Financing Securities Services Sales

**JOB SUMMARY**
- The jobholder leads a dynamic securities services team responsible for delivering high quality service to some of the most demanding clients. He/ she plays a pivotal role in defining and overseeing the delivery of operational services for large financial institutions, including leading international banks, broker-dealers, fund managers and insurance companies which expect best-in-class service and operational standards. The role requires the jobholder to oversee close collaboration between the business functions of Operations, Sales, Implementation & Client Management and Product Management as well as a variety of internal support functions such as Risk, Compliance, Legal and Finance. The jobholder is expected to implement and comply with global and regional initiatives and to engage with other SS branches and regional SS management in a strongly collaborative manner.
- There is extensive interaction with senior securities market individuals and infrastructures such as stock exchanges, securities depositories, clearing houses and local brokers. Close liaison with market regulators is also a key part of the role, building strong relationships and using in-depth market knowledge to be viewed by them as a trusted adviser.
- The SS business in Egypt offers direct and international custody. The SS Head is responsible for the strategic leadership, management and performance of the business within the context of regional and global business direction. The business contributes $450 million pa in revenue globally. It is a significant provider of cash balances and an efficient user of the Bank’s balance sheet. The securities industry is in a period of significant change due to cost pressures and regulatory initiatives and the jobholder therefore needs to keep abreast of local market developments and quickly identify business threats and opportunities.

**In summary, the jobholder**:

- has overall P & L and local sales responsibility
- develops SS strategy for Egyptian market
- ensures a collaborative, co-ordinated approach to issues requiring multi-disciplinary input.
- represents the business internally within the Bank
- manages relationships with local securities regulator and market infrastructure entities
- engages with key clients at the local level
- oversees implementation of regional/global SS policies

**RESPONSIBILITIES**

**Strategy**
- Develops the Securities Services strategy for local market in Egypt, in conformity with the broader global and regional strategy for securities services
- Identifies opportunities and threats to the business as a result of changes in the local market, including changes to market regulations and competitor activity

**Business**
- Has overall ownership of the local P & L for the securities services business in Egypt, including at a high level the performance of the functions which provide direct input to the business - SSO, FM, Implementation & Client Management, Sales, Product Management.
- Cultivates a collaborative, co-ordinated approach between SS functions, internal support and control functions and local senior management, especially within CIB (including FI Coverage). Represents SS perspective to local management and local management perspective to regional SS where necessary
- Takes a leading role in building and maintaining strong, robust relationships between securities services staff and market infrastructure entities such as stock exchange, securities depository, securities regulator, local brokers, clearing house etc.
- Significant engagement with key clients, especially premium clients, within the framework of the overall client management strategy and contact programme. Acts as the final escalation point within SS at the local level for client issues and queries.
- Oversees the implementation at the local level of policies and strategies, including service standard requirements, espoused by SS at the regional and global level, or seeks formal SS dispensation in the event that market practice or local regulations do not permit implementation.

**Processes**
- Directly responsible for understanding customer needs and develop the client value propositions that will address them across all client segments
- Work jointly with Product and Marketing to develop collaterals for local market, communicate product launches, organize customer events and develop a sales campaign strategy to ensure that the new products meet planned volume and revenue targets
- Ensuring global training initiatives are executed across all countries in the region in line with the global commercialization agenda.

**People & Talent**
- The business functions reporting to the jobholder also have equally-weighted, dual reporting lines to their functional managers. The jobholder provides active input to the performance management of the matrixed teams and - given the dual-line structure - will need to influence actions/behaviours in a sophisticated and subtle manner.
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