Manager, Business Development, Partnerships – Client Solutions

at Stanbic Bank
Location Kampala, Uganda
Date Posted November 27, 2021
Category Banking
Business Development
Finance
Management
Job Type Full-time
Currency UGX

Description

Business accountability: Impact on end result* Shared – Jointly accountable with peers in our outside immediate department
Description or examples: Jobholder is the central point for the development of opportunity assessment framework to guide the identification, promotion and development of new markets, services or capabilities through partnerships and/or ecosystem engagements. Jobholder needs to trade off customer demand with financial sustainability and risk in alignment with the client segment strategy. Product and partnerships development are key to accelerate growth in the balance sheet and income statement across BCC and CHNW.
Accountability for problem solving
Degree of guidance received to solve problems:
Generally defined – general principles with guidance from top management
Description or examples:
• Jobholder needs to provide holistic solutions that can be applied across multiple customer segments whilst managing the overall profitability and relevant trade-offs (based on regulatory and competitive behaviours).
• Jobholder needs to work through the Country Business Segment Heads, Innovation and Transformation and Client Solutions teams without line authority, yet needs to exert significant influence.
• Jobholder needs to guide country leadership on the appropriate skills and structures required to execute optimally – without line authority.

Degree of original thought required to solve problems:
Adaptive – Requires analysis, interpretation and significant judgment
Description or examples: Jobholder is guided by the BCC and CHNW Customer Retention and Acquisition strategy and customer requirements. Jobholder is guided by extensive knowledge and significant practical experience of banking products, people practices, processes and systems and how this intersects with customer growth and retention operationalisation thereof.
Accountability for planning of activities
Integration of functions that are similar
Description or examples: Long term planning typically extends up to 24 months. Short term planning extends up to 12 months aligned to annual budget cycles.
Discretion allowed for decision making
Generally Directed – Policy objectives, management general direction
Description or examples: Jobholder is guided by the Decision Rights Framework (DRF). Leads decision making relating to client solutions in country (e.g., investment spend, trade-off decisions, etc.) and is a representative of Client Solutions at country exco. Makes decisions in collaboration with other Client Segments, Innovation, platform enablers and Corporate Functions for the identification, design (where relevant) and delivery of client solutions.
Typical direct reports for this job* Job Title: Click here to enter text.
Number: No direct reports

Indirect reports Job Family: Click here to enter text.
Number: 1-10
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Financial accountability* Type of Budget: No Budget Managed
Size of Budget (ZAR equivalent): Click here to enter text.
Type of accountability: Choose an item.

Type of Budget: Choose an item.
Size of Budget (ZAR equivalent): Click here to enter text.
Type of accountability: Choose an item.

Type of Budget: Choose an item.
Size of Budget (ZAR equivalent): Click here to enter text.
Type of accountability: Choose an item.
Internal relationships* Nature of relationship: Provide and receive a service
Description or examples: Interacts with Wholesale, BCC and CHNW Exco; Client Journey Teams; Regional and Country BCC and CHNW Heads; Innovation, Technology and product teams; Group stakeholders in order to deliver on the product propositions. Solutioning occurs in alignment with the entire Client Solutions team, Head, BCC and Head CHNW
External relationships* Role type of external contact: Customers
Description or examples: with external partners such as Interacts FinTech’s, Emerging Businesses, technology Broader Players to understand and derive insights from their needs and develop partnership frameworks
Nature of relationship: Manage the relationship
Role type of external contact: Customers
Description or examples: Interacts with customers to derive insights from their needs
Nature of relationship: Identify potential partners Nature of relationship: Choose an item.
Description or examples: Click here to enter text.

Role type of external contact: Click here to enter text.
Nature of relationship: Choose an item.
Description or examples: Click here to enter text.

Business accountability: Impact on result
Shared – Jointly accountable with peers in our outside immediate department
Description or examples: Jobholder is the central point for the development of opportunity assessment framework to guide the identification, promotion and development of new markets, services or
Accountability for problem solving* Degree of guidance received to solve problems:
Generally defined – general principles with guidance from top management
Description or examples:
• Jobholder needs to provide holistic solutions that can be applied across multiple customer segments whilst managing the overall profitability and relevant trade-offs (based on regulatory and competitive behaviours).
• Jobholder needs to work through the Country Business Segment Heads, Innovation and Transformation and Client Solutions teams without line authority, yet needs to exert significant influence.
• Jobholder needs to guide country leadership on the appropriate skills and structures required to execute optimally – without line authority.

Degree of original thought required to solve problems:
Adaptive – Requires analysis, interpretation and significant judgment
Description or examples: Jobholder is guided by the BCC and CHNW Customer Retention and Acquisition strategy and customer requirements. Jobholder is guided by extensive knowledge and significant practical experience of banking products, people practices, processes and systems and how this intersects with customer growth and retention operationalisation thereof.
Accountability for planning of activities* Integration of functions that are similar

Description or examples: Long term planning typically extends up to 24 months. Short term planning extends up to 12 months aligned to annual budget cycles.

Discretion allowed for decision making* Generally Directed – Policy objectives, management general direction

Description or examples: Jobholder is guided by the Decision Rights Framework (DRF). Leads decision making relating to client solutions in country (e.g., investment spend, trade-off decisions, etc.) and is a representative of Client Solutions at country exco. Makes decisions in collaboration with other Client Segments, Innovation, platform enablers and Corporate Functions for the identification, design (where relevant) and delivery of client solutions.

Work environment* Working Conditions 1: Rest of Africa Travel may be required
Working Conditions 2: Domestic/local travel may be required
Physical Requirements 1: Open plan office
Physical Requirements 2: Choose an item.

Job Purpose

The role is designed to drive Stanbic’s inorganic growth strategy, driving partnerships that will accelerate our ambition to step into new lines of business and bring additional strength to Stanbic.

  • Accountable for business growth through directing and managing partner business development activities and ensuring that these are delivered in accordance with the partnership strategy
  • The responsibility includes effectively applying due diligence and financial modelling to partnership opportunities
  • Accountable for strategic alignment through co-ordination of high impact partnerships and planning future strategies
  • Contributing to an opportunity assessment framework to guide the identification, promotion and development of new markets, services or capabilities through partnerships and/or ecosystem engagements.
  • The role puts emphasis on driving impact in close collaboration with ecosystem drivers, solutions and business leaders

Integrate with stakeholders across several departments, where the Business Development Manager will serve as the liaison between business unit and other stakeholders

Key Responsibilities/Accountabilities

• Identifies partnership opportunities within the market, prioritization of partners, strategic and financial assessment, negotiation and implementation.
• Contributes to development of an opportunity assessment framework to guide the identification, promotion and development of new markets, services or capabilities through partnerships and/or ecosystem engagements.
• Identifies and vets 3rd party products and services which will be delivered by the SBG platform (in country) through the requisite governance processes.
• Delivers SBG and 3rd party products and services through a client centric platform.
• Collaborates cross-functionally with teams internally to define priorities, plan joint roadmaps with partners and help solve critical issues across the organization.
• Identifies new innovative solutions in line with the bank’s aspiration to become a platform organisation serving both financial services and non-financial services client needs.
• Sets, defines and delivers parameters for client metrics to drive growth and achieve scalability aligned to the strategic value drivers.
• Stays abreast of market and competitive developments in order to define and evolve innovative and value-added services to clients across all segments.
• Works and collaborates directly with the Client Solutions, Data and Digital Transformation teams to deliver solutions for clients and partners.
• Provides customer teams across BCC and CHNW with partnerships, product and solution specific insights that can be incorporated into solutions and business strategies.
• Provides input into the design, development and implementation of fit-for purpose products and solutions across the value chain with digital transformation and simplicity as a core design principle.
• Implements client solutions to address client life events, distributed through client engagement platforms. Places the client and client experience at the centre of product and service delivery.
• Embraces all areas of the Bank’s Equality and Diversity agenda.
• Ensures the provision of effective training, support and guidance.
• Sets the example and leads the team in line with the Group’s leadership identity, core values and People Promise.
• Enables integrated ways of working and collaboration across the value chain to deliver for the client and various strategic partners.
• Inspires the team to deliver on the Group’s shared purpose and instilling a culture which enables the Group to evolve into a client led platform organisation.
• Ensures compliance with the Group and Country Operational Risk standards.
• Ensures overall risk management and adherence to all regulatory and governance standards for the continued sustainability of the client solutions.
• Verifies that the design and development of solutions are achieved within prudent market risk and conduct parameters.
• Contribute to development of appropriate recovery and resolution plans to protect solutions and partnerships from any untoward event.
• Participation in Country governance processes for all solutions where applicable and as necessary such as NACS, Agile Leadership Committee, Ecosystems & Partnership Committee.
• Manage stakeholder expectations and ensure that all affected stakeholders have a complete and common understanding of the implications of any business related initiative/project;
• Collaborate with respective stakeholders for the sign-off for new Projects, Procedures, or Processes;
• Interact with and maintain a good relationship with business stakeholders (Business Unit Heads, Business Unit Managers, Change management resources, Developers, Project managers, Risk management, Compliance, Sales, Product owners, etc.);
• Escalate issues to Project Managers while ensuring that delivery timelines are not compromised by identifying breakdowns in the system or process;
• Work in a cross-functional manner, between various departments and stakeholders.
• Provides input into social, economic and environmental initiatives for the Client solutions strategy, culture and ways of working (e.g. financial inclusion, job creation and enterprise development, infrastructure, Africa trade and investment, education skills and development, and employee development training).

 

Minimum Qualification and Experience

Qualifications
Formal minimum qualification 1* Type of qualification: First Degree
Field of study: Business Commerce
Formal minimum qualification 2 Type of qualification: Post Graduate Diploma
Field of study: Legal
Type of qualification: Masters Degree
Field of study: IT and Computer Sciences

Job Function: Client Solutions
Job Family: Click here to enter text.
Years: 5-7 Years
Experience Description: Graduate Legal experience
Job Function: Legal
Job Family: Click here to enter text.
Years: 3-4 Years
Experience Description: Experience in the financial services industry
Job Function: Choose an item.
Job Family: Click here to enter text.
Years: 1-2 Years
Experience Description: Experience in offering Strategic advice, negotiation and drafting of commercial agreements, vetting counterparty supplied agreements, assisting resolve legal disputes, drafting all forms of contracts, representing the legal team on different business focus areas, provision of awareness on key legal business risks

Knowledge/Technical Skills/Expertise

  • Business Knowledge and Contribution Risk Management –Project Management People Management –Financial Management –Change Management Knowledge Management
  • Previous managerial experience (atleast 15 years)
  • A good working knowledge of the Financial Advisory and Intermediary Services Act (FAIS) and the Financial Intelligence Centre Act (FICA).
  • Experience in preparing and motivating Credit applications is essential for arbitration purposes.
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