Gilson Patrick Naaldijk

The Head, International Corporate Banking manages the International Corporate Banking business within the designated country and is responsible for maximizing customer profitability by driving revenue growth through generation of loans, deposits, fee income and cross selling all applicable Bank services to the existing customer base and identifying and soliciting Bank services to non-customers. The incumbent is the focal point within the team for International Corporate Banking client contact around sales and further need opportunities and establishes client plans and develops sales opportunities in conjunction with the Director, ICB that effectively and proactively meet clients’ needs. The incumbent is responsible for the full client services and operational functions for International Corporate Banking, including managing a team that will on-board clients, remediate and review files, update the AML / KYC tools, process transactions and conduct call-backs / sign offs, respond to client queries, facilitate investment requests, support internet banking transitions, engage walk-in visitors, and annotate large items and other mandatory on demand reports. The incumbent is responsible for managing and growing the portfolio of KBIs and large corporate transactional business clients ensuring superior levels of customer service and increasing revenues (interest and non-interest generated) via growth of transactional products and services such as electronic banking, trade finance, international wire payments, foreign exchange, drafts and bank accounts (time & savings deposits). In addition, the incumbent with the assistance / support of the Director, ICB contributes to reducing the business’s cost / income ratio via effectively managing low value business either seeking alternative channels to service or encouraging clients to increase business volumes. The Head also assists with the preparation of annual financial and marketing plans for International Corporate Banking ensuring the business objectives are met.
In conjunction with the Director, contributes to the management, growth and development of the International Corporate Banking business offering by delivering on aggressive growth targets in the business through disciplined sales management and product introductions. Researches, creates and follows up a target list for potential new business for appropriate banking products and services and other Bank segment offers, including deposit balance growth.
Recruits high net worth clients by proactive contact through letter and / or phone and / or in-depth client meetings and / or developing a network of centres of influence (COIs) to generate ongoing referrals. This includes acting on any referrals from clients and / or other parts of the Bank and / or parent company. Responsible for the promotion and sales components of transactional business, cash management and other International Corporate Banking products.

Identifies priority customers and assesses present and potential contribution, including managing out non-profitable clients in conjunction with the Director.
Prepares and submits credit applications to CRMD for sanctioning on letter of credit applications and borrowing proposals / applications.

Promotes and sells customised financing and banking solutions using a diagnostic approach. This requires an in-depth and holistic understanding of the clients’ business, including strategies, market position, industry risk and developments, interdependences and financial risks.

Manages the day-to-day support and service functions of the team to ensure the efficient and effective management of workflow for all client related transactions and account maintenance and other ICB services. Responds to client requests in a timely basis as this relates to sales activity, e.g. processing credit applications (letters of credit, credit cards) or cash management services.

Works closely with the team, providing leadership and guidance to ensure all client requests are processed within service standards. Ensures all complaints and customer queries are acknowledged and dealt with in a timely and appropriate manner leading to resolution. Ensures compliance with internal service level agreements (SLAs) and actively follows up all breaches to ensure that there is no degradation of service levels to clients. Communicates key messages to customers via the most appropriate means including agreed service standards, negotiated pricing, relationship team contact points (including introductions to new personnel) and new product changes. Manages clients’ expectation in cases when service levels may not be met, providing reasons why they will not be met and when service is expected to be resumed / met.

Responsible for the successful and timely client on-boarding for all International Corporate Banking clients including; completing client documentation for signing where appropriate, reviewing of new account questionnaires, signing-off of new clients ensuring full AML / KYC / OPM / FATCA compliance, world-checks (part of the KYC process goes into internet searches who one is, internet searches), confirming references, confirming notaries, reviewing certification, rationale, ongoing sources of funds, cross- referencing of information from other files. (The on-boarding process for ICB is subject to higher than average regulatory and compliance scrutiny given the risk profile of the non-national client base). Signs off on these accounts after checking them thoroughly after they have been packaged. Responsible for all aspects of the ongoing relationship management of all clients once successfully on-boarded, leading the team of associates / officers assigned to the respective clients’ portfolios.

Consults and collaborates with internal stakeholders, e.g. CRMD on financial / credit issues and general business / best practice ideas.

Takes an inclusive approach to client relationship and building the business by coordinating client portfolio relationship team members and appropriate specialists and partners. Educates supporting team members about clients’ businesses, key needs and requirements on an ongoing basis. Ensures clients are referred to appropriate team members for service needs, questions and providing solutions.

Takes an active role in the delivery of risk management and compliance with the Bank’s internal control and assurance framework. Responsible for ensuring adherence of the Bank’s AML and KYC standards with regards acceptance of new and existing business. Responsible for all aspects of deficiency management; tracking, packaging and remediation work. Drives the

Manages costs and income within an agreed budget and ensures that the agreed level of revenue for own portfolio is achieved, with corrective action taken where necessary.
Undertakes second reviews of annotations by team on various on demand reports at the required frequency to ensure compliance with Bank policy in order to mitigate risks. Manages the suspense accounts, including delegating the day to day follow up to the team, reviewing the actions, signing off on any transactions and supporting the proper reconciliation of accounts and all outstanding items are dealt with as stipulated.

Direct reports in this role
 Manager, International Corporate Banking
 Manager, Client Services
 Associate, International Corporate Banking
 Officer, International Corporate Banking
 Officer, Client Services

• Manages a portfolio of clients and is a the focal point within the Corporate Banking team for client contact around sales and further need opportunities – especially in making transactional day-to-day banking easier for the client.
• Manages and grows the portfolio of key business introducer's (KBIs) and large corporate transactional business clients providing superior levels of customer service and increasing revenues via growth of transactional products and services. Contributes to revenue generation and the growth of the team's non-interest income business via the proactive selling of and providing superior service support of the Bank's transaction products and services, including electronic banking, trade finance, international wire payments, foreign exchange, drafts and bank accounts (time & savings deposits).
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• Contributes to reducing the business's cost / income ratio via effectively managing low value business either seeking alternative channels to service or encouraging client to increase business volumes. May assist in the development and the implementation of new products and services.

Relationship manages a portfolio of clients and is the focal point within the International Corporate Banking team for client contact around sales and further need opportunities – especially in making transactional day-to-day banking easier for the client. Manages and grows the portfolio of key business introducers (KBIs) and large corporate transactional business clients providing superior levels of customer service and increasing revenues via growth of transactional products and services. Contributes to revenue generation and the growth of the team’s non-interest income business via the proactive selling of and providing superior service support of the Bank’s transaction products and services, including electronic banking, trade finance, international wire payments, foreign exchange, drafts and bank accounts (time & savings deposits). Contributes to reducing the business’s cost / income ratio via effectively managing low value business either seeking alternative channels to service or encouraging client to increase business volumes. May assist in the development and the implementation of new products and services.
Work closely with the Head International Desk

•Relationship and portfolio management - contributes to high net worth (HNW) business by sourcing and originating high quality business opportunities and building a portfolio of HNW clients whose needs are primarily investment based, e.g. mutual funds, fixed income products and equities. Proactively establishes, develops and maintains strong client relationships through regular contact and through providing timely, value-added information, advice and recommendations.

•Ensures the quality of account portfolios by performing risk assessments and in-depth financial analysis on all potential or existing high net worth clients on an on-going basis, inclusive of ensuring that all recommendations meet approved risk frameworks and guidelines.

•Provides an excellent consultancy based approach at all client touch points in areas of investment, credit, banking solutions and wealth advisory services, in order to meet with the HNW clients’ expectation for service delivery and issue resolution.

•Engages clients in the planning process, uncovering and understanding their needs, goals and priorities, assessing their current financial situation, developing customised financial plans offering investment solutions to support achievement of their goals, executing the plans and monitoring their progress.

•In areas of planning and advice, reviews clients’ portfolios and financial needs from a holistic perspective and identifies opportunities to broaden clients’ suites of products and services, by meeting regularly with clients to conduct portfolio reviews and introduce new product and service solutions. Must understand wealth generation by small and medium business enterprises and complexity of monetising their value.

•Through business development activities, acquires new clients who have sophisticated financial needs, are people of influence or who require complex global financial solutions.

Consumer banking officer is a branch-based, dealing with both existing and prospective customers of the bank and proactively promotes and sells a full range of retail banking products and services, has specialized knowledge and skill in the sale of Retail banking products. ravel within the local market may be required in order to meet with customers. Incumbents will apply their well-developed sales and credit preparation skills to create a high profile for Consumer banking products, ensuring that opportunities for incremental business are realized in order to increase bank’s share of the market.

Key accountabilities & major tasks:

•Contribute to sales growth through direct selling of core banking products ensuring that the lending policies and processes are strictly adhered to meeting shared branch targets.

•Referrals to other segment sales people

•Ongoing development and maintenance of comprehensive product knowledge and expertise of all retail products (loans, mortgages and cards, deposit accounts).

•Assist and support the Sales Team Leader and Branch Manager in the management of the branch as a channel for sales.

•Promotion of self-service delivery channels such as ATM, Telephone and Internet, to enhance convenience for customers.

•Active participation and support for marketing campaigns and customer contact initiatives.

•Update and maintain customer personal, business and credit information in the core system