Relationship Manager,Corporate

Role Purpose:
Driving new business and generating growth of assigned portfolio of corporates and working closely with Division Head in implementing account plans and new strategies.

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.

Improve the quality of the portfolio through regular monitoring of the relationship and assessment of the risks.

Proactively drive forward product solutions on the basis of client's new business needs and requirements.

Principal 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.

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.

Establish relationships with new clients and maintain a high-level contact with existing clients to identify new sales opportunities.

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.

Encourage referrals from both existing customers and a wide range of professional contacts

Customers / Stakeholders

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.

Recognize early warning signs and closely monitor clients to anticipate changes in risk rating while identifying relationship restructure to mitigate potential future risk.

Provide practical guidance, advice and coaching to ARMs, including joint attendance at client meetings, where required or appropriate

Operational Effectiveness & Control

Continually reassess the operational risks associated with the role and inherent in the business, taking account of changing economic or market conditions, legal and regulatory requirements, operating procedures and practices, management restructurings, and the impact of new technology.

To be alert to operational risks and losses during the execution of their day to day responsibilities. Should an employee become aware of emerging or inadequately controlled operational risk or identify an operational risk loss, they must report this to their line manager, ensuring that it is reported to their

Conduct critical credit reviews and assessment, timely identifications of problem accounts and implement appropriate operational controls to safeguard the Bank's position.

Ensure all actions take account of the likelihood of operational risk occurring.

Timely reporting of any operational risk loss and ensuring operational risks and losses are considered

When executing their day to day responsibilities.

Major Challenges

Managing the balance between credit risk management and good customer relationship

Operating in a market which is characterized by limited disclosure, untested legal environment and often lose corporate governance

Strong competition from local, regional and international banks.

Proactively identifying, promoting and increasing cross selling opportunities, particularly with respect to selling the e-products of the bank.

As the job holder is responsible for assisting the Division Head in managing a portfolio of relationships with diverse business nature, varying financial services needs and credit risks, the job holder must have good knowledge in business operations and banking services. He/she must have adequate social & communication skills to speak and work with business owners and

Build new business and convert external opportunities maximizing both volumes and revenue and achieving an optimal customer experience in the process

Sell complex solutions and develop in-depth understanding of customer needs and take a holistic and strategic view of the customers' business.

Work closely with product providers to increase cross selling opportunities and develop high quality credit solutions which are practical and appropriate for customers.

Liaison with Risk for all credit-related issues and ensure timely updates on client, industry and market performance, particularly in connection with any signs of potential deterioration or developments requiring attention.

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

Knowledge and understanding of the changing economic, social and governmental environment and industries/sectors.

Strong knowledge of the full range of Transactional / Corporate Banking products, including: Treasury, Cash Management, Trade Finance, Deposits and Money Market facilities.

EXPERIENCE

Work experience in corporate banking, debt capital markets, corporate finance or other bank credit related capacity.

Proven track record in a corporate client focused environment and an ability to anticipate clients' needs and tailor service delivery to them.

Proven ability in identifying and meeting customer needs through a broad range of products and services.

Proven analytical ability, with experience of credit or relationship management within the commercial sector.

Proven record in decision making.

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.

Good prioritizing, organizational and time management abilities.

Strong interpersonal skills and the ability to inspire, influence and negotiate.

Adaptable, flexible and willing to implement change.

Strong 'team' skills.

Superior writing and presentation skills.