Job Description
The Relationship Manager is responsible and accountable for originating Flow business within a sector. This activity can be for new prospective clients and for existing clients through origination and cross-sell banking solutions. They are responsible for originating flow business within the allocated clients as part of a cross-functional team.
Responsibilities:
The ideal candidate will fulfil the role of a Relationship Manager, with the following Key Performance Requirements on Clients:
Client Strategy Execution
In conjunction with the cross-functional team, implements the strategy for Flow activities
Must understand client Flow needs
Must understand sector and client value drivers
Participates in design sessions with all client interfacing teams in the Client Group, IBD, Markets & Transact business units and provides insights from the voice of the client
Contribute with relevant data & insights at the periodic strategy review & revision sessions led by the ICG Head/Senior Relationship Manager who has overall accountability for the client
Escalation contacts for Client Service issues in Flow activity
Holds the product houses accountable to solve services issues for clients within a reasonable period (doesn’t solve the issue themselves)
Craft client strategy plans on acquiring new Flow activity and contribute to the broader client strategy crafted by ICG Head/ Senior Relationship Manager
Retain and penetrate existing clients across other products within Flow
Ensure seamless end to end process for clients in delivering new Flow solutions to them
Manage pricing negotiations with clients in relation for Flow activity
Drive Flow profitability across clients allocated
Build strong client relationships with key senior executives within their client portfolio who are responsible for awarding Flow business
Strong Flow product knowledge and expertise
Account Management Framework & Client Action Planning
Participates in the Client Action Planning process for clients they are directly responsible for within assigned sector portfolio as part of a cross-functional team
Ensure on-going monitoring of the client which may include annual credit and pricing reviews, covenant requirements, allocation, and review of facilities
Accountable for ad-hoc and annual client pricing
Manage multi-disciplinary projects to ensure successful deployment of origination, implementation, and retention initiatives
Assess effectiveness of Relationship Management outputs and stakeholder engagement by measuring changes in revenue generation, qualified leads, client satisfaction (internal and external) and retention
Flow Business Origination/Business Development
Formulating annual strategies with Senior Relationship Manager for the allocated client portfolio and new business for Flow activities
End-to-end management of the Flow sales process, anticipating client needs and responding with innovative solutions to client’s emerging needs
Ensures MIS information is accurate and reflects the converted opportunities
Data Analytics & Insights Generation
Excel, PowerPoint, and Word proficiency
Work with data inputs e.g., MIS, Call Reports and Client Action Plan to build origination and growth projection models that are integrated and forward looking
Client Relationship System adoption and call report discipline
Financial Performance Management
Delivers targets of Flow activity for client in portfolio (e.g., revenue growth, profitability, cross sell, retention, conversion, satisfaction, etc.)
Reviews overall client & sector performance and defines plans to optimize performance across all Flow product offering
Risk Aware / Management
Manage and anticipate risk that may arise through our Flow activity with clients: AML, Credit, Exchange control risks, covenants adherence.
Qualification:
Candidate should have a relevant graduate degree and at least 5 -10 years of work experience preferably having worked in commercial or corporate banking and is interested in working in a small team environment with a high degree of client contact.
Experience:
Candidate should have relevant experience in financial sector client base – Banks and non-bank financial institutions including:
Sound knowledge of general banking products and industry specific knowledge.
Experience in customer acquisition/ sales, retention of designated client portfolio.
Strong communication skills, conceptual thinking coupled with strong analytical capability is required.
Report writing skills as well as presentation skills are essential. A high level of proficiency with
MS-Word, MS-Excel and MS-Power Point is required.
Candidate must also have strong research capabilities and must be able to perform company and sector related research with the ability to analyse the financial statements of companies.
Candidate should be self-motivated to take on multiple tasks, should enjoy working in a constantly changing environment, have strong attention to details, interact well with others and enjoy working within a team-based environment.
General Competencies:
Strong Interpersonal and networking skills
Relationship Management
Excellent presentation, written and oral communication skills
Analytical and problem-solving skills
Proactivity and flexibility
Customer focus (internal and external customers)
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