Relationship Manager, FI Sales

JOB PURPOSE:

The RM will execute annual business plans in accordance with asset, liability and revenue budgets agreed between the relevant stakeholders.

The RM shall be tasked with growing the FI portfolio by actively soliciting new Importer/Exporter Clients, growing the Bank’s share of wallet with existing Importer/Exporter Clients as well as maintaining strong correspondent relationships with Hong Kong-based Financial Institutions. In doing so, he/she shall ensure all manners of Customer Due Diligence, either from a Credit or Compliance perspective is completed in accordance with the policies of the Bank.

KEY RESULT AREAS:

• Identify prospective Importer/Exporter clients in accordance with agreed target market defined in-Country. Prepare and execute on periodic prospect/existing Client calling plans with a view to onboard new-to-bank or additional business.
• Originate routine export trade finance transactions, correspondent banking transactions, and risk participations in suitable FI structures. The transactions must be in-line with the relevant risk acceptance criteria of the Bank. Monitor market trends and ensure appropriate risk pricing is applied.
• Engage the relevant stakeholders to cross-sell the Bank’s capabilities across GTB as appropriate.
• Conduct CDD in accordance with the policies, procedures and processes of the Bank. This includes liaising with the Client to obtain updated business and financial information as required.
• Coordinate with other units in the Branch and across the Bank to ensure quality service is delivered to the Clients.
• Provide on ground feedback/intelligence on local FIs and companies, which may include background information, creditworthiness, activity, market perception etc. and other required MIS as and when required by relevant stakeholders.
• Implement and maintain complete control aspects i.e. documentation, periodical client visits / call reports, stock inspections and formal credit checks / informal market feedback to monitor the assigned portfolio effectively.
• Participate in Risk Rating of all the correspondent relationships with reference to AML and Compliance Requirements.

KNOWLEDGE, SKILLS and EXPERIENCE:

• Detailed knowledge of economy, market conditions, and regulatory environment in assigned countries and on regional/global basis. Classification: Confidential
• Hands-on experience in marketing trade finance products, correspondent banking and payment services.
• Minimum 10 year’s banking experience which must include Correspondent Banking and/or Transaction Banking sales.
• Knowledge of bank’s credit policies and procedure.
• Very strong inter-personal and communication skills.
• Proactive relationship manager with go-getter attitude
• Very good verbal and written English and Mandarin is necessary for the role.