Vice President, Relationship Manager, Global

**In order to support the GCB growth agenda**, a relationship manager position (“the RM”) is open in Sydney**, Australia** under the supervision of the GCB International Asia Pacific (APac) Market Executive (ME) or his designated senior Australia team member. The position will focus on delivering our full regional capabilities to our GCB subsidiary clients and executing the GCB International strategy.

**About** Global Commercial Banking**

Global Commercial Banking (GCB) clients generally include Middle Market companies, Commercial Real Estate firms, auto dealerships, sports leagues, teams and stadiums, healthcare, education and not-for-profit companies in North America. GCB is one of the largest commercial banks in the U.S., more than 9,000 clients, that is one in five U.S. companies with revenues of $50 million to more than $2 billion

GCB is organized by industry and geography, to deliver both local coverage and industry expertise. Our unique client coverage model and close partnerships with other businesses in Global Banking & Markets plus Global Wealth & Investment Management and Consumer Banking and Small Business, enable our commercial client teams to seamlessly deliver all of the company’s capabilities as integrated solutions.

GCB includes the following segments:

- Middle Market Banking
- Healthcare, Education & Not For Profit (HENFP)
- Commercial Real Estate Banking

GCB International supports the corporate banking needs of our clients as they grow outside their home market.

**Role Description**:
The RM will manage client relationships**,** growing portfolio revenues and delivering client satisfaction while creating solutions for Australia and New Zealand based subsidiaries of GCB clients.

The role will focus on cross-selling the Bank’s commercial banking products including Credit, Asset Based Lending, Leasing, Supply Chain Finance, Trade Finance, Cash and Liquidity Management, FX and Rates.

**The GCB RM is expected to**:
1. Develop and grow the assigned client relationships through coordination of regular client planning, actively prospecting and working closely with GCB Global & Regional client teams and product partners.
2. Assess clients’ needs and work with product specialists to structure appropriate solutions. Demonstrate to the clients a full understanding of their needs. Team up with business partners to offer comprehensive banking product offerings to targeted clients.
3. Drive a primary product set which includes credit & risk management, FICC, cash management and trade solutions, debt capital raising, leasing, investment and treasury products. Lead product partners to participate in business development and sales calls for marketing of the Bank’s capabilities in market.
4. Monitor P&L performance of the portfolio assigned, show full accountability, demonstrating ownership and managing client relationships accordingly.
5. Collaborate with and seek ongoing guidance, support & knowledge from other senior Australia bankers.
6. Demonstrate value-add to the international client base, combining strong local market knowledge with a detailed understanding of their challenges and opportunities.
7. Work with in-country / regional / global banking and credit teams to manage credit exposure, capital commitments & relationship returns. Liaise with Risk & Wholesale Credit partners to manage credit risk of the client portfolio with control and oversight on operational and compliance risk;
8. Be the escalation point for nominated clients in the local market, proactively solving issues, escalating appropriately to the business heads in market as well as the GCB ME in region.
9. Help establish and strengthen the Bank’s presence and profile in the local market as a credible business partner and financial advisor.
10. Be an active stakeholder in the development of the GCB APac business, generating ideas, taking ownership and demonstrating leadership as a banker.
11. Be an active risk manager and ensure the Bank’s activities are conducted in a compliant and risk free manner.

**Requirements**:

- Excellent business origination and closing skills, relevant client management experience (min**. 8 years**)
- Strong knowledge of the industry/market practices/trends and subsidiary banking needs
- Solid understanding of the core Commercial banking products across credit, treasury & foreign exchange
- Demonstrated ability to identify, understand and manage credit and risk. Formal credit training or experience will be core to this role. Established ability to understand financing needs & match client needs with the most appropriate solutions Good communications, analytical and quantitative skills necessary in a front office role
- Passion and desire to work with Commercial banking clients. Existing experience in this client set would be a plus
- Self-starter with ability to work independently and collaboratively across the matrix and establish a robust internal/ external network
- Experienced at