Relationship Manager, Custodial Business

Role Overview

This position drives the growth and profitability of the bank’s custodial services by sourcing new business from institutional clients, pension schemes, fund managers, and high-net-worth individuals, while also expanding custody product uptake across corporate, SME, and consumer banking segments. Day to day, the role involves managing a sales pipeline, responding to tenders and RFPs, coordinating client onboarding and corporate actions, and ensuring reporting and compliance standards are met. The work directly supports the bank’s non-funded income targets and the full utilisation of its Securities Dealers licence, making it central to the institution’s capital markets strategy.

Key Responsibilities

• Build and maintain a robust pipeline of custodial business opportunities across pension schemes, collective investment schemes, fund managers, corporates, SACCOs, investment banks, and affluent individual clients.
• Drive cross-selling of custody and securities dealing products to existing bank customers, while actively pursuing new client acquisition and increasing wallet share.
• Identify, prepare, and submit competitive responses to RFPs, tenders, and other business proposals within required timelines.
• Coordinate the end-to-end onboarding of new custody clients, including account opening, asset transfers from other custodians or stockbrokers, and transition into service according to approved procedures.
• Ensure timely processing of corporate actions and securities transactions, including proactive follow-up on voluntary corporate action instructions from clients.
• Review and validate monthly and quarterly client and regulatory reports for pension schemes and collective investment schemes, escalating discrepancies promptly.
• Provide clients with market intelligence, investment updates, and value-added securities solutions, and respond to queries within 24 hours.
• Monitor product performance, service delivery against SLAs, and market trends, then recommend initiatives to improve revenue, client satisfaction, and operational efficiency.

Requirements & Qualifications

• Bachelor’s degree in a business-related field from an accredited university.
• At least 5 years of experience in custodial services, investment banking, or relationship management.
• Chartered Institute for Securities & Investment (CISI) qualification is required.
• Proven sales and negotiation ability, with a commercial mindset and track record of meeting business development targets.
• Strong written and verbal communication skills, plus excellent interpersonal and stakeholder management capabilities.
• Solid understanding of securities markets, custody operations, regulatory requirements, and risk management principles.
• Ability to work under pressure, manage competing priorities, and collaborate effectively across teams.