Lyall McCrea

Sales and Relationship Management :

• Strategic planning and management of yearly budgets and deliverables
• Accountable for teams acquisition and growth budgets. (Core transactional banking, value added services, cash investments and foreign exchange)
• Identify key market sectors and build campaigns around their requirements
• Responsible for growth of Business Transactional Banking NII and NIR revenue
• Pipeline management and sales discipline responsibility working towards growth targets
• Develop strong relationships with key stakeholders within overall Group to acquire/convert clients ( Private Banking and Corporate and Investment Banking).
• Driving proactive client contact and managing client expectations.
• Attending deal/ credit forums with lending product areas when and if required.

Risk Management

Understand risks associated with transactional banking and identify and implement processes to mitigate these
• Managing workflow processes
• Awareness of management of compliance and regulatory framework within the team

CRM
• Ongoing assessment of client segmentation
• Marketing events driven from individual team strategy
• Manage and resolve escalated queries/complaints

People Management
• Translate Business Transactional Banking strategy to create a clear vision and direction for the team
• Ensure effective integration and on-boarding of the new team member and the coaching and mentoring of him/her.
• Identify and enable individual and team specific training, development, and skills requirements.

Highlights

• First banker hired when the transactional banking business was started
• Top 10 performer every year since inception.
• Top 2 in 2023, missing 1st place by 1 sale.

Acquiring and maintaining strong relationships with existing base of clients that fall within Financial Services space. Role entailed pro-actively cross selling full Private Bank offering to these clients as well as positioning Investec Group.

Sales Management

• Marketing and sales of all Private Banking products as per budget, required in-depth knowledge and understanding of functioning Banking products
• Deal sourcing across all Product houses as per business strategy (including analysis of client spend behaviors using Primary Account Usage for Private Bank Account)
• Meeting specified targets per activity (including Lending, Treasury, Forex and new acquisitions
• Presentation of products and services to clients
• Identifying clients' needs
• Applying first line of credit (target market and serviceability for transactional Banking products)
• Analysis of financial statements
• Deal structuring
• Input and drive strategic direction of business to enhance High Net Worth client experience
• Driving proactive client contact and managing client expectation

Client Management and Experience

• Provide high sense of client service and operate professionally and efficiently with external and internal stakeholders
• Driving proactive client contact and managing client's expectation
• Client retention, including service and feedback to entire existing base of clients
• Being a connector and an “enabler” for the clients' needs into the other divisions of the Investec Group.
• Compiling and presenting deals to the Credit forum

Risk Management

• Mitigating credit risk for the bank by being the “first line of credit”
• Awareness and management of compliance and regulatory frameworks in all dealings with clients
• Awareness of and adherence to confidentiality at all times

Highlights

• Top performer with top 5 finish every year
• Serving over 100 private bank clients

• Extensive experience in managing and executing settlement and reporting of foreign exchange transactions, including a deep understanding of spot, forward, and options trades, as well as FX products, market conventions, and regulatory requirements.
• Risk management: skilled in assessing and mitigating FX risks for clients, including currency exposure, volatility, and liquidity risks. Able to provide guidance on hedging strategies and risk management techniques to optimize FX operations.
• Operational efficiency: Proven track record in streamlining FX operations and improving operational efficiency. I am proficient in utilizing technology and automation to enhance straight-through processing (STP) and reduce operational risks and costs.
• Client relationship management: Excelled at building and maintaining strong relationships with clients, understanding their FX requirements, and providing tailored solutions. Strong at communicating complex concepts and providing exceptional client service.
• Regulatory compliance: Thorough understanding of regulatory frameworks governing FX operations, including anti-money laundering (AML) and know-your-customer (KYC) requirements. Ensured compliance with regulatory guidelines and industry best practices.
• Managed FX operations for diverse portfolio of clients, including corporate, financial institutions, and private clients.
• Executed and monitored FX transactions, ensuring timely settlement and adherence to market conventions.
• Good understanding of FX risk management strategies, including hedging and derivative products.
• Implemented operational enhancements, such as automation and process improvements, to optimize FX operations and reduce operational risks.
• Collaborated with cross-functional teams, including traders, sales, and technology, to deliver seamless FX services to clients.

Highlights

• Spent time in every team across Foreign Exchange operations
• Part of most projects aimed at automation and operational efficiency

• In-depth knowledge of exchange control regulations and policies, both domestically and internationally. Well-versed in understanding and interpreting regulatory requirements related to cross-border transactions, foreign investments, and repatriation of funds.
• Regulatory compliance: Possess strong understanding of regulatory frameworks governing exchange control, including anti-money laundering (AML) and know-your-customer (KYC) requirements. Ensured compliance with regulatory guidelines and assist clients in navigating complex regulatory landscapes.
• Risk management: Skilled in identifying and mitigating risks associated with cross-border transactions, including currency risk, regulatory risk, and compliance risk.
• Building and maintaining strong relationships with clients, understanding their specific exchange control requirements, and providing tailored solutions.
• Solid understanding of international financial markets and transactions, including foreign direct investments, trade finance, and capital repatriation. I am experienced in structuring transactions to comply with exchange control regulations and optimize financial outcomes for clients.
• Advised clients on exchange control regulations and assisted in structuring cross-border transactions to ensure compliance with regulatory requirements.
• Conducted comprehensive assessments of clients' exchange control processes and procedures, identifying areas for improvement and implementing best practices.
• Collaborated with internal teams, including legal, compliance, and treasury, to provide comprehensive solutions to clients' exchange control challenges.
• Stayed up-to-date with regulatory changes and industry trends, providing proactive advice and guidance to clients on emerging issues related to exchange control.
• Monitoring and reporting of all cross border transactions
• Assisting Excon manager with applications to the Reserve Bank.