Director - Relationship - Standard Chartered Bank - Běijīng

Job Description
* Relationship Manager (RM) would be responsible for Origination and would work closely as a team with the Credit Analyst (CA) and Client Coverage Manager (CCM) in deepening relationships and driving revenue growth.
* The RM is overall responsible for post deal account maintenance and managing the risk associated with the portfolio. He has an overview on CCM who holds direct responsibility for post transactional activities and the CA for credit related activities.


Key Roles & Responsibilities
* Identify prospect and convert in line with Bank's appetite.
* Ensure quality of the sales pitch and lead them with the clients. Also review the Term sheets before delivering to clients.
* Engagement and Coordination of Product Partners for marketing efforts and deal structuring.
* Work with CA and obtain all pre-deal clearances.
* Effectively use CRM for managing a healthy pipeline and also a record of client calls and discussions.
* Drive client events / entertainments by coordinating with internal stakeholders and with client(s).
* Oversee CCM to ensure smooth on-boarding of client after thorough completion of documentation and other processes.
* Senior client calling and briefing on a regular basis for account maintenance and deal negotiation. Responsible for preparing briefing notes for senior management calls. Also engage senior internal stakeholders for marketing, credit and any other pertinent issues.
* Internal coordination for cross / up selling.
* Work closely with CA, product partners, GAM / RAM / FAM and analyze:
a) Wallet size;
b) Determine appropriateness of the product and deal structuring; and
c) Work out a comprehensive account plan.
* 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 for resolving credit queries, reviewing & supporting BCAs.
* Oversee the CCM to ensure all documentation and security creation are completed on time to ensure smooth execution of transaction.
* Liaising with client / legal / external counsel / CDU / CRC in preparation and execution of non standard complex transactions along with product partners.

* Work with CDD team leader to ensure the proper completion of eCDDs.
* Along with the product partner, push for line utilization of complex and structured transactions. Oversee the CCM in ensuring high utilization of regular working capital facilities.
* Work with CA to monitor lending RWA and overall RoRWA at account level.
* Review failed trade status, EAR, ASTAR, CCRT, etc with the CA to ensure discipline and quality in portfolio.
* Review the excess/past due situation with CCM to ensure they are regularized and also facilitate approvals wherever required.
* Review and monitor the client profitability to ensure there are no revenue leakages.
* Attend various internal or external sales / non sales meetings like EAR, CAT, MTM calls, Portfolio Review Meeting etc. and convene the consortium meetings where we are the lead bank.
* Overall responsible and accountable for the credit quality of the assigned / acquired portfolio.
* Ensuring timely exit of clients, RoRWA monitoring and tail management.
* Front internal and external auditing and oversee CA and CCM to follow up audit issues.
* Overall responsible and accountable for Working Capital Loan and Fixed Asset Loan post drawdown monitoring.

Qualifications & Skills

* Maximizing revenue (including RoRWA)
* Nil provisioning
* Cross sell
* New clients addition & franchise building
* Quality of calling including number of ideating deals originated
* Quality of portfolio including credit and other hygiene factors

Diversity & Inclusion

Standard Chartered is committed to diversity and inclusion. We believe that a work environment which embraces diversity will enable us to get the best out of the broadest spectrum of people to sustain strong business performance and competitive advantage. By building an inclusive culture, each employee can develop a sense of belonging, and have the opportunity to maximise their personal potential.

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