Description of the Business Line or Department
GLBA is the Investment Banking division of SGCIB. It offers a global advisory approach focused on strategic dialogue with clients. GLBA offers clients the whole range of services offered by SG CIB and the Group, with a particular focus on investment banking and commercial banking activities. GLBA provides tailor-made solutions to corporate, financial institutions, the public sector and family offices.
GLBA/FIG oversees the relationship and develop business with SG’s Financial Institution clients. The team is composed of Senior Bankers and Senior Relationship managers who are assigned a portfolio of clients and whose primary operational responsibilities are to:
- Manage the overall client relationship for SG to be seen as a long-term partner.
- Build network across C-suite, decision-makers, dealers, and facilitators.
- Understand client requirements, identify gaps in coverage, and work with front office salespeople to pitch suitable solutions and services
- Develop detailed client plans to establish pipeline opportunities/ priorities for resource planning.
- Promote cross-selling, diversify revenue streams to support sustainable long-term business flow.
- Supporting business lines on risk related issues
Summary of the key purposes of the role
You will be part of a business and client-driven coverage organization (GLBA/FIG) working primarily on the Bank business, and where required supporting Senior Relationship Managers and seniors in the broader FIG universe. Your mission is to:
Bring support during the whole life cycle of the client/prospect relationship, which includes:
- Provide presentations, pitch documents, client information and research, press review and all other material needed by bankers for client meetings, deal negotiation and management reports.
- Participate to client contacts and meetings when asked by bankers.
- Write Briefing Notes for Senior Management.
- Conduct industry research including: peers analysis, sector/country studies.
- Conduct internal reviews and follow up action plan per client/portfolio: analyse business potential and cross selling opportunities, participate in meetings with salespeople to identify the opportunities/gaps.
- Monitor Market trends and track client performance. Understand the impact of new regulation, market evolution on Financial Institutions clients and SG offer (AQR, Basel III, Solvency II, and MIFID).
- Support origination and structuring of financing-CBA transactions with a follow-up on the booked operations.
Contribute to the Client Profitability monitoring by:
- Being responsible for the review of client profitability, both achieved and estimated, for the whole dedicated clients’ portfolio.
- Update and maintain the client reference tables in internal referential systems (creation and updated of client group structures in CRM systems and any profitability-related analysis.)
- Contribute to the Counterparty Risk follow-up.
- Oversee monitoring the approved financings within the Commercial Banking Activities framework (CBA): This includes the estimate process for the RWA of CBA deals, which takes place usually twice per quarter and is key to allow a proper management of the GLBA/CBA portfolio.
- Ensure that Back-Office teams book the transactions in accordance with all the terms of the contract signed with the clients.
Summary of responsibilities
- Perform economic and financial analysis on Key clients and prospects.
- Conduct industry research including peers analysis, sector/country studies.
- Prepare presentation and marketing materials for use in client meetings and transaction execution, covering topics such as financing alternatives, capital markets activity, capital structure advice, treasury services, and derivatives.
- Conduct internal reviews and follow up action plan per client/portfolio: analyse business potential and cross selling opportunities, participate in meetings with salespeople to identify the opportunities/gaps.
- Monitor Market trends and track client performance.
- Understand the impact of new regulation, market evolution on Financial Institutions clients and SG offer (AQR, Basel III, Solvency II, and MIFID).
