Head of Client Coverage, Americas

Our ICBC Standard Resources (America) Inc. Job Opportunity

For more information about ICBCS, please visit our Careers Site.

Role: Managing Director, Head of Client Coverage, Americas

Division: Global Markets

Location: This role will work in our NY Office, which is located at 1185 Avenue of the Americas. During your employment, we would expect you to spend most of your time in the NY office.

All job applicants will be treated fairly and equally. The company is committed to promoting diversity and inclusion. Our vison statement: "Be Yourself, Succeed Together" and our core value of Openness underline our desire for a culture which is open and transparent and values difference, enabling everyone to consistently achieve whilst being themselves.

Division Summary

ICBCS Global Markets offers sales, structuring and trading expertise to our clients across a range of products, with market leading expertise in Emerging Markets (EM) and Commodities. Global Markets comprises of two core divisions, namely, Commodities and Fixed Income and Currencies (FIC).
The Commodities division provides trading, sales, working capital solutions and structuring expertise through its Metals and Energy teams. The division's expertise extends to the management and financing of physical commodity inventories across these asset classes.
The FIC division offers a comprehensive range of vanilla and structured products and solutions for its clients' treasury management, liability management, financing and investment requirements. Specialising in EM, the FIC product offering covers foreign exchange, interest rate and credit asset classes. FIC Financing products also cover equity and fund asset classes as collateral. FIC clients include EM Corporates, Banks and Sovereigns (EM CBS), institutional investors globally, as well as our shareholders and their clients. The division is subdivided into 2 departments:
FIC Trading managed by the Global Head of FIC Trading, comprising Local Markets FX and Rates, Credit and Structured Trading,
FIC Sales & Origination, Structuring and Portfolio Management managed by the Global Head of FIC Sales and Structuring, FIC Origination, Structuring and Portfolio Management teams.

The Managing Director, Head of Client Coverage role will have a focus on Latin America business across both Commodities and FIC.

Your Role
The Head of Americas Client Coverage will be responsible for covering existing and prospective clients in the Americas region, utilizing all existing products, teams and expertise of the ICBCS global platform to deliver products and services to clients in the region. They will be tasked with executing profitable business with a focus on:
Developing our franchise in Latam, working with the GM teams in NY to establish a cross product Latam capability and franchise
Coordinating to optimize interaction and collaboration with ICBC entities in the region
Contribute to the global GM team as a senior client facing regional head

Key responsibilities are as follows;

Key areas covered include:
Delivery and Execution of Business Plans
Develop and manage Americas Client Coverage ("the Business") for the Americas for current and prospective clients especially in Latam.
Define, implement and continuously monitor strategy for the Business in line with the GM overall strategy
Produce a budget for the business area consistent with strategy
Set and monitor performance targets in line with the business strategy and take timely remedial action as required
Be accountable for meeting agreed targets
Participate in, and contribute to, all necessary management forums
Ensure regular meetings with direct reports appropriate standing agenda items
Be accountable for all the direct costs of the Business

Client Franchise

Proactively seek out new profitable clients and opportunities to increase wallet share with existing clients
Ensure team fully understand and facilitate the client on boarding process in accordance with relevant regulatory and internal guidelines
Ensure dealing occurs only with approved clients and that the products traded are suitable for the client and the ICBCS strategy
Encourage and uphold the highest quality Client Service
Escalate client complaints / concerns immediately through appropriate channels
Work with Coverage teams and Trading Heads to expand the scope of solutions that can be delivered to ICBC Standard Bank clients globally.
Department Structure, Management & Staffing
Ensure business staffed with appropriately skilled people to deliver strategy
Ensure staff have appropriate mandates and training to carry out their jobs effectively
Delegate duties and authority to staff appropriately
Set performance and development targets for staff and motivate them to achieve
Ensure that suitable MI is in place to effectively manage staff performance and enable identification and retention of top talent
Provide an environment for staff in which they can develop and progress their careers
Ensure robust succession planning is in place
Build and maintain relationships between your team and key stakeholders in FICE, wider Global Markets and the enablement functions

MI
Define and deliver key MI
Ensure that all other material information relating e.g. to markets, clients and staff is reported ensure that appropriate forums are in place to allow material information to feed down to staff or back up to the CEO, NY

Risk Management
Ensure the team operates within relevant Credit limits
Ensure the team understands the relevant Regulatory, Legal and Compliance risks and rules that pertain to their business activities and that they are fully adhered to
Ensure the team operates in a manner to minimise Operational risk and escalates incidents if they arise

Conduct
Maintain an awareness of and comply with all Anti Money Laundering laws, regulations, policies and procedures relevant to ICBC Standard Bank
Uphold the Values of the firm
Escalate all significant Regulatory / Compliance issues immediately through appropriate channels
Develop and maintain a Senior Managers Regime plan and working document to evidence compliance with the regime
Responsible for ensuring all mandatory training is completed by the team
Operates within the terms of the SLAs with Standard Bank Group

New Business Risk
Ensure team are aware of approved products
Ensure any proposed New Business has a robust revenue story
Ensure that any new business initiatives are appropriately sponsored in the NPC, NPP and TAC forums

This individual selected for this role shall be designated as a principal pursuant to relevant regulations of the Financial Industry Regulatory Association (FINRA) and National Futures Association (NFA) and is expected to comply with the regulatory conduct rules applicable to the regime
For any questions or further support, please contact [email protected].

Your Knowledge, Skills and Experience

Experience of working in a regulated environment, ideally Financial Services
Extensive contacts in the Latam market
Spanish and/or Portuguese language skills

The role would suit someone who is:
Able to do extensive travel to both the region, and to London at less frequent intervals as needed

Exams or relevant approvals required:
US Financial Regulations and certifications relevant for the role

Personal attributes
Global mindset
Resilience
Client mindset
Attention to detail
Results-orientated
High level of integrity

What we are looking for
The personal attributes required for the role include a global perspective, resilience, client focus, meticulous attention to detail, a results-driven approach, and a strong sense of integrity.

Salary: $300,000 to $450,000