Associate Director, Relationship Manager, FI Full-Time

Role Summary

• As the Associate Director, Relationship Manager – Financial Institution, you will be the primary coverage and origination point for a portfolio of Financial Institutions, which includes, Banks and NBFIs, Public Sector and Development Organizations, Fintech, Insurance, Asset Managers, Investors and other institutional clients in the country.
• You will also act as Global Account Manager (GAM) who will serve as the primary global client contact to deliver best in class products and services by mobilising RAM’s, FAM’s and Product Partners within the Bank’s network.
• You will also be the Field Account Manager (FAM), responsible for working with the GAM and, where relevant, the Regional Account Manager (RAM) to deliver the SCB network to our clients.
• You will be responsible for developing and executing Account Plans, establishing and maintaining an end-to-end understanding of the client group structure and client needs and steering the client relationship. You will define and agree on the relationship strategy for the client and drive execution in country and globally.
• You will identify and act on opportunities by working closely with the coverage team and product partners to provide well-designed solutions that meet client needs and ensure seamless execution of Account Plans.
• You will be accountable for delivering financial performance objectives (revenues, costs, RoRWA, etc) and for all other objectives for the management and development of client relationships, specifically compliance (AML, CDD) and credit risk.
• You will act as a champion of the Bank’s brand, culture, and conduct standards.

Key Responsibilities

Strategy

• Develop and maintain a deep understanding of the clients’ needs and the industries/markets in which they operate to identify new opportunities for the Bank to add value.
• Lead the development and implementation of the client strategy (working with the coverage team including product partners) for the designated portfolio as identified through the Account Planning process
• Direct industry and product specialists to deliver on client strategy:
• Holistic and well-designed solutions across our full range of products to clients
• Overall client profitability, pipeline in particular the cross-sell commitments made as part of the Account Planning and deal approval processes
• Active engagement with key client contacts. Maintain a strong working relationship with Risk, Legal and Compliance and other key stakeholders

• 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 with senior management and key decision makers of names in his/her portfolio to improve the quality of dialogue with clients, moving away from ‘transactional’ reactive client coverage to consistent value-added partner/trusted advisor status.
• Anticipate clients’ needs and provide strategic advice, bringing in the relevant product and industry partners, as appropriate.
• Maximise profitable revenue for the Bank whilst maintaining focus on client outcomes, strengthening and deepening existing relationships both at the senior level and operating level for clients in his/her designated portfolio.
• Professionally represent Standard Chartered Bank at the highest levels within region and internationally.
• Bring strategic thought and vision as to how the corporate landscape regionally/globally is changing and where areas of international growth lie relevant to the client portfolio.
• Ensure that industry and product knowledge is continually developed personally and within the team.
• 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, 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 through the governance framework and with Banking management
• Adhere to relevant sales disciplines in accordance with CIB standards e.g. Account Planning, Call Reports, Deal Pipeline Management, and static data management

People & Talent

• Ensure self-development through formal and on-the-job training to achieve high standard of professionalism and technical competence

Risk Management

• Take the initiative on regulatory, reputational and ethical matters and provide proactive advice to clients, as identified.
• 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.
• 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 Regional / Country Banking Heads and Group/governance committees, as appropriate

Governance

• 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.

Key Stakeholders

Internal

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

External

• Client contacts at all levels
• Peers in the Corporate Banking sector

Other Responsibilities

• Perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures.
• Contribute to the effectiveness of the department’s business continuity plan; actively participate in the BCP testing providing timely feedback on BCP matters and be available during contingency situations; should be fully conversant and knowledgeable of the most updated BCP and keeps a copy of the call tree list which should be readily be accessible in the place of residence

Ideal Candidate

• Has Bachelor’s Degree in Banking/ Finance or other related fields
• Has at least 5 years of work experience in Corporate/Institutional Banking or other relevant/related segments preferably as Relationship Manager
• Has good understanding of the industry as well as the local markets with regards to Institutional banking in the Philippines
• Knowledgeable in Transaction Banking (Cash & Trade), Financial Markets (such as derivatives and credit trading) and Capital Markets (including custody services)
• Risk & AML certified as stipulated by Bank policy
• Has background in Risk Management, including Credit and Compliance
• Has effective planning skills – both tactical and strategic
• Has strong sense of innovation and global perspective

About Standard Chartered

We’re an international bank, nimble enough to act, big enough for impact. For more than 170 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
• Are better together, we can be ourselves, be inclusive, see more good in others, and work collectively to build for the long term

What we offer

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 leave, parental/maternity (20 weeks), sabbatical (12 months 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.