Head of Liabilities Coverage

Head of Liabilities Coverage

Years & Type

Experience

Experience

Job Purpose

1. Liabilities Strategy & Franchise Development

• Define and execute the Bank’s liabilities growth strategy across non-borrowing Commercial and Corporate customers.
• Build a scalable liabilities franchise focused on operating accounts, CASA balances, term deposits, and stable transactional flows.
• Establish the Bank as a primary operating bank for targeted client segments.
• Contribute to balance-sheet optimisation through sustainable liabilities growth.

2. Client Coverage, Acquisition & Portfolio Ownership

• Lead a dedicated team of

Liability Relationship Managers and Acquisition Managers

• responsible for originating and managing non-borrowing customer relationships.
• Own end-to-end client coverage for the liabilities portfolio, including acquisition, onboarding, relationship management, and retention.
• Ensure disciplined calling activity, client planning, and structured coverage across the portfolio.
• Act as the senior escalation point for key liabilities-led relationships.

3. Cross-Selling & Revenue Growth

• Drive cross-selling of
• transaction banking, cash management, payments, collections, trade services, treasury, escrow, and other fee-based products
• within the liabilities-owned portfolio.
• Ensure structured wallet analysis and product penetration across all client relationships.
• Partner with product teams to deliver tailored, solution-driven offerings.
• Maintain pricing discipline and profitability across liabilities and non-interest income streams.

4. Risk, Controls & Portfolio Governance

• Ensure liabilities growth is aligned with the Bank’s risk appetite, liquidity framework, and regulatory requirements.
• Oversee KYC, AML, onboarding, and periodic review processes for liabilities clients.
• Monitor deposit concentration, balance volatility, and behavioural trends in coordination with Risk and Treasury.
• Ensure strong governance, documentation, and internal control standards across the portfolio.

5. Team Leadership & People Development

• Build, lead, and develop a high-performing Liabilities Coverage and Acquisition team.
• Set clear performance objectives and KPIs covering CASA growth, cross-sell penetration, fee income, and client acquisition.
• Drive a strong sales, ownership, and accountability culture through coaching and performance management.
• Promote collaboration with Product, Risk, Operations, Compliance, and Digital teams.

6. Sales Discipline & Performance Management

• Establish robust pipeline management, sales planning, and calling discipline.
• Drive consistent use of CRM and portfolio analytics tools.
• Conduct regular sales and performance reviews supported by data-driven insights.
• Identify gaps, implement corrective actions, and continuously improve productivity.