To establish, develop and grow a portfolio of Global Corporate customers (primarily from China and some from other non-UAE locations) which have operations in UAE & MENA region.
These clients will require routine working capital, foreign exchange, cash management services as well as occasionally complex financing solutions (project financing, risk management etc) and other Wholesale Bank services.
The SRM will be required to generate and grow revenues from this client base by managing the relationships professionally and in adherence to SCB policies. There will be Credit responsibility and accountability for these relationships as a FAM and RAM, involving regional account coverage in MENA.
Manage the client relationships with support team of Credit Analyst and Client Coverage Manager.
To work closely with WB product partners to ensure appropriate financial and banking solutions are being extended.
•To pro-actively establish, develop and grow a portfolio of large corporate clients.
•Work in close coordination with GAM locations for growing the relationships and for credit facilities.
•Originate business from the clients in UAE & MENA region in coordination with other FAMs in MENA (eg. Pakistan, Qatar, Bahrain, Saudi Arabia etc) and WB partners (Transaction Banking, Financial Markets, Corporate Finance etc).
•Ensure that new relationships or ongoing requirements of existing clients attain maximum revenue within acceptable risk profile requirement.
•Carry out detailed financial analysis of the client accounts and develop proposals within defined Bank procedures.
•Create structured trade finance and treasury transactions and facilities using analytical and constructive thinking.
•Adopt appropriate relationship management strategies to protect the Bank's interest at all times e.g. avoid potential defaults and to meet the clients expectations of the relationship with differing situations often requiring varied styles of creation or identification and selection of appropriate solutions.
•Markets to large existing and potential clients the full complement of products and services offered by the Bank, including Financial Markets, Consumer Banking and Private Banking and promotes within Standard Chartered Group opportunities by referring potential relationships to other countries in order that SCB may benefit on a Group basis.
•Manage, train and appraise a dedicated team in order to develop their Client Relationship skills and motivate them to contribute to achievement of job and team objectives.
•Remains up-to-date in the key industries such as Oil & Gas, Telecom, Construction/ Contracting for GC Chinese clients in MENA thus acting as a technical resource / advisor to clients Division on matters relating to this industry e.g., proposed new client, provision of market feedback in relation to structure of facilities, product suitability and market trends.
•Contributes to overall strategy formulation in discussions with the Segment Head and HOCC, UAE, bringing to bear market knowledge, competitor analysis, trade flows and innovative 'deal' structures in order that the strategy reflects market.
•Monitors market and competitor activities and strategies to ensure that opportunities for new business and not overlooked and SCB market share retained.
•Identifies through account management potential defaulting accounts and investigates through closer management of the account cause for concern and recommends to the Segment Head appropriate remedial action.
•Manages defaulting accounts in coordination with GSAM / GAM by devising an account management strategy e.g., period, suspension of interest, recovery of full debt and then implements the plan with the assistance of external bodies and agencies e.g. police and courts thus minimising losses to the Bank.
•Ensures that all 'team' related administrative functions including file maintenance, regular stock inspections, periodic appraisals, training and staff development are competently performed.
•Additional responsibility of running with adhoc Corporate Banking/OCC/WB projects which come up from time to time.
Contributes to the achievement of overall Corporate Strategy.
•Revenue generation for Corporate, Treasury and to a lesser extent, Personal Banking.
•Upskilling and motivating dedicated portfolio support team.
•Takes on adhoc projects – tail management, RWA Hogs management etc.
•Protection of the Bank’s reputation, Banks ability to meet legal and Regulatory obligations.
•Minimizing Risk of the Bank being used by Money Launderers.
Judgement & Complexity
•Judgment must be exercised continuously in order to identify, assess, structure and service profitable business. Cultivate existing opportunities as well as to introduce control measures over, or the disengagement of, account relationships which represent deteriorating risks to maintain portfolio quality.
•Each relationship requires unique account relationship and management and the Competitive market leaves no room for mistakes.
•Judgment is required in structuring complex trade finance deals for large corporate requiring proficiency, experience and exposure to such practices.
•To be able to detect any suspicious transactions, Money laundering, forgeries, sanctions breaches etc.
•Requires keeping abreast of product development in Treasury, Foreign Trade and Personal Banking to maximise business opportunities for the Bank.
Have a good knowledge of the Groups policy, Standards, local regulations and legislation of the prevention of money Laundering.
•Business Management and / or Accounting / Commerce related Graduate / Post-Graduate degrees - MBA/CA/ BBA preferred but not essential
•Experience in a corporate banking environment and actively managing corporate client relationships.
•Sound understanding of corporate treasury products, trade finance products, personal banking products and international banking products.
•Strong credit appraisal and marketing skills, with the ability to interpret complex financial information.
•A good understanding of the general, economic, political and business environment of the region.
•Excellent communication (written and verbal) and negotiation skills.
•High quality experience in a credit management position with proven ability to manage a team.
•Experience in managing relationships with Chinese Clients and preferably spoken and written skill in Mandarin