Relationship Manager

Job Purpose Trade Finance/ Corporate lending Function manages Banking needs across the product spectrum for large corporate entities. The primary product lines include Assets, Liabilities, Trade Finance, Fee or commission-based products for corporates in Singapore. The role of a Relationship Manager is to build and manage rapport with corporate clients and map their requirement with Bank’s products and services to ensure optimum customer acquisition, retention and income generation by offering various products and services of the Bank, viz., Assets, Liability, Trade and Treasury business in Singapore. Job Responsibilities

1. Business Development - Existing client relationship management - · Strong knowledge of Trade Finance Products (LC, Buyer Credit, Export Finance)

• Scoping of existing client base in India based Corporate, ECG, MNC, PSU portfolio to identify new opportunities for the Bank in Singapore market on a continuous basis.
• Overall responsibility to maintain good relationship to become “first point of call” and achieve the budgeted revenue from the portfolio · Regular interactions / meetings with clients to identify potential opportunities for the Bank and offer suitable products and services
• Regular joint calling on Clients along with other Product and Service teams of the Bank to ensure Cross-Sell of products and ensure service delivery as well as create multiple touch points for the client to ensure continuity
• Joint calling along with Credit Team to identify new opportunities as well as potential stress indicators for the Bank and maintain overall health of the portfolio

1. Business Development - New client acquisition - · Identify and develop potential customers for the Bank in Singapore.

• Identifying opportunities in syndication market and working with banks in Singapore for participation & sell down.
• Identifying opportunities among Singapore domiciled Large Corporates and offering banking solutions in line with Bank’s strategy
• Acquiring new relationships, including MNCs, Commodity trading companies by regular follow-up/ meetings with target clients and offering them value-add to induce conversions

1. Product penetration & cross sell -

• Generate and identify new opportunities by understanding the client’s needs and cross-sell suitable products

1. Increase in wallet share - · Increasing Bank’s share in existing products being used by the existing relationship by offering value additions and customizations
2. Internal processes and Coordination -

• Credit appraisal preparation for existing & new corporates, for getting the deals sanctioned
• Understanding and analyzing financial statements for deal structuring and credit decisioning
• Credit monitoring and maintenance for overall health of portfolio
• Coordination with various internal stakeholders to ensure service and product delivery to the clients in a timely manner
• Responsible for housekeeping in terms of periodic internal memos and deferrals

1. Knowledge Building and Market Intelligence -

• Remaining updated on regulations and internal guidelines concerning Corporate Banking business.
• Sharing of important information/ market updates with peers which may impact deal structuring
• Ongoing interaction with Competition and being aware of market practices and competition offerings to Corporates to capture new/ emerging opportunities
• Taking initiatives beyond normal work/expectations to aid to the overall target for the team
• Generating ideas for increasing business by offering innovative solutions/products

Key Skills

• Good knowledge on various corporate banking, trade and treasury products
• Good credit and analytical skills are essential
• Should have excellent relationship skills and prior experience in handling corporate customers
• Should be target oriented and willing to take responsibilities
• Excellent communication and presentation skills - with a basic level of sophistication in personal interaction and grooming. Should have a self-starter orientation and confident personality