Senior Relationship Manager

[This role is based in Singapore]

Roles & Responsibilities

The Senior Relationship Manager from Singapore Corporate & Institutional Banking (SIN C&IB) Department is a revenue generator and is responsible for client coverage for Corporate & Institutional clients in SIN C&IB, tasked to deliver SIN C&IB budget. The job holder is expected to manage all aspects of the client relationship from prospecting, onboarding (including KYC and financial crime risk aspects), credit analysis & risk management, account planning, building multi-product & multi-country relationships and ensuring effective client servicing. It's important for the job holder to understand the overall strategy for the branch and develop relationships aligned to the strategy. The role is more geared towards new clients prospecting with a small portfolio of existing clients to start with.

Job Content

1. Marketing

Develop and maintain a portfolio of corporate and institutional clients with the key objective of deepening existing client wallet and broadening the client dialogue to increase cross sell. This involves:

• Identifying and marketing to prospects in line with C&IB Strategy. The focus will be on high grade and complex clients for which relationship will have to be globally managed out of Singapore (GRM clients).
• Developing relationships with government agencies, industry groups and local chambers of commerce etc. for sources of new prospects / referrals.
• Developing relationships with key decision makers (including C level executives) in the client organization
• A good understanding of ESG agenda will be increasingly critical both from a business as well as risk management standpoint
• Ability to demonstrate cultural sensitivity given that primary focus will be on Asian clients
• Making client calls for marketing and documenting calls in call reports
• Help establish and strengthen the bank's presence and profile in the local market as a credit business partner and financial advisor.

2. Account Planning

Deliver higher quality revenues and improve the Risk Adjusted Return On Capital (RAROC) in SIN C&IB

Collaborate closely with product partners in Treasury, Transaction Banking, Emirates Capital to increase cross sell so as to deliver higher quality revenues and improve the Risk Adjusted Return On Capital (RAROC) on the client portfolio. This involves:

• Assessment of clients needs and working with product partners to structure appropriate solutions
• Co-ordinating regular client account planning, working closely with product partners and other corporate banking units in other locations to offer comprehensive banking product offerings across geographies, focusing on products beyond just lending(loans).
• Demonstrating value add to cross border client base combining strong local market knowledge with a detailed understanding of their challenges and opportunities

3. Credit Risk Management

Taking accountability and working closely with the risk team and Group Credit Department (GCD) in managing the credit risk of the client portfolio. This involves:

• Identification of key risks and structuring of facilities to mitigate the risks
• Preparation of Facility Applications and annual review of facilities.
• Ensuring all client documentation are duly executed and perfected
• Ongoing risk monitoring, raising accounts on Early Alert as required.

4. Transaction Execution

• Implementation and execution of transactions including preparation of term sheets, negotiation of pricing and terms on facilities.
• Co-ordinate the execution of legal documentation including facility agreement negotiation, perfecting of security / collateral, liaising with external legal counsel, HO legal, other lenders, etc. as necessary

5. Client Servicing

• Work with product partners, operations team, risk and compliance for a seamless service delivery of the bank's products to the client. This includes matters relating to payment investigations, account opening, loan drawdown / rollover requests, quotation of rates, balance enquiries etc.
• Be the escalation point for client relationships, proactively solving issues and escalating appropriately to local CEO or HO as required.

6. Client Due Diligence and Compliance

• Perform client due diligence and manage all aspects of financial crime risk in line with Bank's compliance policies such as Know Your Customer (KYC), Anti Money Laundering (AML), Sanctions etc.
• Timely KYC and trigger reviews
• Follow up on alerts triggered by ongoing transaction monitoring as necessary

7. Foster team work

• Promote a culture of Teamwork within the Unit by:
• Sharing best practice / sharing market information
• Coaching Assistant RMs in the team
• Backing up team members

Requirement

• Bachelor's degree is preferred or a related field from a reputable university.
• Financial qualifications, knowledge of accounting & finance/law.
• ESG Qualifications
• Min 15 years of Corporate Banking experience with knowledge of Trade Finance, Treasury, DCM
• Experience with Asian coverage
• Credit skill and marketing track record
• ESG experience is desirable
• Knowledge of Credit analysis, legal documentation settlement, credit administration
• Knowledge of Marketing & budget planning, communication
• Achievement oriented, self-motivated
• Customer service
• Resourcefulness, decisiveness, information seeking
• Must be able to speak proficiently in both English and Business Mandarin to liaise with our Mandarin speaking clients

*Note that salary commensurate with relevant experience.

*Please apply via MyCareerFuture Portal.