Senior Relationship Manager FI Trade Finance

• To develop, retain and manage customer relationships with trade finance requirements in the commodities trading as well as general trading and manufacturing sectors. Achieve income growth targets without compromising the Bank’s credit risk quality.
• The job holder will mainly target corporates which are active across the Middle East & North Africa/Europe & N. America axis, generating substantial fees-based revenues from trade flows, besides interest income from participations in syndicated and bilateral facilities.

Principle Accountabilities and Duties:

Business Development & Client Management

• Identify and drive business development for the bank based on Target Market criteria.
• Originate and structure innovative and technically sound transactions with client organisations in line with the Bank's risk appetite and taking into account Climate Risk factors in all business development initiatives.
• Establish a presence in the market and achieve recognition as an active and willing participant in target markets.
• Solidify market reputation developing Relationship Banking and business links on a pan-European basis.
• Develop country expertise and pursue business development opportunities across multiple sectors to enhance and build the Bank’s franchise and reputation across the assigned geographic coverage.
• Primary point of contact for clients (CEO, Finance Director, Treasurer, Trade, etc) providing advice on financial strategy, business risk and credit issues as appropriate.
• Regular client visits/contact to monitor changing circumstances / plans / opportunities, together with ad hoc meetings as required. Communicating all key messages concerning relationship to others as appropriate.
• Use client feedback and industry knowledge to inform, identify and contribute to the development of the Bank’s product offering.
• Develop banking solutions using a diagnostic approach. This will require the job-holder to have an in-depth understanding of customer needs and to take a holistic view of the customer’s business.
• Support the FI & Trade team and other CIB RD’s as required in structuring and delivering solutions to customers.

Relationship Planning

• Research, create and follow up a target list for potential new business.
• Create and co-ordinate the production of annual Customer Relationship plans considering input from product specialists and Credit Risk teams to ensure a consistent and coordinated marketing approach from across the Group to the portfolio.
• Review Relationship Plans to create an action plan for each quarter.
• Identify priority customers to support delivery of primary objective of maximising risk–adjusted portfolio contribution.
• Attend social events and other networking opportunities to attract/identify potential clients and business opportunities.
• Deliver a no-surprises approach to risk by using open dialogue with customers on risk status and by interfacing with other Group companies’ risk processes to ensure a consistent approach.
• Accountable for preparation of facility letters along with the Bank's internal legal and the execution of documentation and draw down of facilities.
• Liaise with the credit team to structure sound facilities and renew existing facilities before annual review dates.
• Accountable for management of financial information produced by customers.
• Identify, agree and instruct taking and updating of security (including valuation).
• Prepare business plans and budgets for own portfolio, to ensure alignment to the overall strategy. Manage and monitor own implementation of business plans and budgets to ensure you meet/exceed objectives.
• Manage own activities to implement Bank policies, procedures, and practices concerning granting or extending lines of credit, commercial loans, letters of credit and guarantees to protect the interests of the Bank.