Relationship Manager – Mining and Metal, Power & Renewables

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Job Summary

To manage and grow strategic client relationships within the Mining & Metals, Power & Renewables sectors by originating and executing high-value transactions, providing sector insights and advisory services, delivering tailored banking solutions, and coordinating the bank's capabilities to achieve client primacy, sustainable revenue growth, and industry leadership.

Job Description

Main accountabilities and approximate time split

Relationship Management & Thought Leadership - 10%

• Develop deep expertise in Mining & Metals and Power & Renewables sectors.
• Monitor industry trends, commodity markets, regulatory developments and investment opportunities.
• Produce industry insights and market intelligence.
• Represent the bank at industry events and sector forums.
• Support development of sector strategies and client coverage plans.
• Deliver agreed revenue, profitability, and return-on-capital targets for Mining & Metals, Power & Renewables portfolios

 

 Deal Origination & Business Development 20%

• Identify, originate and develop new business opportunities.
• Build a sustainable pipeline of lending, advisory and transaction banking opportunities.
• Lead deal origination efforts for structured finance, project finance, syndicated lending and capital raising transactions.
• Coordinate internal stakeholders to deliver successful execution.

• Research current & new markets, identify target names, prepare client strategies
• Establish & co-ordinate tenders, advertising, marketing and sponsorship campaigns
• Prepare deal pitch documents and support Head of Natural Resources in delivering presentations to customers
• Undertake financial analysis to develop optimal funding and product solutions

 

Sales & Service 60%

• Manage and deepen relationships with clients across the Mining & Metals and Power & Renewables sectors, ensuring a thorough understanding of their strategic objectives, business challenges, and financial requirements.
• Act as the primary relationship contact for designated clients, delivering exceptional service and positioning the bank as a trusted advisor.
• Identify opportunities to expand client wallet share through proactive cross-selling of lending, transaction banking, trade finance, treasury, cash management, investment banking, and risk management solutions.
• Develop and implement client coverage plans aimed at increasing revenue, strengthening relationships, and achieving client primacy.
• Collaborate with product specialists and internal stakeholders to structure and deliver tailored financial solutions that address clients' operational, investment, and growth needs.
• Drive achievement of sector and portfolio revenue targets through effective client engagement, solution selling, and pipeline conversion.
• Maintain regular contact with key decision-makers, including CEOs, CFOs, Treasurers, Project Sponsors, and Shareholders within client organizations.
• Monitor client satisfaction and service quality, proactively addressing issues and identifying opportunities to enhance the client experience.
• Anticipate client needs through ongoing market intelligence, industry knowledge, and understanding of emerging sector trends.
• Contribute to business development campaigns, client events, industry forums, and thought leadership initiatives designed to strengthen the bank's market presence within the covered sectors.
• Ensure timely execution and delivery of approved transactions while maintaining high service standards and effective stakeholder coordination.
• Maintain awareness of competitor activities, market developments, sector trends, and product innovations to support client engagement and business growth.

Customer 20%

• Build trusted advisor relationships with CEOs, CFOs, project sponsors and investors to increase client penetration and achieve primary banking status.
• Support seminars for customer to provide information and trail new products to meet future customer requirements
• Use feedback gained on Product /Service offerings to inform / identify and contribute to the development of distinctive service/product offerings which would be appropriate to the industry
• Support the Head of Natural Resources in the sale of complex solutions using a diagnostic approach. This will require the jobholder to have an in-depth understanding of customer needs and to take a holistic view of the customers business
• Attend customer visits with the Head of Natural Resources and/Head of CIB
• Develop, monitor and maintain good working relationships with contacts within own network OF Natural Resources
• Provision of information on a customer’s business via research using various sources e.g.   trade journals / brokers reports / Internet / Bloomberg and rating agencies.

Business & Risk Management 5%

• Undertake research using market and industry information and investigate matters to facilitate lending decisions
• Work with Corporate Credit Managers to manage the evaluation and execution of large, structured transactions
• Proactively contribute to embedding agreed change management initiatives in support of process and quality improvements & cost reductions
• Assess customers businesses, through the analysis of Business and Credit risks associated with the provision of the Bank’s products and services to the customer
• Provide guidance on credit appetite and consulting with Specialist Credit team as appropriate.

Risk and Controls Objectives

• Manage risk and control effectively by applying applicable risk frameworks and embedding a positive risk culture
• Understanding of own role in the end-to-end processes in which you play a part, including applicable risks and controls.
• Adhere to Absa’s policies and procedures applicable to own role, demonstrating sound judgement and responsible risk management.
• Report all risk events / incidents / issues using the defined process for your business area and help to understand why these happened and how to prevent them in future. Proactively look for ways to improve the control environment by considering what could go wrong in the processes you operate and how errors could be prevented.
• All mandatory training completed to deadline

Technical Skills/Competencies:

Skills required to undertake the role:

• Sector & Industry Expertise
• Corporate Credit Analysis
• Project Finance & Infrastructure Finance
• Financial Modelling 
• ESG & Sustainable Finance
• Commodity & Energy Markets Knowledge
• Structured Lending Solutions
• Transaction Banking Solutions
• Risk Management & Portfolio Monitoring
• Capital Raising & Syndication

 

Competencies:

• Communications and influence

• Service excellence

• Drive for results

• Relationship/partnership approach

• Orientation to learn

• Customer/ market perspective

• Problem solving/decision making

• Quality/ high standards & controls

• Corporate/ entrepreneurial

• Technical skills and knowledge

• Planning & organizing

 

Sector Specific Knowledge

Mining & Metals

• Commodity markets
• Mining lifecycle
• Mine financing
• Offtake structures
• Regulatory framework

Power & Renewables

• IPP models
• Renewable energy technologies
• Power Purchase Agreements (PPAs)
• Energy sector regulation
• Infrastructure financing

Banking

• Project finance
• Structured finance
• Syndicated loans
• Trade finance
• Treasury solutions
• Capital markets

Experience, qualifications and other requirements specific to the role

• 5-8 years relevant experience in Corporate Banking, Investment Banking, Project Finance or Relationship Management with demonstrable experience in Mining, Metals, Power, Energy or Infrastructure sectors.
• Ability to network effectively both internally and externally and maintain/develop relationships
• Likely to have broad business and sales experience building and managing relationships within a customer base segmented from the Mining and Metal and Power and Renewable
• Jobholder will have a broad understanding of corporate business and financial issues and have demonstrable experience that such knowledge has successfully been used in a sales environment

Additional details of exceptional aspects of the demands of the role

• Business development plans will need to be developed and implemented into a selective customer base of the Bank’s most sophisticated and complex customers. Sales activity will be highly demanding both in terms of the marketplace, which is very competitive, and the need to structure banking proposals for a critical customer audience. Customers will be sophisticated, demanding of excellent and highly professional service
• The role requires a high level of interpersonal skills demonstrated by good oral and written communication and a team player who is friendly and confident when dealing with customers including presentations relating to Bank products and services
• The nature of the job requires the applicant to work to tight deadlines and have excellent interpersonal skills

 

Absa Values

Absa’s Values and Behaviours represent the set of standards which governs the actions of all of us who work for the bank and against which the performance of every one of us in Absa are being assessed and rewarded:

• Trust
• Resourceful
• Inclusion
• Courage
• Stewardship

 

Education

Bachelor`s Degrees and Advanced Diplomas: Business, Commerce and Management Studies (Required)