Executive Director, Business Manager, US & Americas Coverage

Business Manager

The Business Manager is part of the Coverage COO function and drives strategic execution, financial discipline, and operational effectiveness across the US/Americas Cluster for Coverage Banking. Coverage segments include Corporates, Financial Institutions, and Latin America. The role translates enterprise and business strategy into actionable operating and financial plans, ensures disciplined cost and investment management, and drives execution alignment across functions. Acting as a trusted advisor to both the Cluster Coverage Banking Head, the Business Manager connects strategy, budgeting, capacity, and change delivery to ensure the function delivers against bank-wide priorities while maintaining strong operational performance and control.

Key Responsibilities:

• Drive the planning, execution and delivery of US/Americas Cluster Coverage Banking's strategic initiatives and projects across Corporates, Financial Institutions and Latin America, ensuring alignment with enterprise priorities and global CIB business strategy.
• Leading analysis of Revenues and Returns for CIB for US & Americas Coverage across Corporates, Financial Institutions and Latin America
• Leading preparation of performance presentations for USMT and global/regional stakeholders
• Partnering with Americas CFO on tracking performance to budget and identifying risks and opportunities to delivering the targeted business performance and improve productivity
• Partner with Global and Americas CIB Product Heads to create cross-sell strategies, cross-sell campaigns, and define performance tracking metrics to measure performance
• Tracking frontline productivity and driving improvement where productivity and coverage intensity are insufficient
• Defining, driving and tracking Sub-Optimal reduction plans, including expected impact on P&L.
• Engage and support material transaction approvals and attend RCAF reviews as and when needed. Monitor accounts for RCAF commitments.
• Lead review of client onboarding requests and act as approver for new client ID creation.
• Drive client tail management process, including retention approval and review of proposed exits
• Be local owner for the governance of the US/Americas Cluster NPC framework, management of the NPC portfolio and country classification
• Deliver with Coverage Bankers on CIB differentiated client proposition for Platinum and Gold tier clients (prioritised onboarding, credit turnaround times, client services, etc).
• With Cluster Coverage Banking Head, track efficient coverage of Platinum, Gold, Silver and Portfolio tier clients, including the execution of global coverage model initiatives.
• Collaborate with regional CIB Marketing teams to define/ execute/ track the marketing and client engagement plans in the region / country (content, events). Create, maintain, and coordinate a calendar of senior client engagements in the region / country. Ensure the effective distribution of marketing materials and communications to clients.
• Lead efforts with Americas CEO Office and Product on build-out of US Broker-Dealer; this includes:
• Sizing of RCF incremental required with select clients
• Revenue potential from Product with Broker-Dealer capabilities (including what requires RCF up-tiering)
• Size incremental resourcing requirements across people, capital, client servicing/operational
• Manage regular pipeline meetings (materials, actions and notes). Ensure pipeline is up to date and reflects an accurate picture of business momentum.
• Oversee Account Plan regular updates and quality. Review Platinum and Gold client lists on a regular basis in conjunction with Segment heads to ensure effective coverage and tracking against objectives: key commercial opportunities, C-suite engagement and realisation of financial aspirations.
• Ensure accurate wallet share information are available for Platinum and Gold clients (based on Coalition), steer frontline to use this information (e.g. for account plans).
• Ensure teams are uploading call reports in a timely manner.
• Support in the region the deployment and adoption of global tools (CRM, sales analytics, etc). Consolidate sales feedback for the global teams.
• Manage CRM access request approvals (for Coverage Banking and non-Coverage Banking staff) and support/approve CRM static data maintenance
• Lead the region in delivering against HR objectives and initiatives: Diversity and Inclusion targets, succession planning, people forum, etc.
• Lead Coverage Banker scorecard process, including target setting/ uploading, handling/ escalate inquiries/ questions regarding scorecard issues. Ensure a transparent correlation between bonus and scorecard scores across the Cluster
• Drive the annual Year-End-Review (YER) process (compensation, bonus, promotions, CP reviews).
• Track headcount and review periodically the consistent use of Job Families (in particular, for new employees).
• Oversee the IG/ Internship/ Apprenticeship/ Short Term Assignments (STAs) programmes (requests, allocation, coordination of rotations, post programme hiring, etc)
• Provide guidance, set objectives & review performance, growth plan for the direct reports
• Coordinate staff training programmes.
• Ensure effective communication of key business messages to Client Coverage frontline (incl. key changes impacting clients, RMs and the broader client teams).
• Contribute and ensure participation of the Country/Cluster Coverage Banking frontline to Global/ Regional initiatives (townhalls, forums, surveys, etc).
• Author papers for submissions to Americas Risk Committee (ARC), US Risk Committee (USRC), Client Review Committee (CRC), Business Responsibility and Reputational Risk Committee (BRRRC) and Root Cause Reviews (RCR): Sensitive Clients, Level 2 Sanctions Risk Assessment Form (SRAF), Defence Goods Risk Assessment Form (DGRAF).
• Author papers for submissions to various other Risk forums/ committees and attend when required: GRRRC, CCIBRC, Regional RC, Executive Risk Committee (ERC), Business Risk Forums (BRF), NFRC, Fraud Risk.
• Serve as Americas Coverage lead in preparing reviews with external auditors (EY), onshore regulators (FED, SEC, CFTC, DFS), overseas regulators (MAS, HKMA, PRA).
• Responsible for Conduct Plan and monthly supervisory dashboards for conduct flags and attend the Conduct forum.
• Serve as delegate for US & Americas Client Coverage Head
• Manage country Client Coverage Management Team meetings (agenda, actions, and notes).
• Ensure all business heads have the required sources of authority and delegations (POAs, GASB, GDAM, other DoAs, etc).
• Execute on any required approvals as per the authority delegated from the Country Head.
• Act as delegate for Country Head for committees as needed.
• Manage ad-hoc tasks and activities as may be required from Country, Regional or Group teams.

Qualifications:

• 5-10 years experience in:
• Managing all aspects of coverage/corporate banking business operations and strategy execution
• Working across Corporate, Financial Institution, and Latin Americas client segments
• Partnering with global, regional, sector coverage heads to define and execute multi-year business strategy with clear financials, KPIs, resource requirements, risk requirements
• Driving cross-sell initiatives
• Managing PnL front-to-back with Coverage Head
• Tracking performance across pipeline/wins, coverage intensity, and client-level and banker-level revenue growth
• Running annual compensation process with Coverage Head
• Working with CRM systems
• Experience in executing growth strategies for inbound corridor clients
• Experience with Broker-Dealer set-up, operating model, risk/controls, regulatory requirements
• Experience with FINRA supervisory framework, supervisory responsibilities
• Experience in driving cross-sell and related incentive frameworks
• Comprehensive knowledge of risk governance frameworks & quality framework and processes
• Proactive and positive with the ability to make good / sound decisions and use independent judgement
• Project and Program Management skills to monitor specific projects and take ownership of issues / tasks
• Ability to create effective work relationships across functions & borders
• Interpersonal skills in networking, influencing and decision taking
• Good presentation, time management, negotiation and influencing skills
• Excellent written & oral communication skills
• Can work independently to strict timeframes
• Focused, organised and results-oriented
• Experience of working with senior stakeholders. Ability to influence senior staff and offshore shared services teams and drive change agenda
• Assertive, tenacious and willing to challenge when required
• Knowledge of the Global regulatory environment and the ongoing developments
• Masters or Bachelors degree
• FINRA Series 7, 24, 63, 79 registrations (plus)

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