Relationship Manager - Corporate and Institutional Clients D&J

Standard Chartered Bank - UAE

UAE

Ref: HP048-632

Job description / Role

Employment: Full Time

Job Description
* Associate Director / Director would be responsible for Origination and would work closely as a team with the Credit Analysts (CA) and Client Coverage Managers (CCM) To provide proactive account relationship management in respect of the designated portfolio with the objectives of deepening relationships and driving mandated business strategy with defined risk appetite.
* To account plan, budget and achive agreed revenue, and return objectives for an assigned portfolio of clients and prospects in line with the D/J business strategy. To understand clients business and risk associated with them so as to avoid credit and operational risk which overtime could become non-performing or result in credit losses.
* Associate Director / Directors overall responsible for post deal account maintenance and managing the risk associated with the portfolio. He has an overview on CCM who holds direct responsibility for post transactional activities and the CA for credit related activities.

Key Roles & Responsibilities

Origination:
* Manage existing relationships and execute mandated business strategy.
* Selectively identify prospect and convert in line with Bank's risk appetite & business strategy.
* Ensure quality of the sales pitch and lead them with the clients. Also review the Term sheets before delivering to clients.
* Work with Credit Analysts and obtain all pre-deal clearances.
* Effectively use the Banks system for managing a healthy pipeline and also a record of client calls and discussions.
* Oversee Client Coverage managers 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. Also engage senior internal stakeholders for marketing, credit and any other pertinent issues.

Client on-boarding & deal execution:
* Work closely with CA, product partners, and analyze a) wallet size b) determine appropriateness of the product 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.
* Oversee the CCM to ensure all documentation and security creation are completed on time to ensure smooth execution of transaction.
* Liaising with Legal/external counsel/CRC in preparation and execution of non standard complex transactions along with product partners.
* Work with Customer Due Diligence team and Middle office team to ensure proper completion of all requirements.

Account Management & portfolio quality:
* Along with the product partner, push for line utilization of complex and structured transactions. Oversee the Client coverage managers in ensuring high utilization of regular WC facilities.
* Review the excess/past due situation with CCM 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.
* Portfolio Review Meeting and convene the consortium meetings where we are the lead bank.
* Maintain record of Confidentiality Agreement (Sales Team Leader to maintain file & copies will also be held by signatories to the agreement).
* Overall responsible and accountable for the credit quality of the assigned/acquired portfolio.
* Ensure compliance to Group Operational Risk Policy, Anti-Money Laundering Prevention policy and other relevant policies. Cooperate with the Money Laundering Prevention Officers (Unit, Business, and Country) to ensure compliance to internal and external controls and procedures for money laundering prevention.
* Where appropriate, assist in the investigation of financial crime risks and the reporting of suspicious activities.

KEY RELATIONSHIPS:
* Clients (including at senior level) / Trade associations
* Legal firms
* Accountants etc
* For Business & franchise building
* Documentation & other consultations
* Senior stake holders with in different business segments such as Financial Markets , Legal & Compliance Transaction Banking and credit
* For Deals and portfolio update
* Cross sell and execution of transaction

KEY MEASURABLES
* Maximising Revenue / Executing Mandated de-risking strategy
* Nil Provisioning
* Cross Sell
* New clients addition & franchise building
* Quality of calling including ideating deals originated
* Quality of portfolio including Credit and other hygiene factors

Requirements

* Preferred experience in Banking/Financial Industry in a client facing (RM) role for Corporate Clients.
* Good knowledge of Bank's products, policies, guidelines, corporate law, and business strategy.
* General understanding of the economic, political and business environment of the region.
* Good credit appraisal and marketing skills with the ability to interpret financial information.
* Good communication and negotiation skills with multi-cultural awareness.
* Strong analytical, problem solving, networking and financial management skills.

Closing Dates
The closing date for applications is 18/02/2015. 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 & 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.

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Junior Officer salaries in UAE

Average monthly compensation
AED 4,500

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