Job purpose:

To lead ‘all product’ treasury coverage of SME & personal banking clients and drive high quality, repeat business and revenue streams through diversified and optimised penetration of the respective components.

Principal accountabilities:

Strategy. Design, implement and tactically manage a clear strategic roadmap for the business, consistent with the broader global markets solutions strategy determined by the head of global markets solutions. Cascade the strategy to direct reports and stakeholders with clarity and consistency to build brand recognition of CBD’s treasury capabilities and optimally position the offering during the progressive stages of growth.

Leadership. Lead a team of four sales professionals centred on a culture of customer experience, ownership, productivity and continuous improvement. Drive excellence in operating standards and work closely with the trading & structuring desks to establish partnerships in managing all aspects of customer FX business, product development, automation and digitalization. Coach and manage staff performance, build motivation and drive ongoing development of skill sets through both internal and external training. Ensure the business is resourced effectively.

Automation & digitalization. Take a lead role in all projects designed to a) replace manual processes with automated solutions and b) new digital product offerings that underpin controlled growth of commoditized business activity. Deliver excellence in stakeholder management during project implementation and be accountable for the success of all business outcomes.

Revenue. Deliver sustainable profitability over the medium to long term from FX flow and other treasury products. Drive the budget setting process in conjunction with head of global markets solutions and meet targets set. Build “trust based” long term customer relationships that will deliver high quality, repeat revenue streams with all risks to revenue volatility minimized. Introduce initiatives to address concentration risk and demonstrate forward planning to progressively strengthen customer penetration.

Internal relationships. Work closely with trading & ALM desks to deliver a high quality customer experience, whilst managing the position implications from FX flows across all channels. Collaborate with PBG product heads to deliver co-owned initiatives and with senior members of the relationship coverage team to drive high quality, collective customer contact, in both cases working to clear timelines to closure. Work with structuring to reduce revenue reliance on FX spot.

Product development & service offering. Contribute to the CBD treasury brand build through an expanded product/service offering, taking the lead in working groups to engage stakeholders and promote collective ownership. Prepare business cases as required and set the agenda for diversifying revenue contributions. Differentiate service delivery through a customer tiering framework, automating processes for lower level commoditized elements of the portfolio wherever possible.

Marketing. Set internal and external agendas for marketing treasury capabilities, built around innovation to differentiate the PBG customer experience. Develop incentive plans to drive business volumes, both direct with clients and through enhanced origination by relationship managers.

Origination & sales process. Oversee sales contact with all clients within the portfolio, ensuring that relationships are developed and strengthened at both senior & transactional levels to maximise closing potential. Develop, implement and improve a framework to manage contact and set agendas for NTB and franchise customers.