Senior Relationship Manager

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Job Summary

A member of the Corporate and International Banking division responsible for Relationship Management, Sales and Business Development of a portfolio of clients and their underlying international client base, building long term relationships founded on efficient and reliable support for their business with specialist skills in trade finance products and Sovereign debt.


• A member of the Financial Institutions Group and Global Business (FIG & GB) Banking Team responsible for Relationship Management, Portfolio Management, Sales and Business Development of a portfolio of customers, building long term relationships founded on efficient and reliable support for their business with a specific focus on Structured Trade & Commodity Finance (‘STCF’) & Sovereign assets.
• Originate, structure, and execute trade and commodity finance transactions, with a focus on Sub-Saharan and North African markets.
• Manage a portfolio of African sovereign and sub-sovereign debt facilities, ensuring timely disbursement, compliance, monitoring, and performance reporting.
• Conduct credit and macroeconomic risk assessments for sovereign and corporate clients, incorporating both quantitative and qualitative analysis.
• Negotiate and review legal documents including loan and facility agreements, letters of credit, security packages, and syndication terms.
• Design and oversee collateral management structures to support secured trade finance transactions, ensuring enforceability and effective risk mitigation.
• Lead client engagements with sovereign borrowers, Ministries of Finance, central banks, and state-owned enterprises.
• Collaborate cross-functionally with internal teams (credit, legal, compliance, risk, operations) and external stakeholders (law firms, DFIs, co-lenders).
• Structure bespoke financing solutions that align with trade flows, fiscal cycles, and policy priorities.
• Monitor key Pan-African macroeconomic trends, commodity market movements, and geopolitical risks, translating these into actionable insights.
• Support syndication efforts and investor engagement for public and private sector debt placements.
• Ensure adherence to internal credit policies, external regulations, and ESG or sustainability criteria as required.
• Responsible for allocation of specific FIG & GB STP targets, and contribution towards C&IB target.
• Demonstrate excellent understanding and capability for the origination and execution of banking Assets, including the portfolio of Debt and Trade Finance products offered by the bank
• Demonstrate a very good understanding of Global Business, Offshore Financial Services Industry and Mauritius as an International Financial Centre (‘IFC’), including a good understanding of Trusts, Funds, Global Business Corporations and Financial Institutions amongst others
• To understand and speak knowledgeably in respect of the Mauritius International Financial Centre advantages in relation to corporates based in, or countries investing into neighbouring economies of Africa and Asia.
• To be fully aware of external Regulatory & Legal requirements, and internal Policy, Risk and Controls environment and adhere to all related guidance and processes.
• Represent Absa Corporate & International Banking at promotional conferences, industry gatherings, etc and should also show confidence and win trust in the presence of the customers and other stakeholders.
• To assist the Head of FIG & GB in the day-to-day management of the client base and stakeholders
• To monitor credit as per Absa Framework

Job Description

Sales & Service

• To act as primary point of contact & be able to maintain, manage and grow a portfolio of the Financial Institutions Group and Global Business.

• Deliver objectives set primarily to achieve STP targets in respect of both income, balance sheet, impairment and costs while building appropriate client/customer commercial culture based on consistent behaviors aligned to Absa values.

• Maintain regular contact with existing clients with visit on a regular period and possibility of occasional overseas travel

• Ability to attract new businesses and use of professional network to develop this market segment.

• Conduct annual and if appropriate, interim reviews of customers borrowing facilities and non-borrowing customers.

• Manage customer complaints for a continuous improvement of the level of service.

• Ensure continued synergy with other Absa entities.

• Arrange & undertake product presentations where appropriate.

• Build a strong relationship within client organisation, typically to key people, developing detailed understanding of their needs and drivers.

• Leverage relationships and/or reciprocal business flows to enhance sales opportunities and manage their expectations.

• Respond to a broad range of problems between customers and the Absa Group and resolve conflicts swiftly.

• Gather all the required KYC information that is needed to prepare and assess account opening applications.

• Ensure seamless and consistent client service to delight clients and exceed expectation Understand the business and strategy of the Absa Group, explain and represent the Group to the client and act as a central point of contact/co-ordination internally.

• Build good relationships with relevant people across the Absa Group in order to maximise sales opportunities and execution effectiveness.

• Identify potential partners for strategic initiatives and outsourcing/insourcing initiatives.

• Generate new and/or increased business across the bank’s product set.

• Ensure team adopts best practice service standards agreed with customers and the Group Service Standards are adhered to.

• Effective portfolio management for monitoring financial performance.

Research, Planning & Business Management

• Ability to devise and implement new strategies to ensure growth of the Bank’s assets and liabilities in the targeted market segment.

• Monitor regular reporting to ensure SLA requirements are complied with.

• Ensuring compliance and adherence to Absa Group Policies such as: Financial crime and Anti-money laundering, Politically Exposed Persons, Financial sanctions and prohibitions, Reputational risk policy, Absa Sanctions policy, Absa correspondent banking policy and any other appropriate policies.

• Participate in the preparation of short- and medium-term plan to develop the large corporate segment.

• Research, create and follow up on a target list for potential new business.

• Gather all the required information that is needed to prepare and assess credit applications.

• Control the quality of the portfolio, using available triggers and adherence to risk management guidelines and policies.

•  Responsible for business development both with new customers and with existing customers where they are expected to increase “Wallet Share”.

• Responsible for monitoring financial press and market/government publications for market information.

• Identify longer term product trends and position Absa in both product and relationship terms to deliver solutions to the client

• Establish and maintain market contacts.

• Fully involved in periodic reviews as required.

Qualifications & Experience
•    Bachelor’s degree in Finance, Economics, Banking, or a related field; advanced qualifications such as MBA, CFA, or relevant banking certifications preferred.
•    Minimum 5 years of experience in sovereign lending, credit risk management, or structured finance within a banking environment, preferably with exposure to African markets.

Education

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