Background

Q-Sourcing Limited trading as Q-Sourcing Servtec is a manpower management solutions firm operating in the East African Region in the countries of Uganda, Kenya, Tanzania, Rwanda, and South Sudan.

On behalf of our client BANK OF AFRICA in the Banking industry, we are looking for competent, skilled and experienced CUSTODIAL & INVESTOR SERVICES MANAGER to work in Kampala, Uganda Head Office.

Position Details

Position Title: Custodial & Investor Services Manager

Department: Business Development

Reports To: Senior Manager Transaction Banking

Positions Supervised: All staff in Custodial & Investor Services Unit

Location: Head Office

Job Purpose

Drive the Bank’s custodial and investor service business to achieve and exceed business goals through a dynamic business growth strategy and vigilant relationship management aligned with the overall Bank’s mission.

Key Responsibilities

• Recruit, nurture and sustain new pension and investor relationships that have a potential to grow and provide superior returns and contribute towards liabilities growth.
• Ensure active pipeline management of custodial and investor services through continuous flow of new business with the objective of meeting agreed business growth objectives across all product ranges and client segments.
• Drive a culture of great service and quality relationship management of Custodial and Investor Services customers, whilst continuously reviewing existing client wallets with an eye to optimizing the Bank’s revenue through selling/promoting appropriate product solutions.
• Negotiate and structure business transactions through the sales process with the aim of attaining value for the client, while protecting the interests of the Bank by identifying and reporting risks that may result out of transactions or relationships for mitigation.
• Ensure inter-departmental collaborations while working with other stakeholders including Custodial Operations to implement timely custodial services transactions and client requests, and drive turnaround time to meet the Bank’s promise to customers.
• Monitor the market and industry trends and competitor behaviour to gather business intelligence to advise and shape management decisions on custodial and investor services.
• Develop and maintain well-documented reports, visits, and contracts with all the Bank’s relationships, management, and other units.
• Optimize all cross-selling opportunities and provide comprehensive investment advice to clients on all services they seek to enjoy with the Bank and facilitate access to such solutions.
• Prepare regular reports to provide management with key information about the allocated portfolio from time to time.

Additional Responsibilities

The Bank reserves the right to amend, modify, or adjust the responsibilities of this position as business needs evolve, in alignment with applicable labour laws.

The employee may also be required to undertake additional duties or projects from time to time, within their capabilities and consistent with the responsibilities of the role, as directed by the employer.

Key Performance Indicators (KPIs)

• Net growth in FCY deposits from Fund Percentage: $5 Million
• ≥120%, ≥110%, =100%, =90%, 20% focus
• Focus on Britam, GenAfrica, ICEA Lion, Sanlam, Old Mutual, Xeno, and SBG Asset Managers
• Develop and operationalize a strategic partnership to mitigate deposit migration to unit trusts and enhance income generation
• Net growth on custody portfolio value by 20%
• Net growth in revenue from custodial and investor services business by 20%
• Open 2 new scheme relationships
• Onboard one fund manager by year-end to drive a 20% growth in FCY deposits
• New individual investors growth >20%
• Launch a wealth management product to mitigate deposit migration to unit trusts
• Customer service index: 90%
• Execute a planned custodial and investor services campaign to drive growth in bond trading income by 20%
• Conduct 5 client sales engagement visits to new and existing customers, with comprehensive call reports and at least 1 new business proposal generated per week
• Develop and implement an innovative solution to enhance the Customer Value Proposition (CVP), addressing customer pain points and resulting in a 10% increase in income by year-end
• Complete monthly appraisal and performance tools within 5 days into the new month
• Custody staff attendance and pass rate for business, risk, and compliance training >80%
• Train branch staff on custodial and investor services value propositions with 80% attendance and quiz scores >80%

Requirements

Required Qualifications and Skills

Education

• Bachelor’s degree in Business, Finance, Investments, Banking, or a related field
• Professional or postgraduate qualifications in Finance or Investments are an added advantage

Experience

• 8 years’ experience in custodial or investor services with end-to-end understanding of custodial operations and business development

Technical Skills

• Strong track record in direct selling, sales management, and relationship management
• Strong grasp of the Bank’s policies, processes, and procedures
• Good interpretation of the pension industry and national economic trends
• Knowledge of the Bank’s business model, strategy, products, and services
• Knowledge of the pension sector and investment options available to customers

Additional Requirements

• Strong strategic perspective
• Solid financial skills
• Customer centricity
• Proven product structuring acumen
• Very strong verbal, presentation, and written communication skills
• Team player with strong interpersonal skills and ability to build internal and external networks
• Ability to work under pressure and exercise excellent judgment

• Recruit, nurture and sustain new pension and investor relationships that have a potential to grow and provide superior returns and contribute towards liabilities growth.
• Ensure active pipeline management of custodial and investor services through continuous flow of new business with the objective of meeting agreed business growth objectives across all product ranges and client segments.
• Drive a culture of great service and quality relationship management of Custodial and Investor Services customers, whilst continuously reviewing existing client wallets with an eye to optimizing the Bank’s revenue through selling/promoting appropriate product solutions.
• Negotiate and structure business transactions through the sales process with the aim of attaining value for the client, while protecting the interests of the Bank by identifying and reporting risks that may result out of transactions or relationships for mitigation.
• Ensure inter-departmental collaborations while working with other stakeholders including Custodial Operations to implement timely custodial services transactions and client requests, and drive turnaround time to meet the Bank’s promise to customers.
• Monitor the market and industry trends and competitor behaviour to gather business intelligence to advise and shape management decisions on custodial and investor services.
• Develop and maintain well-documented reports, visits, and contracts with all the Bank’s relationships, management, and other units.
• Optimize all cross-selling opportunities and provide comprehensive investment advice to clients on all services they seek to enjoy with the Bank and facilitate access to such solutions.
• Prepare regular reports to provide management with key information about the allocated portfolio from time to time.

• Strong track record in direct selling, sales management, and relationship management
• Strong grasp of the Bank’s policies, processes, and procedures
• Good interpretation of the pension industry and national economic trends
• Knowledge of the Bank’s business model, strategy, products, and services
• Knowledge of the pension sector and investment options available to customers
• Strong strategic perspective
• Solid financial skills
• Customer centricity
• Proven product structuring acumen
• Very strong verbal, presentation, and written communication skills
• Team player with strong interpersonal skills and ability to build internal and external networks
• Ability to work under pressure and exercise excellent judgment

• Bachelor’s degree in Business, Finance, Investments, Banking, or a related field
• Professional or postgraduate qualifications in Finance or Investments are an added advantage
• 8 years’ experience in custodial or investor services with end-to-end understanding of custodial operations and business development