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JOB PURPOSE:

Develop and manage a designated FIG client portfolio. Implement business strategy, originate & cross-sell CIB products and work with Product groups in delivering financial targets. Maintain assigned portfolio’s risk profile as per the appetite set by management.

KEY RESPONSIBILITIES:

Client and Market Analysis

  • Nurture/maintain market network, industry knowledge and a sound understanding of macroeconomic and regulatory environment.
  • Exercise disciplined client approach – understand their credit quality, business environment, strategy and challenges.

 

Client Relationship Management

  • Maintain/build relationships and hold strategic dialogue with clients in the designated portfolio.
  • Originate new business opportunities with target clients across CIB Products.
  • Examine & resolve credit, market and operational risk aspects of the transactions in collaboration with products and enablement units.
  • Pitch, review, negotiate and conclude deals and lead pitches for major opportunities within the designated portfolio.
  • Be the effective first line of defence of any regulatory and compliance risk in the designated portfolio.
  • Responsible for maintaining the credit quality of the clients relationships within the portfolio to an acceptable level set by the Bank’s management
  • Achieve quantitative and qualitative targets
  • Identify & develop cross selling opportunities and increase the cross-sell ratio.
  • Ensure Account Plans are maintained for all key clients.
  • Ensure all clients’ files /documents are maintained.
  • Ensure all credit reviews are submitted on time and agreed conditions are met.
  • Maintain, monitor portfolio for any deterioration in status from a financial and regulatory perspective and update relevant stakeholders & provide recommendation as and when needed.
  • Ensure connectivity at Senior C-suite level or equivalent client contacts
  • Lead client and internal stakeholder discussions around business growth and, where appropriate, reciprocity across all potential segments, for own portfolio.

 

Day-to-Day Activities

  • Complete call reports, update pipeline, and any other activities to ensure delivery of KPIs and business continuity.
  • 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.

 

EXPERIENCE &  QUALIFICATIONS :

Minimum Experience

10 – 15 years of experience in FIG coverage or a similar area preferably managing client relationships gained from a leading international financial institution or equivalent.

Minimum Qualification

  • Bachelor’s degree in Finance or related discipline.
  • Master’s degree in Business Administration is preferred.

Knowledge, Skills, and Attributes:

  • Knowledge of the banking sector, and global markets, transaction banking and loan & capital markets products
  • Ability to work under pressure and adjust quickly to changing priorities
  • Business acumen
  • Computer proficiency
  • Ability to analyse and research information
  • Data analysis and financial modelling skills
  • Credit analysis
  • People skills
  • Communication skills
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