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Primary Location: Malaysia,Wilayah Persekutuan,Kuala Lumpur
Education: Bachelor's Degree
Job Function: Relationship Management
Shift: Day Job
Employee Status: Regular
Travel Time: Yes, 50 % of the Time
Job ID: 17059319
Job Description - SME Relationship Managers (SME-RM) Summary A SME-RM manages a portfolio of small-sized enterprises ("SME") to reach sales, assets and liabilities targets set by the bank and providing satisfactory service to SME clients. The SME-RM is focused on cross-selling a suite of banking services and products to maximize revenue and gain deeper wallet share with existing clients.
Cross-selling & Client Engagement - Developing and managing client relationships through regular client engagement to ensure revenue maximization and increasing Citi's wallet share in overall banking arrangement
CA / Joint Risk Responsibilities with CLU - RM should work closely with CLU in preparing CAs and monitoring risk issues
Risk Management - Close monitoring of client's business trends and exposure performed by the RM individually
Compliance/Legal related work - Ensure internal and regulatory compliance, flag off any AML/franchise related issues and keep abreast of all policies & processes
Cross-selling & Client Engagement Responsibilities in relation to cross-selling products and growing SOW / cross-border revenue include:
Building deeper engagement for existing relationships, creating a revenue generating portfolio with consistent return on risk capital and minimal credit losses
Resolving service/operational issues which are escalated by the RA
Building deeper engagement for existing relationships through regular site visits, quarterly call memos and corporate events
Preparing relationship / account / RORC plans for clients
Understanding client's business strategy and banking requirements to fulfill their needs and increase Citi share of wallet by maximizing cross sell opportunities leveraging the bank's products and services
Supporting client's overseas banking needs by working with RMs overseas or using the AEP program to grow cross-border revenue
Coordinating with Product team (TTS, Treasury, CMO) to prepare pitch material and present solution to client
Ensuring that the new facility, product or system is availed and implemented
CA preparation / Joint Risk Responsibilities with CLU Responsibilities in relation to completing CAs and risk monitoring shared with CLU include:
Completing relevant RM sections of the CA for new credit lines extended to new customers, upgrades of credit lines for existing customers and renewals for unchanged credit to submit to CLU. This includes relevant documentation such as S&A, RORC, ISDA, Regulatory and Compliance Checklist, Sanction Assessment etc.
Performing background check on customer with relevant credit agencies, buyers, suppliers and banks with assistance of CLU
Liaising with CLU and Risk on issues/concerns raised over the CA.
Conducting joint EW/client calls and monitor triggers and tripwires at a CA level along with CLU and EW Risk team
Providing quarterly inputs to CLU for CCR write-up by contacting clients to obtain key financial and other updates for special mention clients
Preparing and presenting materials for portfolio reviews (e.g. large exposure reviews) and Red zone reviews at account level with assistance from CLU. CLU will assist by providing obligor level OSUC, ORR and other such data while the RM will need to write the proposed reasons and remedial action plans for Red Zones, or in the case of large exposure reviews write the credit outlook summary and provide inputs on financial forecasts/projections, and any other key developments since last CA.
Credit files will be maintained by CLU with primary ownership remaining with the RM
Variations, if any to any of the above mentioned joint responsibilities will be jointly approved by the country CCB and CLU Heads
Risk Management Responsibilities in relation to monitoring existing client portfolio from a risk perspective include:
Being the first line of Defense/Interface for any adverse news (eg on credit, reputation). Perform site visit and present findings to risk and business seniors via quarterly/semi-annual call memos
Working with the remedial unit for stressed account. This would include working on an action plan and keeping a close eye on criticized portfolio to detect red flags and potential double jumps
Preparing Green light Memo for enhancement based on any emerging opportunity to discuss with Business, Risk and CLU
Compliance Responsibilities in relation to ensuring compliance with regulations, policies and AML include:
Managing and resolving compliance / AML exceptions and issues
Creating / renewing eCADD in a timely manner with assistance from RA by arranging information from client and liaise with BSU/CADD team in resolving exception.
Resolving of non-regular transactions if escalated by RA
Fluent in English
Finance/accountancy qualifications or equivalent experience are preferred
Outstanding analytical skills
Specific knowledge of risk and credit, and industry, including market, competitors and the main opportunities of the sector
Experience in Financial Services, specifically within Corporate and Investment Banking
Deep knowledge of financial markets, capital market products, global treasury management
Interpersonal skills/networking and results oriented
Able to create and sustain good personal contacts with clients, within the team and among Citi's product partners