Senior Relationship Manager

Build, lead, plan and direct a unit whilst managing credit structuring and portfolio management for complex transactions to ensure achievement of defined profitability targets. Key Result Areas Key relationship point for Corporate clients in North America; driving the growth of client coverage by developing new to bank relationships as well as deepening existing relationships, in line with the Branch’s strategic mandate. Provide high value strategic inputs on the development of the corporate banking franchise in USA, and delivering result based on the agreed strategic direction. Support the International Banking teams on origination activities and deal closure relating to US corporate clients Primary Coordinator for regulatory examination (FRBNY and NYSDFS) related to CRM, AQ and related alphabet regulation compliance. Provide leadership to the unit with respect to the achievement of the business objectives– setting individual objectives, managing performance, developing and motivating staff, provision of formal and informal feedback and appraisal – in order to maximize divisional performance. Assist senior management in the consolidation of the unit budget and ensure all operations of the division are in accordance with the approved guidelines. Recommend improvements to divisional policy and direct the implementation of procedures and controls covering all areas of the assigned unit activity so that all relevant procedural/legislative requirements are fulfilled while delivering a quality, cost-effective service. Manage a number of industries and/or sectors in which existing clients operate and potential clients reside, act as the subject matter expert in the respective industries/sectors, and proactively engage in business development within the industries/sectors to increase the number of customers, size of portfolios, and revenues for the bank. Lead / maintain an understanding of market/economic trends and the effects of socio-economic factors on those trends to proactively develop appropriate credit rating systems, risk mitigation methodologies and credit proposals. Develop and maintain effective business relationships / strategic alliances with all relevant external/internal entities (such as key/strategic clients, service providers etc) and all sections with highest standards of business ethics, whilst promptly attending to all critical issues to maximize divisional revenues. Negotiate highly complex transactions with client ensuring compliance with Bank and Local laws and regulation. Review terms of facility, credit reports and legal documentation of clients invited to participate in the facility in order to check their background and risk profile. Supervise the preparation of timely and accurate MIS statements and reports of the unit to meet company and department requirements, policies and standards. Permanent member of the New York branch Management Committee (MANCO) Operating Environment, Framework and Boundaries, Working Relationships The incumbent is supposed to have detailed understanding of regulatory framework related to Corporate Banking. Understanding of related Alphabet regulatory compliance and emerging regulatory expectations. Primary regulatory contact for Corporate Banking – NYSDFS and FRBNY. Highly competitive, volatile and relatively risk oriented markets call for maturity and experience in handling the job requirements. The incumbent functions within identified market segments and geographical boundaries and is required to adhere to the policies and guidelines set out in the Bank’s Credit Policy Manual. Externally, the incumbent is required to liaise with the business and banking community and coordinate with Legal Counsels on work related to legal issues. Internally, the job holder has working relationships with the Treasury, Operations, Support Division, and the Risk Management Division, to achieve / maximize business opportunities, contain risks, and ensure that the financial /non-financial objectives are met. Ensure, through relationship holders, that all complaints/suggestions received from clients are properly recorded as per procedures to help identify and eliminate any root causes. Leverage all the bank’s divisions to cross-sell all available product range. Problem Solving The incumbent resolves on-going issues relating to recruitment, training and career paths for personnel within his Team, in a multi-cultural work environment to achieve Staff Satisfaction at desired levels. Additionally, Customer Satisfaction too requires problem-solving abilities. The conduct of accounts is closely monitored along with revenue generation, for an early rectification of any deviance from credit policy or budgeted performance and deterioration in portfolio quality. The incumbent interacts proactively within the bank to find enduring solutions to on-going business issues related to marketing and servicing of clients. Decision Making Authority & Responsibility The incumbent is primarily responsible for the achievement of the budgeted revenues and the operating profits as well as the Liquidity for the Bank as agreed for the year while maintaining a low risk portfolio rating. Knowledge, Skills and Experience Well-developed team management skills. Expert credit/financial/market analysis /loan syndication skills. In depth understanding of economic conditions in USA, accompanied with viable knowledge of key drivers of corporate growth in the markets. Strong existing relationships with large US Corporates and Trading Houses. Sound knowledge of investor risk theory so that appropriate new product/service recommendations are made to clients and suitable risk controls are implemented. Expert knowledge of credit proposal processes and procedures.Expert knowledge of relevant corporate banking products/services. Detailed understanding of all relevant FRB and DFS regulations including but not limited to Alphabet Regs and related guidance. Effective client relationship and negotiation skills Effective interpersonal and presentation skills Detailed knowledge of competitor products/services. minimum 12-15 years’ of banking experience, with at least 5 years senior level experience. #J-18808-Ljbffr