Senior Relationship Manager - Eastern Region

Job purpose: To build, manage and maintain the relationship with large corporate customers by delivering superior value through selling and cross‑selling of the bank’s corporate products and services and through providing financial advices/solutions based on thorough analysis of customer needs with the objective of achieving the bank’s business goals. This position takes a lead role in maintaining a sound and quality asset base.

• Support, coach and mentor Relationship and Assistant Relationship Managers to ensure that they possess all skills required to achieve their accountabilities; and that work is carried out in an efficient manner which is consistent with operating procedures and policy.

• Maintain an understanding of market/economic trends and the effects of socio‑economic factors on such trends in order to proactively develop appropriate business plans and propositions.
• Contribute to benchmarking the bank corporate banking product and service features against those of local competitors so that the bank is aware of market trends and can design and price products/services that are competitive in the market.

• Build and maintain the bank’s relationships with existing and prospective large Corporate clients; in accordance to the departmental plans and strategies and to maximise revenue potential.
• Negotiate appropriate pricing in line with bank’s business plans, competitor offering etc.
• Ensure the corporate banking clients are offered the best in class products to meet their requirements.
• Target and concentrate on attracting new customers in order to increase the bank’s profitability, widen the customer base while minimizing risk.
• Optimises the relationship value through cross selling of products and services.
• Work diligently to meet financial targets and other goals set, prepare an Account Plan for each account, set account targets and detail a clear strategy for the account to maximise account’s revenues.
• Identify and establish new relationships, consistent with the bank’s business objectives.
• Cross sell BAB products and services applicable for large Corporate clients.

• Develop and maintain the bank’s most complex key relationships with strategically important existing and prospective clients to maximise corporate banking revenue potential.
• Ensure that frequency and depth of client contact are maintained to look out for more business opportunities and/or to arrest any negative signals.
• Provide exemplary services to customers ensuring that long term relationships are developed and nurtured and that customers come to view the bank as their trusted advisor.
• Ensures further that customer service issues are timely addressed and the Bank is developing good reputation.

• Ensure a robust, front‑ended and transparent client selection exercise.
• Identify customer risks through market feedback, financial performance and account conduct – on upfront and ongoing basis; and effectively translate all these in the credit approval medium.
• Maintain accurate and updated documentation, credit approvals, credit files, financial information etc.
• Be aware and promote the Unit’s consciousness of the Operational Risk scenario and act in a manner that takes into account of operational risk considerations.

• Evaluate key credit proposals, scrutinize documents and conduct telephone verification within the defined credit policies ensuring good quality (error‑free) of credit underwriting and documentation.
• Conduct a thorough scrutiny of the documents submitted to ensure they are complete and are in order as per the approved documentation policy and highlights any discrepancies within agreed turn‑around time.
• Negotiate with customers to deliver the most favourable financial terms possible for the Bank but also maintain competitiveness within the market.
• Increase share of fee income.
• Ensure that initial reviews, annual reviews, interim reviews and all credit proposals are of highest standards and completed in a timely fashion.
• Ensure that facilities provided by the bank are relevant to and match clients’ business needs.

• Stimulate subordinates and contribute to the identification of opportunities for continuous improvement of unit systems, processes and practices taking into account ‘international best practice’, improvement of business processes, cost reduction and productivity improvement.

• Bachelor’s degree in business or commercial discipline.
• From 6‑10 years of experience in the banking sector particularly in relationship or account management functions including at least 2 years in positions of progressively increasing managerial responsibilities.