GENERAL JOB INFORMATION
Job Title
Head, Local Corporate (LOC)
Reports to
Affiliate Head, Consumer & Commercial Banking
Job Grade
5B
Direct Reports
Relationship Managers
JOB PURPOSE
To lead the Unit to deliver comprehensive financial solutions to domestic mid- and large-cap corporations across diverse industries. The role is responsible for strategic client acquisition, relationship management, credit structuring, cross-sell initiatives and portfolio oversight to drive sustainable growth and profitability.
JOB CONTEXT
The local corporate segment of Consumer & Commercial Banking operates in a competitive environment influenced by macroeconomic trends, industry cycles, regulatory changes and increasing client sophistication. The head must balance growth with risk management, maintaining deep relationships with corporate decision makers while coordinating with product specialists, treasury, risk and operations. The role demands strategic insight, sector expertise and the ability to deliver customized, innovative solutions that differentiate the bank in the market.
KEY RESPONSIBILITIES
Business and Financial performance
Customer Excellence
- Build a high-performing team of corporate relationship managers, credit analysts and product specialists in Consumer & Commercial Banking.
- Lead portfolio management, monitoring covenants, reviewing performance and managing early warning signs to maintain asset quality.
- Drive cross-selling of digital platforms, payroll, insurance, asset management and investment banking services to its clients.
- Coordinate with product, treasury and trade finance teams to deliver competitive pricing and bespoke solutions.
- Develop sector-specific expertise and insights to identify opportunities and mitigate risks in priority industries.
Leadership and people management
- Maintain close contact with C-suite executives, board members and key decision makers to understand strategic objectives and advise on financial needs.
- Oversee onboarding, KYC/AML compliance and client documentation processes to ensure regulatory adherence.
- Monitor market trends, economic indicators and competitor strategies to adapt product offerings and pricing.
- Collaborate with risk management, legal, compliance and operations to ensure smooth execution of transactions.
- Manage P&L for the local corporate portfolio, optimizing risk-adjusted returns and cost efficiency.
Process, control and operational performance
- Lead strategic account planning, pipeline management and deal origination activities.
- Advocate for clients internally and coordinate cross-functional resources to provide holistic solutions.
- Develop strategic partnerships with professional service firms, business associations and government agencies to expand reach.
- Represent the bank at industry events, forums and business conferences to enhance brand visibility and thought leadership.
- Promote ESG, sustainability and responsible banking practices within the corporate client base.
Strategic initiatives
- Drive adoption of digital channels, cashless payment solutions and automation in Unit’s banking services.
- Report on portfolio performance, risk metrics and strategic initiatives to affiliate and regional management.
- Ensure timely resolution of client issues, service requests and credit approvals to enhance client satisfaction.
- Maintain up-to-date knowledge of local regulations, tax laws and economic policies impacting corporate clients.
- Foster a culture of accountability, teamwork and customer-centricity within the team.
KEY SUCCESS FACTORS
- Growth in corporate loans, deposits, trade volumes and fee income.
- Improved wallets share and cross-sell penetration across cash management, FX, trade, investment and insurance products.
- High portfolio quality with acceptable non-performing loan ratios and strong risk-adjusted returns.
- Strong client satisfaction scores and long-term relationships with key corporate accounts of Consumer & Commercial Banking.
- Increased adoption of digital channels and innovative solutions among corporate clients.
- High-performing and motivated corporate banking team delivering sustainable growth.
JOB PROFILE
Experience & Qualification
- Bachelor’s degree in finance, Business, Marketing or a related field; master’s degree or professional certification (e.g., CFA, ACCA ACIB, ICA etc.) is an added advantage
- 10–12 years of experience in corporate banking with significant exposure to credit structuring and relationship management.
- Proven track record of originating and executing complex corporate lending transactions.
- Deep understanding of corporate finance, treasury products, trade finance and cash management.
- Strong risk management skills and knowledge of regulatory requirements.
- Experience leading teams and managing budgets and P&L.
- Ability to analyze industry trends, financial statements and macroeconomic factors.
- Excellent communication, negotiation and stakeholder management skills.
Competencies and Behaviors
