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Associate Director, Relationship Manager Public Sector & Developmental Organisation
Standard Chartered Bank Malaysia Berhad
July 10, 2018
Kuala Lumpur, Malaysia
About Standard Chartered We are a leading international bank focused on helping people and companies prosper across Asia, Africa and the Middle East.
To us, good performance is about much more than turning a profit. It's about showing how you embody our valued behaviours - do the right thing, better together and never settle - as well as our brand promise, Here for good.
We're committed to promoting equality in the workplace and creating an inclusive and flexible culture - one where everyone can realise their full potential and make a positive contribution to our organisation. This in turn helps us to provide better support to our broad client base.
The Role Responsibilities
Lead the origination and client relationship management for a portfolio of Public Sector & Developmental Organisation Clients, including setting overall client strategy and account plan
Develop and maintain a deep understanding of the clients' needs and the industries / markets in which they operate
Direct the coverage team of RMs, 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 and high level ('c' suite) contacts with senior executives within clients. Maintain a strong working relationship with Risk, Legal and Compliance and other key stakeholders.
Key Roles & Responsibilities:
Responsible as the primary global client contact delivering the best product the bank has to offer by mobilising RAM's, FAM's, product partners & new ideas into each client relationships.
The GAM is the strategic advisor to the Client, accountable for the overall client group revenues, profitability and risk acceptance (AML, CDD and Credit).
The GAM is responsible for Account Plans, establishing and maintaining an end to end understanding of the client group structure and client needs and steering the client relationship. Define and agree the relationship strategy for the client and drive the global execution.
Identifies and acts on opportunities to create new partnerships by working closely with the coverage team and product partners to ensure execution of Account plans.
Acts as a champion of the Bank's brand, culture, and conduct standards.
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.
Accountability for delivering financial performance objectives (revenues, costs, RoRWA, etc.)
Accountability for all other objectives for the management and development of client relationships, specifically compliance (AML, CDD) and credit risk.
Actively identify client needs across full set of SCB product capabilities, originate new business and grow the franchise by capitalising on bank competitive attributes (e.g. Network etc.). Selectively developing new relationships where required.
Engage senior management and decision makers of key clients to improve the quality of dialogue with clients, promoting a move 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 the profitable revenue to the Bank whilst maintaining focus on client outcomes, strengthening and deepening existing relationships both at the most senior level as well as at the operating level in the clients in the 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.
Proactively manage the designated client portfolio to ensure:
Close ties exist with key stakeholders e.g. Financial Markets, Transaction Banking, Corporate Finance, Risk, Country CEOs, Service Delivery, etc.
Risks are appropriately identified and managed.
The team is suitably trained with respect to an understanding of the regulatory environment, keeping up to date with applicable changes and Group policies with ability to contribute and, where possible, influencing policy formulation
Key regulatory risks and concerns are raised into the governance framework throughout the Global Banking team
All sales disciplines are adhered in accordance with CIB standards i.e. Account Planning, Call Reports, Deal Pipeline Management, static data management as applicable for the role.
Develop opportunities through attendance at key Industry events as necessary.
Our Ideal Candidate
Graduate from a reputable University.
Must have 10 years of Corporate Banking experience, preferably in the Global/ International Corporate segment.
Candidate must have a qualified credit certification - FI CCC.
Apply now to join the Bank for those with big career ambitions.