Relationship Manager

Job: Institutional Banking
Primary Location: Africa & Middle East-United Arab Emirates-Dubai
Schedule: Full-time
Employee Status: Permanent
Posting Date: 17/Jan/2023, 3:21:57 PM
Unposting Date: Ongoing

Roles and Responsibility

The FAM is responsible for working with the RAM / GAM to deliver the SCB network to our clients.
The FAM is accountable for revenues, profitability and risk acceptance (AML, CDD and Credit) of the client entities / buying centres they cover at a country level.
The FAM is responsible for executing Account Plans of the client entities they cover, establishing and maintaining an end to end understanding of the client entities and client needs and steering the client relationship along with RAM.
The FAM facilitates collaborative working across the Bank by working closely with the RAM, GAM, Industry and product partners to provide holistic and well-designed solutions to the client
The FAM should champion Brand, Culture & Conduct

Purpose:

Originate new business streams for existing to bank global subsidiaries clients in alignment with group account strategies.
Support new to bank initiatives and work with GAM/RAMs on prospecting.
Develop and maintain a deep understanding of clients’ business needs, footprint, buying centers and decision making process.
Align account strategies with GAMS/RAMS/product partners
Co-ordinate / Direct stakeholders (product, RAM,GAM, senior stakeholders, etc.)
Articulate SCB’s value-add and develop a trusted advisor status with their clients.
Expand access to multiple stakeholders within client’s organisation (finance, treasury, procurement, sales, trading, etc.) and institutionalize this understanding through CRM data management.
Monitor and enhance profitability measures including but not limited to RoRWA%
Partner with the broader coverage team of RMs, industry and product specialists to deliver
Holistic and well-designed solutions across our full range of products to clients
Overall client profitability, in particular the cross-sell commitments made as part of the Account Planning and deal approval processes
Active engagement with senior executives within clients entities.
Maintain a strong working relationship with Risk, Legal and Compliance and other key stakeholders

Strategy

Work with the RAM / GAM / RMs on the development and implementation of the client strategy for the designated portfolio as identified through the Account Planning process
Accountability for delivering financial performance objectives (revenues, costs, RoRWA, EVA etc)
Accountability for all other objectives for the management and development of client relationships, specifically compliance (AML, CDD) and credit risk.
Align with Europe and Americas corridor business strategy

Business

Actively identify client needs across full set of SCB product capabilities, originate new business and grow the franchise by capitalising on bank competitive attributes (eg Network etc).Selectively developing new relationships where required.
Engage key decision makers in clients’ regional and local buying centres to improve the quality of dialogue. Anticipate clients’ needs and provide strategic advice, bringing in the relevant product and industry partners as appropriate.
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.
Bring strategic thought and vision as to how the corporate landscape is changing and where areas of growth lie relevant to the client portfolio.
Ensure that industry / market and product knowledge is continually developed.
Stay abreast and anticipate the developments of the Industries / Markets in which our clients operate

Processes

Proactively manage the designated client portfolio to ensure:
Close ties exist with key stakeholders eg. Financial Markets, Transaction Banking, Corporate Finance Risk, compliance, Country CEOs, Service Delivery, etc.
Risks are appropriately identified and managed.
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
Key regulatory risks and concerns are raised into the governance framework throughout the IC team
All sales disciplines are adhered in accordance with CIB standards ie Account Planning, Call Reports, Deal Pipeline Management, static data management as applicable for the role.
Develop opportunities through attendance at key Industry events as necessary.

People & Talent

Support and provide guidance to support functions working on portfolio (e.g. client manager, credit analyst, IMO.. etc)
Collaborate with product partners and business stakeholders
Collaborate with RAMs/GAMs and wider GS team

Risk Management

Ensure that Risk Management matters that are brought to the job holder’s attention are subject to direct remedial action and/or ensure adequate escalation to Country Banking Heads and Group/governance committees, as appropriate
Take responsibility in identifying and flagging credit risks and managing credit risk reporting and assessment thoroughly along with designated credit officer and in alignment with policies and approval matrices
Take the initiative regarding regulatory, reputational and ethical matters, taking the initiative for providing proactive advice to clients as identified.
Ensure that key regulatory risks and concerns are raised into the governance framework throughout the Corporate teams
Embed the Group’s values and code of conduct and develop a robust culture to ensure that adherence with the highest standards of ethics, and compliance with relevant policies, processes and regulations among team members

Governance

Responsible for assessing the effectiveness of the Group’s arrangements to deliver effective governance, oversight and controls in the portfolio and, if necessary, oversee changes in these areas
Awareness and understanding of the regulatory framework, in which the Group operates, and the regulatory requirements and expectations relevant to the role.
Responsible for delivering ‘effective governance’; capability to challenge fellow executives effectively; and willingness to work with any local regulators in an open and cooperative manner

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.
Drive to achieve outcomes set out in the Bank’s Conduct Principles: [Fair Outcomes for Clients; Effective Financial Markets; Financial Crime Compliance; The Right Environment.] *
Effectively and collaboratively identify, escalate, mitigate and resolve risk, conduct and compliance matters.
Adhere to local regulator [PRA/FCA] prescribed responsibilities and Rationale for allocation.

Key stakeholders
Internal:

Engage with product partners within the country & region to ensure breadth and depth of client coverage and deepening.
Engage with Relationship Managers on relevant client account management activities
Consult with stakeholders in Risk and Legal & Compliance to ensure that the portfolio remains credit worthy and within the policies of the bank.

External:

Designated point of contact with IC clients, acting as a trusted advisor/value added partner to clients
Peers in the Corporate Banking sector

Our Ideal Candidate

Bachelor degree in Banking or Finance preferred.
Ideally 5+ years experience in banking or other relevant environment
Risk & AML certified as stipulated by Bank policy
Languages: English and/or local language skills as relevant to country requirements

Role Specific Technical Competencies

Banking, Product, Risk management and Systems Knowledge
Network understanding
Effective client engagement skills
Service & process Management
Team & Collaboration Skills
Personal Effectiveness

About Standard Chartered
We’re an international bank, nimble enough to act, big enough for impact. For more than 160 years, we’ve worked to make a positive difference for our clients, communities, and each other. We question the status quo, love a challenge, and enjoy finding new opportunities to grow and do better than before. If you’re looking for a career with purpose and you want to work for a bank making a difference, we want to hear from you. You can count on us to celebrate your unique talents. And we can’t wait to see the talents you can bring us.
Our purpose, to drive commerce and prosperity through our unique diversity, together with our brand promise, to be here for good are achieved by how we each live our valued behaviours. When you work with us, you’ll see how we value difference and advocate inclusion. Together we:

Do the right thing and are assertive, challenge one another, and live with integrity, while putting the client at the heart of what we do
Never settle, continuously striving to improve and innovate, keeping things simple and learning from doing well, and not so well
Be better together, we can be ourselves, be inclusive, see more good in others, and work collectively to build for the long term
In line with our Fair Pay Charter, we offer a competitive salary and benefits to support your mental, physical, financial, and social wellbeing.
Core bank funding for retirement savings, medical and life insurance, with flexible and voluntary benefits available in some locations
Time-off including annual, parental/maternity (20 weeks), sabbatical (12 weeks maximum) and volunteering leave (3 days), along with minimum global standards for annual and public holiday, which is combined to 30 days minimum
Flexible working options based around home and office locations, with flexible working patterns
Proactive wellbeing support through Unmind, a market-leading digital wellbeing platform, development courses for resilience and other human skills, global Employee Assistance Programme, sick leave, mental health first-aiders and all sorts of self-help toolkits
A continuous learning culture to support your growth, with opportunities to reskill and upskill and access to physical, virtual, and digital learning
Being part of an inclusive and values driven organisation, one that embraces and celebrates our unique diversity, across our teams, business functions and geographies – everyone feels respected and can realise their full potential.
Recruitment assessments – some of our roles use assessments to help us understand how suitable you are for the role you’ve applied to. If you are invited to take an assessment, this is great news. It means your application has progressed to an important stage of our recruitment process.

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