Relationship Manager

2 months ago

مصر, Egypt HSBC Full time

**Role Purpose**:
The Relationship Management role provides dedicated relationship management to a portfolio of customers with accountability for sales, service, risk and operational delivery. Relationship Managers may be located in fields of Business Banking, Commercial Banking, Global Banking, Private Banking or Product Sales. As a Relationship Manager, the role holder will be driving new business and generating growth of assigned portfolio of large and mid-size corporates and working closely with Division Head in implementing account plans and new strategies. They are also responsible for attracting & Starting new to HSBC relationships with quality businesses and developing a deep understanding of the needs of both prospects & existing customers as well as identify incremental sales opportunities; managing all aspects, including the inherent credit and operational risks, of a portfolio of Corporate customer relationships to grow and maximize revenue, and increase wallet share and improve returns as well as improving the quality of the portfolio through regular monitoring of the relationship and assessment of the risks. The jobholder develops and executes the relationship strategy, calling plan and HSBC Bank Egypt S.A.E. (HBEG) sales/product goals based on clients' needs and opportunities, proactively drive forward product solutions on the basis of client's new business needs and requirements and assist in coaching, developing and mentoring ARMs as well as support team to exceed service and sales targets, enhancing revenue and delivering a first class service to clients. Managing targets, driving improvements, and importantly controlling risk management and adherence to policies and regulatory requirements. Preparing and supervising all management reports relating to credit approvals, excesses, extensions and other housekeeping tasks are also within the responsibilities of the Relationship Manager

**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
- Maximize 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 a

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