Relationship Manager job at Standard Chartered

Relationship Manager job at Standard Chartered

Job Summary
• Primary role is to actively manage a set of relationships and revenue profitability from the portfolio, both from existing clients and through wallet share deeping and new client acquisition across network markets in all regions of the bank. The position is based in Uganda.
• Lead the origination and client relationship management for a portfolio of corporate clients in Uganda.

• Focus on a range of banking products and services, with emphasis on those delivering portfolio growth.
• Active engagement and high level (‘C’ suite) contacts with senior executives within clients

• Responsible for working with the Global Account Manager (GAM), key Corridor leads, and Product Partners to deliver the SCB proposition to our clients.

• Maintain a strong working relationship with Credit, Legal and Compliance and other key stakeholders.

• Acts as a champion of the Bank’s brand, culture, and conduct standards.

Key Responsibilities
Origination, Credit and Control:
• Ensure quality pitches to clients, along with Global Account Managers, where appropriate. Assist the GAM (or drive individually for allocated accounts) to deliver a deal from origination to final closure.
• Senior client calling on the Multinational and Local Corporates Portfolio and briefing on a regular basis for account maintenance and deal negotiation.

• Increase engagement levels with Global Account Managers (GAMs), Products leads and CIB heads in key markets across the corridor network to strengthen group/ network level relationships,
• Stakeholder engagement: Lead key stakeholder engagement including other GS Heads in region, GS Colleagues in other markets, GAMs, GB Heads, TB Sales, TB and FM product teams and CEO’s.

• Reputation Risk and Focus on Controls – Proactively manage reputation, FCC and AML risk on the portfolio, ABC controls and assess / manage and take decisions based on adverse media relating existing & prospect portfolio across markets.

Client On boarding & Deal Execution:
• Work with RMs, CAs and CMs to obtain pre-deal clearances & ensure timely delivery.
• Oversee CMs to ensure smooth on-boarding of client after thorough completion of documentation and other processes.

• Work with product partners to deliver effective cross sell, wallet sizing and comprehensive account plans.
• Successfully negotiate and close out pricing and other deal dynamics with client
• Oversee the quality & turnaround of credit proposal and ensure faster delivery. Work with CA’s for resolving Credit queries, presenting emerging deals to GAM teams and engage with SCO’s across Africa periodically to share evolving credit environment.

• Have/ Develop an understanding of the banking regulations / compliance requirements across Uganda / Africa
• Facilitate / Liaise with CDU/ External Legal counsel, where required, in preparation and execution of Non-Standard Documentation Ensure zero tolerance to overdue outstanding documentation.
• Account Management / Portfolio Quality – Attend CIC meetings to ensure proper strategy for MNC/ LC clients that are on early alert.
• Ensure full compliance on CDD/AML matters related to portfolio.
• Have an oversight on risk & overall accountability of the credit quality in the portfolio.

Key Objectives:
• Maximizing Revenue – deliver on allocated Corporates Uganda budget (including RoRWA / portfolio diversification / RoTE)
• Minimal / Nil Provisioning. Proactively manage accounts on Early Alert.
• Effective Cross Sell and look for deeper mining on FM, Project Finance and Txn Banking revenues.
• New client’s addition & franchise building for the Corporates Segment – Coordinate approach at Africa and regional level and with GAM’s and corridor bankers.
• Improve and up-tier senior client calling including ideating deals originated.
• Improve Quality of portfolio including Credit, carry out stress tests, understand parental support and other hygiene factors.

Regulatory & Business Conduct
• Display exemplary conduct and live by the Group’s Values and Code of Conduct.
• Take personal responsibility for embedding the highest standards of ethics, including regulatory and business conduct, across Standard Chartered Bank. This includes understanding and ensuring compliance with, in letter and spirit, all applicable laws, regulations, guidelines and the Group Code of Conduct.
• Effectively and collaboratively identify, escalate, mitigate and resolve risk, conduct and compliance matters.

Key stakeholders
• Credit Committee
• Legal

Business
• Actively originate new business and grow the franchise by capitalising on bank competitive attributes (eg Network, Transaction Banking etc), whilst selectively developing new relationships where required.
• Maximise the profitable revenue to the Bank whilst maintaining focus on client outcomes, strengthening and deepening existing relationships both at the most senior level as well as at the operating level in the clients in the designated portfolio.
• Professionally represent Standard Chartered within region and internationally.
• Ensure that industry and product knowledge is continually developed.
• Stay abreast and anticipate the developments of the Industries in which our clients operate.

Processes
• Proactively manage the designated client portfolio to ensure:
o Close ties exist with key stakeholders eg. Financial Markets, Transaction Banking, Corporate Finance Risk, China Group Account Managers (GAMs), Regional Account Managers (RAMs), Service Delivery, etc.
o Risks are appropriately identified and managed.
o The client portfolio is managed in compliance with the regulatory environment, keeping up to date with applicable changes and Group policies with ability to contribute to policy formulation
o All sales disciplines are adhered in accordance with bank’s standards ie Account Planning, Call Reports, Deal Pipeline Management
• Actively engage with clients and with the Product Partners to ensure high level of utilization of regular limits.
• Work closely with Product Partners for coordinating client training for non-lending products. (Client training to be conducted by Product Partners).

Skills and Experience
• Sales Skills
• Risk Analysis
• Business planning
• Tenacity and working with deadlines
• Negotiation Skills
• Team player and stake holder management

Qualifications
• Chartered Accountant / Chartered Financial analyst / MBA (Finance) / Degree in Economics / Finance.
• Languages: Fluency in English mandatory – French (preferable)
• Minimum 10 years+ of banking experience in a Corporate banking environment with direct frontline relationship experience of 5 years.
• Prior background and experience as a credit analyst is preferable.
• Hands on experience in (i) Frontline corporate banking business development (ii) Credit risk assessment (iii) Accounting / Audit (iv) Balance sheet analysis (v) Good written and Oral communication skills (both in English and French – preferable).
• Good knowledge and experience of dealing with Multinational Corporates (both State Owned Enterprises & Privately-owned enterprises) with product knowledge in areas of Financial Markets, Lending, Project and Corporate Finance, Trade finance and Cash management.
• Risk and AML certified as stipulated by bank policy (including Core Credit Curriculum)
• Risk Management and Internal Controls
• Business – Strategy and Model; Market Knowledge; Products and Processes
• TB – Product Knowledge – Trade Services
• TB – Product Knowledge – Cash Management Services
• Sales – Prospecting; Account Planning; Client Pitching; Relationship Management

Job application procedure

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