies (Required)
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