Senior Relationship Manager - Liabilities

Role Overview

Senior Relationship Manager - Liabilities at FAB, a Banking & Financial Services company.

Role Purpose

Acquire and manage high-value client relationships to grow the bank's liability book and increase revenue. The role combines relationship management, risk management, profitability oversight, and customer service delivery across assigned market segments.

Key Responsibilities

Business Development & Client Acquisition

• Acquire new high-value clients and enhance existing relationships to increase liability business and revenue.
• Engage clients to understand their banking needs and increase the bank's wallet share.
• Source business from prospects and follow up on sales leads within designated segments.
• Plan timely client visits to introduce GTB and GM partners.
• Forward sales leads to other areas for cross-selling opportunities.

Product Strategy & Revenue Growth

• Cross-sell and upsell bank products and services, including GM and Cash products, to maximize revenue.
• Increase sales volumes and market share in target segments.
• Identify client financial needs and deploy bank products to enhance the asset base.
• Establish efficient, customer-focused approaches and increase share of high-end market business within assigned segment.
• Continuously seek to increase revenue margins from customers.
• Maximize profitability through effective utilization of limits.

Client Service & Communication

• Maintain timely response and turnaround on customer requests and business applications.
• Provide accurate and timely product information and communicate benefits to customers.
• Keep customers updated on new products and services.
• Contact customer service groups and processing units to ensure service standards are met.
• Practice high quality customer service standards.

Pricing & Product Coordination

• Negotiate with internal stakeholders and structure product pricing according to customer needs.
• Coordinate with product managers and specialists on product promotion.

Credit Management & Analysis

• Prepare and analyze credit applications and financial statements for approval.
• Ensure credit applications for new and renewal clients are correctly prepared per bank policies and regulations.
• Perform credit worthiness analysis and recommend appropriate credit limits.
• Assess financial and business risks in lending decisions, analyzing competitive position, strategic direction, management quality, and financial profile.

Risk Management & Portfolio Oversight

• Recognize early warning signals of unsatisfactory account conduct and pursue collection of past due loans.
• Proactively manage portfolio risk by ensuring timely account renewal within applicable time standards.
• Ensure compliance with bank policies, procedures, and Business Banking standards in structuring and pricing of limits.
• Monitor MIS reports for FX and Trade revenues via EDW Dashboard.
• Work with internal departments on compliance risk, operational risk, and credit risk management.

Compliance & Governance

• Update KYC information in a timely manner.
• Adhere to internal policies and regulations issued by authorities.
• Cooperate with internal audit and risk management to address gaps and respond to audit reports within agreed deadlines.
• Monitor money laundering activities and coordinate remedial actions with management.
• Strictly adhere to bank policies to prevent fraud and operational risks.

Qualifications & Experience

• Proven ability with successful record of accomplishment in driving high-performance culture and delivering customer and financial objectives.
• Sales management experience.
• Demonstrated team player mentality.

Skills & Competencies

• Excellent interpersonal skills.