Assistant Relationship Manager at Standard Chartered Bank

Job ID: 2300003258

Role Responsibilities

• The ARM provides direct sales support to the Senior Banker/Banker to originate new business and in partnership with the Senior Banker/Banker is jointly accountable for client revenues/profitability.

Strategy:

• Proactive assistance to the Senior Banker/Banker with support on new business origination activities i.e., client research, pitch books, industry leads etc, including coordination with network and product.
• Client analysis, reporting on post origination activities; client meeting documentation.
• Support Senior Banker/Banker on sales discipline requirements i.e., Account Planning process; pipeline maintenance; client call reports; preparation of deal approval submissions.
• New transactions: deal execution support, document negotiation for commercial and risk T&Cs, incl. managing any client escalations, to enable Client Management team to complete execution with functions and client, coordination with Product Sales and Client Management team on documentation matters and deal drawdown.
• Proactive management of portfolio including client and product partner engagement to ensure limit utilization.

Business:

• Provide direct sales support to the Senior Banker/Banker on all origination activities for the assigned ARM client portfolio.
• In partnership with the Senior Banker/Banker the ARM is jointly accountable for client revenues/profitability through the provision of origination support including:
• Proactive assistance to the Senior Banker/Banker with transactional support on client research and meeting preparation/documentation i.e., pitch book preparation, research into industry trends etc; coordinating with product and other key stakeholders across the network to ensure client materials are of the highest quality and client focused.
• Complete bespoke client analysis as required including competitor analysis reflecting SCB’s value proposition vs peers; Complete relevant reporting on post origination activities; client meeting documentation.
• Ensure adherence to all sales discipline requirements i.e., provide support to the Senior Banker/Banker on Account Planning, deal pipeline and call report administration/discipline, as agreed with the Banker.
• Client meeting preparation and execution including logistics if attending client meetings in partnership with the Banker.
• Provide support on new business transactions i.e., deal execution support, document negotiation, coordination with Product Sales and Client Management team on documentation matters and deal drawdown.
• Proactive management of portfolio including client and product partner engagement to ensure limit utilization.

Processes:

• The Senior Banker/Banker is responsible for the overall Client Account Plan/ Client Strategy. The ARM is responsible for supporting the Senior Banker/Banker in the Account Planning (client strategy) process and is responsible for providing support with executing the account plan deliverable/ client strategy:
• Attend and minute Account Planning/ Strategy ‘deep dive sessions’.
• Work with the product partners to maximize cross-sell and returns on risk weighted assets.
• Ensure all relevant client team members/internal stakeholders have been appropriately engaged by the Banker with respect to the planning and communication of the relevant approved strategy for each client.
• In partnership with product partners, ensure appropriate line utilization of complex and structured transactions. Review client profitability data for clients and discuss opportunities/concerns with Senior Banker/Banker.
• In partnership with the Banker, participate in conversations with clients to understand their needs and discuss the needs-based account strategy and related opportunities, transactions, pricing issues etc.
• Understand and be able to articulate the overall strategy for each client
• Support the Senior Banker/Banker through on-going client engagement and vigilant monitoring of client performance with a deep understanding of the client’s overall industry business, performance and outlook.
• Support the Senior Banker/Banker with the proactive engagement and management of internal deal teams (all relevant product and functional partners) for complex transactions.  Ensure all sensitive deal information is managed and treated confidentially.
• As agreed with the Senior Banker/Banker, drive product and geography cross sell with clients.
• Provide support to the Senior Banker/Banker with prompt logging of client calls into WorkBench (within 24 hours of the client meeting) and updating the deal pipeline.  Support the Senior Banker/Banker to ensure client team activities required to accelerate deal conversion are followed up with the relevant internal stakeholders and with clients.
• Provide support to the Senior Banker/Banker on exemplary deal management from origination to post deal ensuring at all times completion of relevant documentation, fulfilment of deal conditions and monitoring post fund disbursement.

Risk Management:

• In partnership with the Credit Analyst, identify clients that need to be classified as Early Alert with Credit and/or transferred to GSAM.
• Support the CA on periodic credit reviews with requested information/ and engagement with the client (if required) particularly during periods of market volatility.

Governance:

• Responsible for assessing the effectiveness of the Group’s arrangements to deliver effective governance, oversight and controls in the business and, if necessary, oversee changes in these areas.
• Awareness and understanding of the regulatory framework, in which the Group operates, and the regulatory requirements and expectations relevant to the role.
• Responsible for delivering ‘effective governance’; capability to challenge fellow executives effectively; and willingness to work with any local regulators in an open and cooperative manner.

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.
• Placeholder for any local regulatory requirements or certifications.

Key Stakeholders:

• Clients under assigned portfolio
• GAMs
• Credit Risk
• Product Partners: FM, TB.

Our Ideal Candidate

• Bachelor’s Degree in Banking, Economics, Finance or Accounting preferred. 
• Ideally 5+ years’ experience in banking.
• Risk & AML certified as stipulated by Bank policy.
• Languages: Business English.

Internal:

• Credit Risk training.

External:

• Placeholder – to be included per local market requirements.

Role Specific Technical Competencies:

• Manage Conduct
• Risk Management and Internal Controls
• Business - Strategy and Business Model
• Business - Market Knowledge
• Business - Products and Processes
• Business - Business Partnering
• Business - Process Management
• Risk Management - C&I Credit Risk
• Sales - Relationship Management
• Information Systems - Applications & PC Skills.