Relationship Manager, Commercial Clients

Job description / Role

RELATIONSHIP MANAGER - Grade 7/6

JOB PURPOSE:
To establish, develop and maintain pro-actively a portfolio of Commercial Clients corporate customers who require banking services in order to generate revenue for the Bank through managing the client relationships professionally with credit responsibility and accountability.

Key Roles and Responsibilities
* Pro-actively establishes, develops and maintains a portfolio of Commercial Clients corporate clients within business unit's target market, ensuring that new relationships or ongoing requirements of existing clients attain maximum revenue within acceptable risk profile requirements by carrying out detailed financial analysis of the client accounts and develops proposals within defined Bank procedures that meet the client needs. Further adopts appropriate relationship management strategies to protect the Bank's interests at all times, e.g., potential default, and to meet the clients' expectations of the relationship.
* Markets to existing and potential clients the full complement of products and services offered by the Bank, including Treasury, Personal Banking and International Private Banking and promotes within Standard Chartered Group opportunities by referring potential relationships to other countries in order that SCB may benefit on a Group basis.
* Cross - selling of bank's products through joint calling with product partners.
* Identifies through account management potential defaulting accounts and investigates through closer management of the account cause for concern and recommends to Team Leader appropriate remedial action. Placing on file all necessary reports such as IAR's, QIR's is implicit in this area of accountability.
* Manages defaulting accounts by devising an account management strategy e.g., period, suspension of interest, recovery of full debt and then implements the plan with the assistance of external bodies and agencies e.g. police and courts thus minimising losses to the Bank. This requirement to be carried out by soliciting help of exit team where required.
* Ensure that all related administrative functions, most importantly file maintenance, including regular stock inspections, call reports, periodic appraisals are performed in a timely manner.
* Guide, Counsel and advise Assistant Relationship Managers in their support duties.
* Provides management information relating to their own portfolio on status of the accounts, excesses, irregular securities, defaulting accounts and exceptions to Unit Head on a regular basis, as and when required.

KEY RELATIONSHIPS INTERNAL
* Personal Banking.
* SCO's and Group Credit Risk Management
* Gulf Credit Administration Unit.
* Treasury.
* Cash Management
* Trade Services.
* Unit Head.
* Country Money Laundering Prevention Officer
* Senior executives / Owners of corporates
* Legal Counsel
* Official and social functionaries.

FOR Matters relating to facilities and conduct of corporate accounts and cross - selling of personal banking products. Relating to the approval of limit applications, excesses etc. Matters relating to portfolio control and procedures. Relating to foreign exchange, interest rates and derivatives for corporate services and products for corporate clients. Identify suitable clients and initiate introduction through joint calling. Relating to foreign trade transactions and products and setting up of routine joint calling programmes.

For 'account' specific or procedural matters. KYC, Anti-Money Laundering advice and reporting of suspicious transactions. Relating to their relationship with the Bank on the Corporate and (some times) personal level. To seek legal advice on litigation issues concerning specific accounts. To serve as SCB representative including regular home and business entertainment.

CONTRIBUTES TO
* The achievement of Team and individual revenue targets and overall Commercial Clients Strategy.
* Revenue generation for Commercial Clients, Treasury and Personal Banking.
* Up skilling and motivating portfolio support staff
* Takes on ad-hoc projects e.g. Team budgeting, preparation of reports, etc.

JUDGEMENT/ COMPLEXITY
* Judgement must be exercised continuously in order to identify, assess, structure and service profitable business and cultivate existing opportunities as well as to introduce control measures over, or the disengagement of, account relationships which represent deteriorating risks, in order to maintain the quality the lending portfolio.
* Each Relationship requires unique account relationship and management and the competitive market leaves no room for mistakes.
* Requires keeping abreast of product development in Treasury, Foreign Trade and Personal Banking to maximise business opportunities for the Bank.

Requirements

* Business or Accounting related degree.
* MBA/ACA preferred.
* Minimum 5 years experience in a corporate banking environment of which minimum 2 years should be of managing corporate client relationships.
* Sound understanding of corporate treasury products, trade finance products, personal banking products and international banking products.
* Strong credit appraisal and marketing skills, with the ability to interpret complex financial information.
* A good understanding of the general, economic, political and business environment of the region.
* Strong awareness of in-house network systems and good PC skills.
* Excellent communication (written and verbal) and negotiation skills.
* High quality experience in a credit management position.

Closing Dates
The closing date for applications is 13/05/2015. Please note all closing dates are given in Hong Kong time (GMT + 8 hours). We aim to respond to successful applicants within four weeks and will keep a record or your application in our database so that we can contact you when suitable vacancies arise in future.

Diversity and Inclusion
Standard Chartered is committed to diversity and inclusion. We believe that a work environment which embraces diversity will enable us to get the best out of the broadest spectrum of people to sustain strong business performance and competitive advantage. By building an inclusive culture, each employee can develop a sense of belonging, and have the opportunity to maximise their personal potential.

About the Company

Standard Chartered Bank started in 1958 in UAE with its first branch in Sharjah. The Group’s business gradually increased in Dubai with the opening of several branches and today, Dubai is the administrative hub of the Middle East and South Asia Region. In its 43rd year, the Bank enjoys the position of having the most extensive branch network among foreign international banks in UAE with 10 branches emirate-wide.

Standard Chartered is an international bank, focused on the established and emerging markets of Asia, Africa, the Middle East and Latin America with an extensive global network of more than 600 offices in over 50 countries. The three principal business groups are Global Markets, Personal Banking and Corporate and Institutional Banking.

In UAE, we are one of the leading banks, offering an extensive range of products and services for personal customers, local companies, multinational corporate and financial institutions.