Job Description
JOB PURPOSE:
To grow and manage large account portfolios and sensitive client relationships for assigned portfolio in the CBG-Contracting segment improve service quality levels and supervise the subordinates day-to-day activities and client interactions to ensure that the team's objectives are constantly met and its revenue targets achieved, while maintaining client satisfaction and portfolio credit quality.
KEY ACCOUNTABILITIES:
Client and Market Analysis
- Conduct financial analysis on clients and their respective geographies/ industries/ markets to identify potential opportunities and risks
Business Origination
- Originate new business opportunities with target clients across banking products and in line with relevant policies
- Obtain support from relevant stakeholders and governance forums to close deals (e.g., credit, products, GT)
- Develop Term Sheet, Information Memorandum, Mandate letter. etc.
- Examine & resolve credit, market and operational risk aspects of the transactions in collaboration with products and enablement units
- Maintain the credit quality of the clients relationships within the Portfolio to an acceptable level set by the Bank's management
- Pitch, review, negotiate and conclude deals
- Develop and maintain strong relationships with key decision makers in other banks to originate business.
- Up to date with the latest market, competitors, regulatory and industry and amend accordingly the account plans as when applicable
- Ability to handle sophisticated transactions and engage assigned team members.
- Recommend policy amendments as when required to match with the latest business trends.
Client Relationship Management
- To achieve assigned financial and non-financial objectives by meeting all borrowing & non borrowing needs of customers with target segments (E.g. borrowers, transactors, depositors).
- Prepare and Maintain Account Plans for all clients with support from relevant partners (e.g., products, international banking, Employee banking, Asset Management, etc.)
- Support on the conduct of annual/periodic credit facility reviews in the existing portfolio in a timely manner and support on the recommendation of appropriate credit facilities in line with the banks credit policy to maximize earnings while containing risks to an acceptable level and identifying candidates for downgrades/ upgrades.
- Implement and maintain complete control aspects i.e. documentation, periodical client visits / call reports, stock inspections and formal credit checks / informal market feedback to monitor the assigned portfolio effectively. Develop director skills on the same
- Organize client meetings with relevant partners/ seniority to deepen FAB relationship within the portfolio
- Identify & develop cross selling opportunities and increase cross-sell ratio and returns with clients
- Support client on their day-to-day banking requirements with support from the team (as applicable)
- Ensure customer satisfaction remains high and meets the targeted NPS score
- Keep abreast of market trends and manage a disciplined marketing process by identifying steps/strategies necessary to effectively initiate relationships with prospects.
- Onboard new clients as and when required
Collaboration
- Align with Contracting teams as well as other partners to identify and convert opportunities
- Collaborate with other business divisions to drive cross-BU collaboration. Develop proposition strategy, competition analysis, focused group approach, service delivery model, customer experience, internal & external campaigns and alignment with other Products & proposition including Risk policies, Payment & Cash management, Trade products, collaboration with Retail banking including Private Banking, etc.
- Align with International banking to support client in FAB network locations
- Support Unit/Divisional/Bank-wide initiatives (as required or assigned)
Operational
- Follow all relevant policies, processes, standard operating procedures, and instructions so that work is carried out in a controlled and consistent manner
- Conduct periodic reviews of risks (credit, operational, compliance etc.) within the portfolio on a regular basis
- Drive day-to-day administrative and transactional activities for the team such as client calls, documentation follow up, pipeline updates, and any other activities in the unit/team to ensure continuity of work and delivery of effective/high quality output
- Ensure that internal processes for existing portfolio/ NTBs are in-line with the Bank's policies & procedures.
- Manage and follow up on KYC and compliance requirements in order to ensure consistency with the Bank's KYC and AML policies and regulatory requirements.
- Ensure all credit reviews are submitted on time and agreed conditions are met.
- Ensure all clients files /documents are maintained
- Maintain a satisfactory audit on the portfolio
- Adhere to process KPI's and, ORM, BCP & Internal Audit requirements
- Prepare timely and accurate statements and reports to meet the unit's requirements, policies, and standards
Leadership
- Manage teams and act as Role Model for the entire Contracting & individual team
- Motivate, Develop and Coach a team members
- Achieve individual and team's financial performance targets
- Learning & Development - Attend appropriate on and off-the-job training programs and ensure development and skill upgradation of team members
- Involvement in team members new hirings
- Ability to quickly resolve/avoid internal/external conflicts if any
#LI-MA3
Qualifications
Minimum Qualification
- Bachelor's degree in Finance or related discipline.
- Master's degree in Business Administration is preferred.
Knowledge, Skills, and Attributes:
- Deep Knowledge of Corporate and Investment Banking sector
- Understanding of FAB's product offering and business strategy
- Ability to collaborate with a wide range of stakeholders to drive business
- Strong relationship management skills both internally and externally
- Sound communication skills (written and verbal)
- Ability to analyze and research information
- Deep Financial and credit analysis ability with an aptitude to identify opportunities and close business deals
- Data analysis and financial modelling skills
- Ability to work under pressure and adjust quickly to changing priorities
- Proficient in MS Office (excel, word and Power-point)
Minimum Experience
- 12-15 years of experience in corporate and/or investment banking with 5+ years of team management
