Senior Relationship Manager – Francophone Africa

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.