Senior Relationship Manager - Trade Working Capital
Skills
About This Role
Overview
- Sales and Financial:
- Increase depth and breadth of Relationship with existing customers.
- Increased sales volumes/ market shares in target market.
- Utilization of limits for the new approved limits.
- Number and quality of Credit Applications processed.
- Response & Turnaround Times of Customer requests & processing business applications.
- Alignment of structure & pricing of the proposed limits with customers needs.
- Establishment of an efficient customer-focused approach representing a strong competitive edge.
- Increase share of high end market and quality business within assigned segment.
- By using the existing borrowing clientele s suppliers & buyers, creating new borrowing relationship to the bank
- To develop and manage the portfolio of the company for Corporate/ Commercial Financing.
- Provide customers with accurate and timely information on products and reveal the benefits affecting their businesses.
- Actively source business from prospects and follow up on sales leads within designated market segments.
- Plan visits to existing and new prospective clients in coordination with GTx and FX team.
- Identify and forward sales leads to other areas in the Bank for cross-selling.
Risk Management
- Prepare Credit Application (CA), analyse financial statements, and make it ready for approvals.
- Ensure CA s for new clients and renewals for existing clients are correctly prepared in accordance with the bank policies and regulation framework.
- Recognize early warning signals of unsatisfactory account conduct and pursue the collection of past due loans.
- Assess the financial and business risks involved in lending to particular businesses, mainly by looking at the Company s competitive position within its industry, its strategic direction, management quality and its financial profile.
- Identify and analyze the areas of potential risk threatening the assets, earning capacity or success of Organizations in various business fields.
- Pro-actively manage the assigned portfolio risk by ensuring timely renewal of accounts within the applicable time standards, provided all required information is available.
Profitability & Expense Control
- Ensure effective utilization of limits to maximize profitability.
- Regularly monitor MIS reports for FX and Trade Working Capital revenues and utilizations.
- Continuously seek to increase revenue margins from customers.
Customer Service & Service Level
- Whenever needed, contact customer service groups and processing units to ensure satisfactory service standards are met.
- Operations and Process responsibilities.
Activities / Operations
- Discuss credit packages with respective Credit Team and approving authorities if needed.
- Establish and maintain a close working relationship with Credit Division/ Credit Administration.
- Understand customer s financial needs & initiate formulation of written proposals to fulfill these needs with bank s products within the general guidelines of Business Banking and regulating authorities
- Review credit analysis and add high standard qualitative comments.
Compliance
- Compliance with bank related policies and procedures, and Business Banking standards in structuring & pricing of limits.
- Adhere and comply with bank s internal applicable policies and procedures as well as governing regulations issued by concerned authorities.
- Cooperate and facilitate work of internal audit and risk management to address gaps, and respond to audit reports within agreed deadlines
- Monitor money laundering activities and coordinate remedial actions with management.
- The day-to-day responsibilities of the proposed role will include, but not limited to:
Knowledge
- Strong understanding of financial statement analysis, conducting due diligence for lending cases, ability to risk assessment.
- Strong knowledge of Trade Finance and Real Estate Finance products.
- Good understanding of market best practices and dynamics including demographic factors, competitor products and services.
- Strong understanding and working knowledge of SME banking and related regulations.
- Understands legal structures consistent with different type of businesses.
Skills
- & Behaviours.
- Proven ability to communicate and influence at different levels and to a variety of audiences.
- Proven achievement of meeting or exceeding sales targets. Having a sales hunting mindset.
- Able to evaluate, analysis, draw conclusions and develop insightful recommendations and solutions.
- Strong entrepreneurial / commercial / business acumen with an understanding of wider economic issues.
- Proven ability to build and maintain strong customer relationships.
Frameworks, Boundaries & Decision-Making Authority
- Functions within the framework and boundaries of Group policies as well as overall organizational and governance frameworks.
- Authorized to take decisions as per the approved authorization matrix.
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