Relationship Manager, China Corridor at Standard Chartered Bank Kenya

Key Responsibilities

Strategy

• The role would be responsible for Origination of network business from China. The RM role would work closely as a team with Credit Analyst (CA), Client Manager (CM) and Customer Service Manager (CSG) in on boarding clients, deepening relationships and driving revenue growth. 
• The RM is overall responsible for post deal account maintenance and managing the risk associated with the portfolio. He/She has an overview on Client Manager who holds direct responsibility for post transactional activities and the Credit Analyst for credit related activities.
• The RM will also share best practice with the wider China network team across Africa and takes on extra responsibility to drive network initiatives across the region

Business

Core function of the role is origination with details as below

• Ensure quality of client acquisition, identify prospect and convert in line with Bank’s appetite and Corporate Banking’s strategy
• Leverage on SCB’s unique network and full franchise across Africa and China to capture more Chinese investors into Africa and facilitate the expansion of these investments across Africa 
• Ensure quality of the sales pitch and lead them with the clients
• Work with Credit Analyst and obtain all pre-deal clearances.
• Manage a healthy pipeline and also a record of client calls and discussions
• Oversee CM to ensure smooth on-boarding of client after thorough completion of documentation and other processes.
• Senior client calling and briefing on a regular basis for account maintenance and deal negotiation. Also engage senior internal stakeholders for marketing, credit and any other pertinent issues.  

Processes

Client on-boarding & deal execution

• Work with Customer Due Diligence team to ensure proper completion of due diligence requirements.
• Work closely with CA, product partners, and analyze a) wallet size b) determine appropriateness of the product and c) work out a comprehensive account plan from a one-bank perspective
• Successfully negotiate and close out pricing and other deal dynamics with client 
• Oversee the quality & turnaround of credit proposal and ensure faster delivery. Work with CA for resolving Credit queries.
• Oversee the CM to ensure all documentation and security creation are completed on time to ensure smooth execution of transaction.
• Liaising with Legal/external counsel in preparation and execution of non-standard complex transactions along with product partners.

Risk Management* & Governance

Account Management & portfolio quality

• Work close with product team in delivering cash management solutions and migrating clients to digital channels 
• Oversee the service quality and turnaround of service requests from clients and ensure faster delivery 
• Along with the product partner, push for line utilization of complex and structured transactions. Oversee the CM in ensuring high utilization of regular facilities.
• Work with the CA and CM to ensure discipline and quality in portfolio against timeline
• Review and monitor the client profitability to ensure there are no revenue leakages. 
• Work close with CA and CM to make sure the credit files are complete and up to date
• Attend various internal or external sales/ non sales meetings and convene the consortium meetings where we are the lead bank
• Overall responsible and accountable for the credit quality of the assigned/acquired portfolio.
• Ensure you remain alert to the risk of money laundering and assist in the Bank’ efforts in combating it by adhering to the key principles in relation to: identifying your customer, knowing your customer, reporting suspicions, safeguarding records and not disclosing suspicions to customers.
• Provides feedback to management and internal departments regarding customer service quality, product issues, customer complaints etc

Regulatory & Business Conduct

• Display exemplary conduct and live by the Group’s Values and Code of Conduct. 
• Take personal responsibility for embedding the highest standards of ethics, including regulatory and business conduct, across Standard Chartered Bank. This includes understanding and ensuring compliance with, in letter and spirit, all applicable laws, regulations, guidelines and the Group Code of Conduct.
• Effectively and collaboratively identify, escalate, mitigate and resolve risk, conduct and compliance matters.
• Lead to achieve the outcomes set out in the Bank’s Conduct Principles: [Fair Outcomes for Clients; Effective Financial Markets; Financial Crime Compliance; The Right Environment.] 

Key stakeholders

• External – Business & franchise building, Documentation & other consultations
• Clients (including at senior level) / Trade associations, etc
• legal firms
• Accountants etc
• Internal - Deals and portfolio update, Cross sell and execution of transaction, Portfolio monitoring
• CA & CM & IMO & CSG
• Product partners (TB/FM/PEF etc)
• Senior stake holders 

Other Responsibilities

• Embed Here for good and Group’s brand and values in Kenya/CIB; Perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures; Multiple functions

Skills and Experience

Skills    

• Strong analytic and marketing skills, the ability to interpret complex financial information
• Innovative and passionate about problem-solving
• Ownership and able to drive collaboration across the network to deliver for clients 
• A good understanding of the general, economic, political and business environment of the region and able to deliver value to clients leveraging on local network and local knowledge

Qualifications

• Education - Business or accounting related degree.
• Experience - Minimum 5-8 years working experience in client facing role in banking with experience in relationship management
• Languages - Excellent communication and negotiation skills (written and verbal proficiency in both Chinese and English is a must)