Job Title:                   Senior Relationship Manager – Francophone Africa

 

Industry:                    Banking

 

Location:                     Francophone Africa

 

Salary:                       Competitive Salary + Other Benefits

Role Overview

The Senior Relationship Manager – Francophone Africa will be responsible for developing and growing the Bank’s Trade, Lending and Correspondent Banking business across the Francophone Africa region. The role is primarily relationship-driven, focused on deepening existing client relationships, originating new business, expanding market share, and providing market intelligence to the Accra and London offices.

The role holder is expected to have a sound understanding of the Bank’s credit policy, AML/KYC requirements, product suite, tariffs and delivery channels.

 

Key Responsibilities

Relationship Management & Business Development

Serve as the face and ambassador of the Bank in the Francophone Africa marketplace. Retain and grow offshore banking relationships with corporates, financial institutions, parastatals and government agencies. Convert prospects into active relationships and develop account plans for priority clients. Identify and originate short- to medium-term structured transactions, including opportunities for participation. Promote the Bank’s brand and product offerings within the region and across relevant trade bodies and professional networks.

Strategic Planning & Market Intelligence

Develop an annual business plan for the coverage area, including strategy and financial projections. Provide periodic reviews of performance against plan, explain variances and implement corrective measures. Provide regular country risk reports covering economic, political, regulatory and market developments, including exit/remain recommendations. Identify potential locations for a Representative Office in the region.

Client Coverage & Account Management

Develop and execute multi-level calling plans for assigned relationships. Prepare and maintain detailed account plans for top clients, covering assets, liabilities, transaction services and delivery channels. File call reports and aide-mémoire capturing key discussions, opportunities and service issues, and follow up on agreed action points. Review MIS from London-based operating units to assess wallet share and relationship performance. Ensure zero attrition for assigned relationships.

Operations, Delivery & Internal Liaison

Act as the liaison between regional customers and the Bank’s delivery units (Trade Finance, Treasury, Global Funds Transfers and Retail Services). Encourage adoption of the Bank’s online banking channels, including demonstrations, onboarding and usage monitoring. Attend weekly conference calls with London and Accra teams and provide updates on pipeline activity and new transactions.

Risk, Compliance & Governance

Conduct annual due diligence and KYC reviews for all corporate and FI customers. Maintain full compliance with the Bank’s credit policy, AML/KYC framework and regulatory requirements.

Partnerships & Structured Transactions

Establish working relationships with major originators of structured transactions (e.g., Barclays, Standard Chartered, Citigroup, Stanbic, Natixis, Société Générale, Ecobank, HSBC) to secure participation opportunities.

Other Duties

Perform any other duties as assigned by the Head, Client Coverage Africa.

Financial Goals

Meet or exceed agreed financial targets. Maintain zero attrition across assigned client relationships.

Person Specification

Skills & Capabilities

Strong marketing, interpersonal and communication skills. Ability to network and engage senior executives across institutions. Strong business development and strategic planning skills. Solid negotiation, credit and risk analysis capability. Strong problem-solving skills and customer orientation. Good understanding of Trade Finance, Treasury and cross-functional banking products. Appreciation of market dynamics, geopolitical trends and macro-economic factors. Strong teamwork skills and ability to operate in a culturally diverse environment.

Knowledge

Strong knowledge of the banking industry across Ghana and the wider sub-region. Sound understanding of credit policy, operating systems and product offerings. Good knowledge of KYC and AML policies.

Experience

Minimum of 3 years’ experience in relationship management or business development within Corporate Banking, Public Sector or Financial Institutions. Experience managing cross-border relationships and account opening processes. Experience in lending and deal structuring.

Qualifications

Bachelor’s degree in Finance or a related discipline from a recognised university. A Master’s degree is an added advantage.

IT Skills

Proficient in Microsoft Office applications.

General Employment Requirements

Policies and Procedures
All employees are required to comply with the instructions of the Board of Directors and adhere to all authorised policies and procedures.

Regulatory Frameworks and Financial Instructions
Employees must comply with all applicable regulatory frameworks and standing financial instructions.

Confidentiality and Information Security
Employees are responsible for safeguarding all personal and confidential data in accordance with the Data Protection Act and the Bank’s Information Security policies.

Rehabilitation of Offenders Act 1974
This role is subject to an exception order under the Act. All convictions, including spent convictions, must be declared.

Data Protection
The Bank will process employee data for legitimate employment purposes in line with data protection legislation.

Conduct Risk
All employees must comply with the Bank’s Conduct Risk Policy and ensure that their actions do not result in poor customer outcomes or reputational damage to the Bank.