Divisional Head, Institutional Banking/Public Sector

JOB TITLE: Divisional Head, Institutional Banking

DIRECT REPORT: To be determined

SUPERVISES: Group Head, Public Finance

INDUSTRY: Banking

LOCATION: Abuja

Summary:

Our client, a reputable Mortgage bank, is seeking a seasoned Divisional Head, Institutional Banking, responsible for providing strategic leadership, direction, and oversight to the institutional banking business of the organization. This role entails managing key relationships with public and private sector institutions, multilateral organizations, development finance institutions, and other large-scale corporate entities. The incumbent will drive the division’s growth by developing and executing business strategies that align with the bank’s overall corporate objectives, ensuring profitability, asset quality, and customer satisfaction.

Key Responsibilities:

1. Strategic Risk Leadership

• Formulate and implement the institutional banking strategy in alignment with the bank’s corporate vision and growth agenda.

• Identify new business opportunities and partnerships to expand the institutional banking portfolio.

• Lead the origination, structuring, and execution of complex financial solutions tailored to the needs of institutional clients.

2. Client Relationship Management

• Foster long-term, high-value relationships with top-tier institutional clients, including government agencies, blue-chip corporations, and international development bodies.

• Maintain a deep understanding of client business models, industry trends, and evolving financial needs to provide proactive banking solutions.

• Serve as a key liaison between the bank and its institutional clientele, ensuring superior service delivery and relationship sustainability.

3. Business Development:

• Lead initiatives to acquire new public sector clients and deepen existing relationships.

• Collaborate with product teams to design innovative financial solutions, such as infrastructure financing, treasury services, and cash management solutions, tailored to public sector needs.

• Monitor market trends and competitor activities to position the bank as a preferred partner for public sector institutions.

4.Team Leadership and Development:

• Lead, mentor, and develop a high-performing team of relationship managers and support staff.

• Foster a culture of accountability, collaboration, and excellence within the division.

• Set performance targets for the team and monitor progress, providing guidance to ensure goals are met.

5. Risk Management and Credit Oversight:

• Oversee credit quality and risk assessment of institutional banking transactions in collaboration with the credit risk management team.

• Ensure compliance with internal credit policies, regulatory requirements, and industry best practices.

• Monitor portfolio performance and lead remedial strategies for distressed or high-risk accounts.

6. Financial Performance and Portfolio Management

• Drive the division’s financial performance in terms of revenue generation, cost efficiency, and profitability.

• Track and analyze financial metrics, client performance indicators, and market intelligence to support decision-making.

• Ensure optimal allocation and utilization of capital to maximize returns on institutional banking assets.

7. Stakeholder Engagement and Regulatory Compliance

• Engage with regulators, rating agencies, and industry stakeholders to ensure alignment with statutory expectations and industry developments.

• Lead the division’s participation in regulatory examinations, audits, and reviews.

• Ensure adherence to all applicable internal and external compliance and governance standards.

• Drive collaboration, innovation, and accountability across Credit Risk, Operational Risk, Compliance Risk, Real Estate Risk, and Remedial Asset functions.

• Provide regular training, mentoring, and capacity-building initiatives to enhance risk awareness and competencies across the organization.

Competency and Requirements

• A minimum of a bachelor’s degree in finance, Economics, Business Administration, or a related field; an MBA or other relevant postgraduate qualification is strongly preferred

• At least 12–15 years of progressive experience in corporate/institutional banking, with a minimum of 7 years in a senior leadership role.

• Proven track record in deal origination, client relationship management, and credit structuring at a large commercial or investment bank.

• Deep understanding of the financial services landscape, regulatory framework, and macroeconomic environment.

Financial Acumen

• Deep understanding of banking products and services, including infrastructure financing, treasury services, cash management, and trade finance.

• Expertise in financial analysis, budgeting, and forecasting to assess public sector client needs and drive divisional profitability.

• Knowledge of credit risk assessment and management for large-scale public sector transactions.

Regulatory and Compliance Knowledge

• In-depth understanding of banking regulations, public sector procurement rules, and compliance requirements.

• Proficiency in anti-money laundering (AML), know-your-customer (KYC), and other regulatory frameworks.

• Ability to ensure adherence to local and international banking standards.

Public Sector Expertise:

• Familiarity with government budgeting processes, public finance management, and infrastructure project financing.

• Knowledge of public sector organizational structures and decision-making processes.

• Experience in structuring financial solutions tailored to public sector needs.

Portfolio and Revenue Management

• Skills in managing large client portfolios to achieve revenue and profitability targets.

• Proficiency in monitoring and reporting key performance indicators (KPIs) for divisional performance.

• Ability to optimize resource allocation for operational efficiency.

Market and Competitive Analysis

• Ability to analyze market trends, competitor strategies, and economic factors impacting the public sector

• Proficiency in identifying growth opportunities and developing business strategies.

Regulatory Compliance

• Strong understanding of national regulatory environments including CBN, SEC, NAICOM, NDIC, and other industry-specific standards.

• Experience with AML/CFT, KYC, whistleblowing frameworks, and data privacy compliance (e.g., NDPR, GDPR).

• Skilled in regulatory liaison, reporting, and interpreting policy requirements for implementation across business units.

Technology Proficiency:

• Familiarity with banking systems, financial software, and digital platforms used for client relationship management (CRM) and transaction processing.

• Understanding of emerging technologies in banking, such as fintech solutions for public sector clients.