Head, Financial Institutions

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.

Job Summary

To drive the strategic engagement and growth of the bank’s relationships with Financial Institutions Group (FIGs), 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 maximize 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.

Key Accountabilities

• Sales and Service (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 coordinate any marketing approaches for new business and actively develop existing relationships.
  • Coordinate approaches to the portfolio by businesses across the Group.
  • Monitor and ensure adherence to risk service standards.
• Business and Partnership Development (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 (10%)
  • Day‑to‑day coaching and coordination of Corporate Support staff in provision of consistent service quality and risk.
• 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

• Advanced/Master’s degree in Finance/Business Administration or a relevant qualification.
• 5-10 years’ experience in the Financial Services sector which must include proven experience.
• 5 years’ experience of senior management level in financial services.
• 5 years’ Corporate and Investment Banking Experience.
• Professional Certification / relevant accreditation or equivalent (ACIB, CFA, CIMA etc.).

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 and 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.
• Has 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.
• Analytical skills for preparing credit applications.

Additional Education

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