Relationship Manager, Custodial Business

SBM Bank (Kenya) Limited is a banking and financial services institution founded in 1973 and based in Nairobi, Kenya.

The Relationship Manager for Custodial Business at SBM Bank Kenya is tasked with developing and growing the bank's custodial services. This involves offering services to institutional clients and high-net-worth individuals, as well as integrating custodial offerings across Corporate, SME, and Consumer Banking segments. The role focuses on enhancing profitability, fostering strong customer relationships, ensuring service excellence, and maximizing the utilization of the bank’s custodial products. Additionally, the manager will lead business development initiatives to leverage the SBM Authorized Securities Dealers (ASD) Licence.

1. Develop and maintain a robust business pipeline for institutional clients, pension schemes, Collective Investment Schemes (CIS), fund managers, corporates, SACCOs, investment banks, and high-net-worth individuals.
2. Drive the adoption of Custodial Services and ASD products across the Bank’s Corporate, Commercial, SME, and Consumer Banking segments.
3. Identify and pursue RFPs, tenders, and other business opportunities, ensuring timely and competitive submissions.
4. Lead client acquisition, retention, wallet share growth, and cross-selling of Custodial Services, ASD, and other relevant Bank products.
5. Build and maintain strong relationships with clients and key industry stakeholders to identify and convert business opportunities.
6. Participate in the development and execution of new securities products and provide value-added solutions to clients.
7. Provide clients with timely market intelligence and information on investment opportunities and securities products.
8. Ensure client queries and requirements are logged and responded to within 24 hours, with timely escalation and communication of issues affecting client assets or service delivery.
9. Monitor service delivery and continuously improve interdepartmental and client Service Level Agreements (SLAs).
10. Grow the Bank’s non-funded income through increased utilization of custody and ASD products.
11. Monitor product performance, market trends, and client uptake, recommending initiatives to drive revenue and market penetration.
12. Prepare business pipeline, performance, and management reports for Custodial Services.
13. Facilitate the smooth and timely opening of custody accounts in liaison with relevant internal departments, ensuring no outstanding documentation.
14. Coordinate the onboarding and transfer of client assets from other custodians, stockbrokers, and service providers.
15. Ensure new clients are effectively transitioned into custody according to approved procedures and agreed timelines.
16. Monitor and maintain agreed client service standards throughout the client lifecycle.
17. Review client and regulatory reporting packs for assigned accounts on a monthly and quarterly basis for pension schemes and Collective Investment Schemes.
18. Participate in quarterly review meetings, AGMs, and other engagements with trustees, fund managers, administrators, and clients.
19. Review audited financial statements with Custody Operations, Trustees, Fund Managers, and Administrators of CIS and pension schemes.
20. Ensure client reporting issues and discrepancies are promptly identified, escalated, and resolved.
21. Ensure timely follow-up with clients who have not provided instructions for voluntary corporate actions.
22. Coordinate with Custody Operations and other relevant departments to ensure timely processing of corporate actions and securities transactions.
23. Liaise effectively with internal teams and external service providers to ensure adherence to applicable guidelines relating to securities accounts, dematerialization, physical securities, and transaction processing.
24. Support the Head of Custodial Services in developing the team and ensuring efficient operations managed in strict compliance with local laws, Bank risk standards, and the Custodial Services Policy Guide.
25. Support the Head of Custodial Services in managing and directing Operational Risk Management and Controls for the custody service to achieve a minimum audit rating of 95% or better.
26. Ensure appropriate remedial action is taken in response to audit findings.
27. Ensure regulatory requirements and deadlines are adhered to, with real-time escalation of any potential operational incidents, losses, or complaints to the Head of Custodial Services.
28. Establish and maintain effective working relationships with co-workers, supervisors, and external stakeholders.
29. Maintain regular, consistent, and professional attendance, punctuality, and personal appearance, adhering to relevant health and safety procedures.
30. Pursue personal development of skills and knowledge necessary for effective performance.

1. Bachelor’s degree in any Business-related field from an accredited university.
2. At least 5 years’ experience in custodial services, investment banking, and relationship management.
3. Chartered Institute for Securities & Investment (CISI) qualification.
4. Excellent selling and negotiation skills.
5. Excellent written and verbal communication skills.
6. Excellent interpersonal and stakeholder management skills.
7. Commercial and entrepreneurial mindset.
8. Strong business development and sales capabilities.
9. Proven relationship management skills.
10. Ability to manage people effectively.
11. Strategic thinking ability.
12. Negotiation and influencing skills.
13. Strong communication and presentation skills.
14. Customer-centric approach.
15. Risk awareness and compliance understanding.
16. Planning and organization skills.
17. Problem-solving and decision-making abilities.
18. Performance and results orientation.
19. Teamwork and collaboration skills.
20. Ability to work effectively under pressure.