Relationship Manager

**Job Summary**
- This role sits within the Australian FI Client Coverage Team. As a member of the team, the individual will work closely with the Relationship Managers to execute the local strategy with the aim of maximising business growth and profitability through support on existing customers. The role will include developing the skills to take on direct client responsibilities and develop a pipeline of transactions. The role will also involve working directly with the Head of FI to investigate new areas of potential business, new client sets and preparing required internal papers to support strategy. The role has a primary focus on the BBD segment (Banks, Broker Dealers, NBFI, Fintech).**Key Responsibilities**

**Strategy**
- As a member of the Australia FI team, to contribute to the development and execution of local business strategy with the aim of maximising business growth and profitability of the FI segment.
- This includes partnering with GAMs and product partners to:

- raise the Bank’s profile with the target market segment as a recognised and preferred supplier of quality banking products and services.
- maintain a high professional standard in terms of customer relationship management; cross selling; presentation skills; knowledge in product, systems and operations; and credit assessment and monitoring.
- have a thorough knowledge of banking products, services, operations, policies and guidelines to leverage SCB’s broad range of financial capabilities, especially FM products that can be applied to investor clients.
- build and retain close customer relationships in the FI segment at senior management levels.

**Business**
- Develop skills required to take on direct client responsibility with the aim of:
- Generating potential client leads and successfully convert such leads into actual clients.
- Generate and execute clear Client Account Plans & Briefing Notes.
- Be actively involved in the marketing efforts e.g. in communication with management, both internal and external and cross selling multiple products and multiple geographies to client.
- The role will also involve working directly with the Head of FI to investigate new areas of potential business, new client sets and preparing required internal papers to support strategy. To also assist the Head of FI with co-ordination of required reports to monitor business activity and other ad hoc activities.**Processes**
To work closely with our product partners across the Group.- To leverage on the Bank’s key capabilities to maximise profits and RORWA within agreed risk parameters and quality standards.- Act as the liaison point for GAMs/FAMs outside Australia on BBD names to ensure that:
- Australian clients are effectively managed in other markets
- The bank optimises cross-border opportunities
- There is an expectation that this role will also include support for the FI Credit Analyst from time to time, which may include supporting work for credit submissions and other credit related work. The role will also require working with the CM team to facilitate onboarding and any required renewals by liaising with the client.- Support GAM / Senior Banker in account strategy process for each client by involving all relevant internal stakeholders:
- Conduct 'deep dive sessions'
- Work with the product partners to maximize cross-sell and returns on risk weighted assets.
- Communicate relevant approved strategy for each client to all relevant internal stakeholders
- Along with product partners, push for line utilization of complex and structured transactions. Oversee the CM in ensuring high utilization of regular BAU facilities.
- Review client profitability data for clients.
- Participate in conversations with client on account strategy/wallet sizing/transactions/pricing issues
- Identify clients that need to be classified as Early Alert with Credit and/or transferred to GSAM
- Lead the effort in amending the account Strategy if a critical credit related issue arises
- Form and manage internal deal team for complex transactions that involve numerous internal product partners. Ensure that sensitive deal information is managed and treated confidentially
- Drive product and geography cross sell with clients
- Responsible for prompt logging of client calls into systems and refreshing deal pipeline. Drive swift conversion of deal by engaging client and relevant internal stakeholders
- Responsible for annual account planning exercise and engage product partners to ensure account planning process is rigorous and revenue objectives for client are fulfilled
- Responsible for periodic credit review and requests for information/updates particularly during periods of market volatility
- Exemplary deal management from origination to post deal ensuring at all times, professionalism of discussion, completion of relevant documentation, fulfilment of deal conditions and monitoring post fund disbursement

**Risk Management**
- Be proactive in ensuring compliance