Associate, Relationship Manager, CB
Standard Chartered Bank
Suzhou, China
source : eFinancialCareers

About Standard Chartered

We are a leading international bank focused on helping people and companies prosper across Asia, Africa and the Middle East.

To us, good performance is about much more than turning a profit. It's about showing how you embody our valued behaviours -

do the right thing, better together and never settle - as well as our brand promise, Here for good.

We're committed to promoting equality in the workplace and creating an inclusive and flexible culture - one where everyone can realise their full potential and make a positive contribution to our organisation.

This in turn helps us to provide better support to our broad client base.

Scope of Role :

  • To achieve agreed individual sales volume and revenue objectives by acquiring, growing and retaining profitable Commercial Banking customers within acceptable risk parameters.
  • In addition, contribute toward achieving team's overall target and delivering optimal portfolio return.

  • Relationship Manager (RM) would be responsible for Origination and would work closely as a team with the Credit Analyst (CA) and Assistant Relationship Manager (ARM) in deepening relationships and driving revenue growth.
  • The RM is overall responsible for post deal account maintenance and managing the risk associated with the portfolio. He has an overview on ARM who holds direct responsibility for post transactional activities and the CA for credit related activities.
  • Key Roles and Responsibilities :

  • Origination
  • Identify prospect and convert in line with Bank's appetite.
  • Ensure quality of the sales pitch and lead them with the clients. Also review the Term sheets before delivering to clients.
  • Engagement and Coordination of Product Partners for marketing efforts and deal structuring.
  • Work with CA and obtain all pre-deal clearances.
  • Effectively use RM Workbench for managing a healthy pipeline and also a record of client calls and discussions.
  • Drive client events / entertainments by coordinating with internal stakeholders and with client(s).
  • Oversee ARM to ensure smooth on-boarding of client after thorough completion of documentation and other processes.
  • Senior client calling and briefing on a regular basis for account maintenance and deal negotiation. Responsible for preparing briefing notes for senior management calls.
  • Also engage senior internal stakeholders for marketing, credit and any other pertinent issues.

  • Internal coordination for cross / up selling.
  • Client on-boarding & deal excecution
  • Work closely with CA, product partners, GAM / FAM and analyze :
  • a) Wallet size;
  • b) Determine appropriateness of the product and deal structuring; and

    c) Work out a comprehensive account plan.

  • Successfully negotiate and close out pricing and other deal dynamics with client.
  • Oversee the quality & turnaround of credit proposal and ensure faster delivery. Work with CA for resolving credit queries, reviewing & supporting BCAs.
  • Oversee the ARM to ensure all documentation and security creation are completed on time to ensure smooth execution of transaction.
  • Liaising with client / legal / external counsel / CDU / CRC in preparation and execution of non standard complex transactions along with product partners.
  • Work with CDD team leader to ensure the proper completion of eCDDs.
  • Account Management & portfolio quality
  • Along with the product partner, push for line utilization of complex and structured transactions. Oversee the ARM in ensuring high utilization of regular working capital facilities.
  • Work with CA to monitor lending RWA and overall RoRWA at account level.
  • Review failed trade status, EAR, ASTAR, CCRT, etc with the CA to ensure discipline and quality in portfolio.
  • Review the excess / past due situation with ARM to ensure they are regularized and also facilitate approvals wherever required.
  • Review and monitor the client profitability to ensure there are no revenue leakages.
  • Attend various internal or external sales / non sales meetings like EAR, MTM calls, Portfolio Review Meeting etc. and convene the consortium meetings where we are the lead bank.
  • Overall responsible and accountable for the credit quality of the assigned / acquired portfolio.
  • Ensuring timely exit of clients, RoRWA monitoring and tail management.
  • Front internal and external auditing and oversee CA and ARM to follow up audit issues.
  • Overall responsible and accountable for Working Capital Loan and Fixed Asset Loan post drawdown monitoring.
  • Achieve individual sales targets on revenue, asset and liability footing while contributing towards team's overall budget by :
  • Effectively generating new business - identify prospects and convert in line with the Bank's appetite
  • Strategically formulating account plan - provide clients needs-based solutions, structure appropriate credit facility, and execute various banking transactions
  • Proactively building trusted client relationships - maintain a portfolio of active and growing customers
  • Adhoc projects, duties, assignment
  • From time to time, due to exigencies of service, you may be required to take on additional duties, projects or assignments as determined by your supervisor.
  • Our Ideal Candidate

  • A university degree, major in banking or a business-related discipline is preferred
  • Minimum 3 years of relevant experience in serving business / commercial / corporate clients. Experience in servicing international businesses under the cross-
  • border context is a plus

  • Excellent financial analysis skills and ability to assess client creditworthiness and key risk considerations / mitigations
  • Sound product knowledge on trade, cash, lending and FX and strong understanding of local industries, supply / value chains and market environment
  • Sound verbal and written communications skills and decent command of English as a language
  • Strong interpersonal skills with an ability to interface with clients at a management level
  • Knowledge of operational procedures, documentation requirements, banking practices and regulations related to commercial banking
  • Proven performance and credit track record; passion for banking and result driven; strong team player
  • Apply now to join the Bank for those with big career ambitions.

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