Relationship Manager Custody Services

Role Overview

This role sits at the heart of our custody services business, where you will own the full lifecycle of client relationships—from prospecting and onboarding through ongoing portfolio management and growth. Day to day, you will act as the trusted link between institutional clients and our internal operations, ensuring that service delivery, reporting, and compliance requirements are met without friction while actively uncovering opportunities to expand revenue and deepen loyalty.

Key Responsibilities

• Drive revenue and market share growth by acquiring new custody clients, expanding existing relationships, and proactively retaining at-risk accounts.
• Manage a dedicated portfolio of institutional clients through structured periodic reviews, identifying emerging needs, and aligning our service offering to their evolving investment strategies.
• Respond to client inquiries regarding account activity, valuations, corporate actions, and other custody-related matters, escalating to specialized units when complex resolution is required.
• Lead contract negotiations and renewals for both current and prospective clients, balancing commercial objectives with legal and risk considerations.
• Prepare and present tenders, proposals, and pitches for new business opportunities, including attending client meetings, AGMs, and investment committee sessions.
• Ensure all client KYC and AML documentation remains accurate, complete, and audit-ready at all times.
• Monitor and mitigate operational, credit, and regulatory risks inherent in the custody services business, flagging issues to management as they arise.
• Oversee the timely submission of custody reports to clients in line with agreed service-level agreements, and resolve audit-related findings for the custody portfolio.
• Coordinate billing and revenue collection for all custody services rendered, ensuring invoices are issued accurately and payments are tracked to closure.
• Uphold the highest standards of integrity and ethical conduct in every client interaction, internal decision, and business process.

Requirements & Qualifications

• A university degree from a recognized institution is required; a post-graduate qualification in finance, law, or business is an added advantage.
• Capital Markets Program certification, with at least CISI Level 1 completed, is mandatory.
• A minimum of five years’ experience in the banking or financial sector, of which at least three years must be in relationship management within investment or custodial services.
• Strong grasp of banking operations, including settlement, safekeeping, corporate actions, and client reporting workflows.
• Proven ability to solve complex problems under pressure, using sound judgment and a creative mindset to anticipate challenges before they escalate.
• Excellent emotional intelligence and stakeholder management skills, with the capacity to build trust across client teams, internal specialists, and senior leadership.
• Persuasive communication and presentation skills, both written and verbal, suited for board-level discussions and client-facing negotiations.
• Highly organized, with a disciplined approach to managing multiple accounts, deadlines, and compliance obligations simultaneously.