Senior Relationship Manager

Job Summary

The incumbent will be primarily responsible for managing relationships with High Net Worth (HNW) customers allocated to him, including members of the Ruling Family and Government officials and act as a ‘one-stop solution’ for all Private Banking domestic banking and investment, and lending services. The incumbent must be able to work closely as part of the team to develop referrals from their client bases.

Key Accountabilities

Shareholder & Financial

•   Responsible for accomplishing lending and deposit volume goals and all financial services within the Private Banking platform

•   To develop and grow the PB AUM portfolio and maximize the return for the bank

•   Develop new business by acquiring new clients and cross sell a wide variety of Private banking products and services including a comprehensive range of credit services, investment services

•   To produce and present suitable investment proposals to HNWI with best advice practice

•   To produce and present suitable credit facilities proposals to HNWI 

•   To provide regular feedback on market developments and competitor activity

•   To ensure strict compliance with internal and external guidelines and regulations

Customer (Internal/External)

•   Responsive to the needs of the customer base and lead the customer focus initiative to ensure a cross referral environment is established in the Private Bank for the best interests of the client. 

•   Market the Group’s products and services to the HNW customers (includes the Ruling Family members and the Government officials).

•   Conduct visits to HNW customers to strengthen relationships through personalized interaction and at the same time market Group products and services.

•   Act as the single point of contact for all Private Banking services pertaining to HNW customers. Ensure customer complaints are handled/ resolved in the most expeditious manner. 

•   Conduct regular visits to customers in line with strategy and act as the main point of contact for servicing the customer, providing information, answering inquiries and resolving issues.

•   Solicit client feedback on value proposition and for new product ideas and ensure communication of customer feedback to Segment Management team.

•   Leverage insights and data on customer needs and behaviour in order to build deep customer relationships.

•   Build and maintain strong and effective relationship with the all other related departments and units to ensure priority processing and resolution of the needs/ queries of such customers including any related operational issues and thereby facilitate achievement of the Group’s goals/ objectives.

•   Provide timely and accurate information to the external and internal auditors and the Compliance function as and when required on the HNW customer base

Other Accountabilities

Relationship Management

•   Participate in the identification and establishment of new relationships, consistent with the Bank’s strategic and commercial objectives.

•   Prepare regular meetings with portfolio clients to introduce Cb products and services in order to maximize portfolio revenues and ensure that customers are satisfied with services received.

•   Assist in the maintenance of ongoing dialogue with customers to ensure that they are aware of all Cb products/services relevant to their situation and credit analysis.

Customer Analysis

•   Gather information on existing and potential customers; analyse their credit worthiness, credit data compilation and financial information interpretation in order to ensure a continuous workflow with all required information available.

•   Profile existing and potential clients in order to identify overall banking needs and thus introduce clients to appropriate new products and services.

•   Assist in the development of account plans in a consistent and timely manner in order to swiftly follow-up on identified business opportunities and regularly update team leader about portfolio’s accounts development

Revenue generation

•   Achieve sales and revenue targets for existing and new customers and also ensure customer profitability targets are met.

•   Collaborate with Cb Capital to provide customers with investment products and comprehensive advisory services in line with all binding local regulations.

•   Provide support to ensure that high credit quality is maintained at all times within the credit portfolio

Continuous Improvement

•   Contribute to the identification of opportunities for continuous improvement of systems, processes and practices considering ‘international leading practice’, improvement of business processes, cost reduction and productivity improvement.

•   Maintain and expand the HNW customer base through introduction of innovative products backed by provision of superior services.

Policies, Systems, Processes & Procedures

•   Recommend improvements to departmental procedure and direct the implementation of instructions and controls covering a specific area of activity so that all relevant procedural/legislative requirements are fulfilled while delivering a quality, cost-effective service.

•   Ensure processes are in place for launch of new products tailored for the HNW customer segment, including the smooth launch of the same.

Statements and Reports

•   Assist in the preparation of timely and accurate departmental statements and reports to meet Cb and department requirements, policies and standards

Quality, Health, Safety, & Environment 

•   Ensure all relevant quality, health, safety and environmental procedures, instructions and controls are adhered to so that the safety of employees, quality of products/services and environmental compliance can be guaranteed

Related Assignments

•   Perform other related duties or assignments as directed