Relationship Manager - Corporate Banking
Key Accountabilities
Maximize revenue and customer value from a portfolio of relationships and
contribute directly to department target, both stipulated in Strategic Plan and
AOP, in profit growth, credit quality etc
Optimize and grow the current and potential future value of a portfolio of high
value commercial customers
Coordinate with team to achieve targets set and identify potential business
opportunities for portfolio expansion
Assist Division Head in the formulation and implementation of long and
short-term strategic plans and objectives to increase market share/penetration
and maximize opportunities for revenue growth
Undertake/assist in the appropriate analysis and preparation of client value and
customer strategic plans utilizing Client Vision, proposals, presentation and
pitches for new solutions, products and services
Analyze client wallet sizing and ensure that there is an ongoing client contact
and sales strategy for every client and prospective client in the portfolio
In conjunction with product partners, identify and materialize potential
business opportunities in existing portfolio
Establish relationships with new clients and maintain a high-level contact with
existing clients to identify new sales opportunities
Management of RWAs and ROE of the portfolio within guidelines and using all
available tools provided
Conduct annual reviews, renewals, temporary extensions, and waivers and
amendments
Recommend lending facilities within the bank’s guidelines and procedures
Recognize early warning signs and closely monitor clients to anticipate changes
in risk rating
Proactively identify issues and restructure relationships to mitigate potential
future risk
Understand the latest developments in customer’s industry, global trade
environment and international financial industry and proactively advise
customers for inherent financial service needs
Maximise cross-selling in a wide range of products including treasury, capital
markets, personal, insurance, investments, private banking, etc
Deliver an excellent customer experience
Maintain product expertise and regularly update product knowledge, work closely
with Product Team in crafting tailor-made solutions according to customers’
needs
Work closely with customers to build and nurture relationships, developing
rapport and enhancing channels of communication
Provide product specialists with qualified referrals for cross-selling and
assist in closing deals across all products
Own the customer experience and ensure service excellence at all times, for all
aspects of any customer or prospect’s interaction with HSBC
Evaluate the customer’s needs and present a range of solutions that are
informative and meet their expectations
Work closely with Operation Team to resolve service issues and ensure quality
service delivery to customers
Build close working relationships with internal product partners (such as GB,
PFS, GPB, GTB, CRM, HR, OPS, FIN, LGA & Compliance, Audit)
Recognize early warning signs and closely monitor clients to anticipate changes
in risk rating while identifying relationship restructure to mitigate potential
future risk
Provide active feedback to seniors on process, operations, risks etc., and make
recommendation as to how these can be changed to secure the customer and the
bank
Qualifications
Knowledge
Strong knowledge of Commercial Banking credit assessment and business
development
Strong knowledge of the Bank’s structures, products and services
Understanding of risk management and credit mitigates and strong credit
knowledge
Broad understanding of the competitive, legal and regulatory landscape, with a
detailed knowledge of competitor propositions/ activity
Strong knowledge of the full range of Transactional / Corporate Banking
products, including: Treasury, Cash Management, Trade Finance, Deposits and
Money Market facilities
Decent Background knowledge of structured banking transactions, IPOs, leveraged
finance, syndicated loans, private placements, bonds and securitizations and
global capital markets
Proven track record in a corporate client focused environment and an ability to
anticipate clients’ needs and tailor service delivery to them
Skills
Excellent interpersonal skills, with a particular emphasis upon inspiring,
influencing and negotiating in dealing with customers and colleagues
Ability to manage the competing priorities of deal flows, credit quality and the
requirement to drive income
Strong analytical, planning and organizational skills combined with a strong
problem solving ability
Adaptable, flexible and willing to implement change
Superior writing and presentation skills
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