Relationship Manager, Institutional Clients

Job description / Role

The RM is the strategic advisor/value add partner to the Client, accountable for the overall client group revenues, profitability and risk acceptance (AML, CDD and Credit). The RAM/FAM is responsible for establishing and maintaining an end to end understanding of the client group structure and client needs and steering the client relationship through Account Planning

Key Roles and Responsibilities
* Lead the origination and client relationship management for a portfolio of International Corporate Clients
* Focus on a range of Corporate banking products and services, with emphasis on those delivering NFR
* Active engagement and high level ('c' suite) contacts with senior executives within clients
* Maintain a strong working relationship with Credit, Legal and Compliance and other key stakeholders

Strategy
* Lead the development and implementation of the client strategy for the designated portfolio as identified through the Account Planning process
* Accountability for delivering financial performance objectives (revenues, costs, RoRWA, etc)
* Accountability for all other objectives for the management and development of client relationships, specifically compliance (AML, CDD) and credit risk.

Business
* Actively originate new business and grow the franchise by capitalising on bank competitive attributes (eg Network, Transaction Banking etc), whilst selectively developing new relationships where required.
* Engage senior management and decision makers of key clients to improve the quality of dialogue with clients, promoting a move away from 'transactional' reactive client coverage to consistent value added partner/trusted advisor status. Anticipate clients' needs and provide strategic advice, bringing in the relevant product and industry partners as appropriate.
* Maximise the profitable revenue to the Bank whilst maintaining focus on client outcomes, strengthening and deepening existing relationships both at the most senior level as well as at the operating level in the clients in the designated portfolio.
* Professionally represent Standard Chartered within region and internationally.
* Bring strategic thought to how the corporate landscape regionally/globally is changing and where areas of international growth lie.
* Ensure that industry and product knowledge is continually developed.
* Stay abreast and anticipate the developments of the Industries in which our clients operate

Processes
* Proactively manage the designated client portfolio to ensure:
* Close ties exist with key stakeholders eg. Financial Markets, Transaction Banking, Corporate Finance Risk, Country CEOs, Service Delivery, etc.
* Risks are appropriately identified and managed.
* The client portfolio is managed in compliance with the regulatory environment, keeping up to date with applicable changes and Group policies with ability to contribute to policy formulation
* Key regulatory risks and concerns are raised into the governance framework throughout the IC team
* All sales disciplines are adhered in accordance with IC/CIB standards ie Account Planning, Call Reports, Deal Pipeline Management

* Develop opportunities through attendance at key Industry events as necessary.

Risk Management
* Take the initiative regarding regulatory, reputational and ethical matters, taking the initiative for providing proactive advice to clients as identified.
* Ensure that key regulatory risks and concerns are raised into the governance framework throughout the Corporate teams

Governance
* Responsible for assessing the effectiveness of the Group's arrangements to deliver effective governance, oversight and controls in the business and, if necessary, oversee changes in these areas
* Awareness and understanding of the regulatory framework, in which the Group operates, and the regulatory requirements and expectations relevant to the role.
* Responsible for delivering 'effective governance'; capability to challenge fellow executives effectively; and willingness to work with any local regulators in an open and cooperative manner.

Key Stakeholders

Internal:
* Engage with product partners within the region and globally to ensure breadth and depth of client coverage and deepening.
* Engage with Client Managers on relevant client account management activities
* Consult with senior stakeholders in Risk and Legal & Compliance to ensure that the portfolio remains credit worthy and within the policies of the bank.

External:
* Designated point of contact with IC clients, acting as a trusted advisor/value added partner to clients
* Peers in the Corporate Banking sector

Requirements

* Bachelor degree in Banking or Finance preferred.
* Experience in banking or other relevant environment
* Risk & AML certified as stipulated by Bank policy
* Languages: English and/or local language skills as relevant to country requirements
* Corporate Banking Experience
* Products Knowledge

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.