• Competitive
  • Kuala Lumpur, Malaysia
  • Permanent, Full time
  • Citibank Berhad
  • 22 Nov 17

Citibank Berhad KL - Commercial Bank MME Relationship Manager

Citibank Berhad KL - Commercial Bank MME Relationship Manager

  • Primary Location: Malaysia,Wilayah Persekutuan,Kuala Lumpur
  • Education: Bachelor's Degree
  • Job Function: Relationship Management
  • Schedule: Full-time
  • Shift: Day Job
  • Employee Status: Regular
  • Travel Time: Yes, 25 % of the Time
  • Job ID: 17048634


Description

Description
  • An MME-RM manages a portfolio of medium-sized enterprises ("MME") to reach sales, assets and liabilities targets set by the bank and also drives new client acquisitions
  • Identify and Pitch Targets:
    • Own the whole process of new client acquisition from identifying prospects, delivering customized financial service solutions to completing facility availment / system implementation
  • Cross-selling and Client Engagement
    • Developing and managing client relationships through regular client engagement to ensure revenue maximization and increasing Citi's wallet share in overall banking arrangement
  • CA/Joint Risk Responsibilities with CLU
    • RM should work closely with CLU in preparing CAs and monitoring risk issues with customers
  • Risk Management
    • Close monitoring of client's business trends and exposure performed by the RM individually
  • Compliance/Legal related work
    • Ensure internal and regulatory compliance, flag off any AML/franchise related issues and keep abreast of all policies and processes
Identify and Pitch Targets:
Responsibilities in relation to identifying and acquiring new clients in Citi target markets include:
  • Identifying prospects via various channels which meet Citi's criteria (i.e. Target Market, financials, pre-screening criteria etc.)
  • Understanding client's business and banking requirements from client site visit and prepare call memo to document potential leads
  • Conducting sales pitch to offer suitable solutions and services from Citi's product range (Cash, Trade, FX, Loans etc.)
  • Discussing with clients and internal stakeholders on solutions, credit facility, pricing, terms and conditions etc.
  • Requesting financial statements/relevant documents from prospect for 1st round review
  • Following up with client on any document deficiency or requests for more information
  • Following up with client on offer acceptance and confirm the facility is successfully availed or cash system is implemented
Cross-selling and Client Engagement:
Responsibilities in relation to cross-selling products and growing SOW/cross-border revenue include:
  • Building deeper engagement for existing relationships, creating a revenue generating portfolio with consistent return on risk capital and minimal credit losses
  • Resolving service/operational issues which are escalated by the RA
  • Building deeper engagement for existing relationships through regular site visits, quarterly call memos and corporate events
  • Preparing relationship/account/RORC plans for clients
  • Understanding client's business strategy and banking requirements to fulfill their needs and increase Citi share of wallet by maximizing cross sell opportunities leveraging the bank's products and services 
  • Supporting client's overseas banking needs by working with RMs overseas or using the AEP program to grow cross-border revenue
  • Coordinating with Product team (TTS, Treasury, CMO) to prepare pitch material and present solution to client
  • Ensuring the new facility, product or system is availed and implemented
CA preparation/Joint Risk Responsibilities with CLU:
Responsibilities in relation to completing CAs and risk monitoring shared with CLU include:
  • Completing relevant RM sections of the CA for new credit lines extended to new customers, upgrades of credit lines for existing customers and renewals for unchanged credit for submission to CLU. This includes relevant documentation such as SandA, RORC, ISDA, Regulatory and Compliance Checklist, Sanction Assessment etc.
  • Performing background check on customer with relevant credit agencies, buyers, suppliers and banks with assistance of CLU
  • Liaising with CLU and Risk on issues/concerns raised over the CA
  • Conducting joint EW/client calls and monitor triggers and tripwires at a CA level along with CLU and EW Risk team
  • Providing quarterly inputs to CLU for CCR write-up by contacting clients to obtain key financial and other updates for special mention clients
  • Preparing and present materials for portfolio reviews (e.g. large exposure reviews) and Red zone reviews at account level with assistance from CLU. CLU will assist by providing obligor level OSUC, ORR and other such data while the RM will need to write the proposed reasons and remedial action plans for Red Zones, or in the case of large exposure reviews write the credit outlook summary and provide inputs on financial forecasts/projections, and any other key developments since last CA
  • Credit files will be maintained by CLU with primary ownership remaining with the RM
  • Variations, if any to any of the above mentioned joint responsibilities will be jointly approved by the country CCB and CLU Heads  
Risk Management:
Responsibilities in relation to monitoring existing client portfolio from a risk perspective include:
  • Being the first line of Defense/Interface for any adverse news (e.g. on credit, reputation) Perform site visit and present findings to risk and business seniors via quarterly/semi-annual call memos
  • Working with the remedial unit for stressed account This would include working on an action plan and keeping a close eye on criticized portfolio to detect red flags and potential double jumps
  • Preparing Greenlight Memo for enhancement based on any emerging opportunity to discuss with Business, Risk and CLU
Compliance:
Responsibilities in relation to ensuring compliance with regulations, policies and AML include:
  • Managing and resolve compliance / AML exceptions and issues
  • Creating / renewing eCADD in a timely manner with assistance from RA by arranging information from client and liaise with BSU/CADD team in resolving exception
  • Resolving of non-regular transactions if escalated by RA


Qualifications

  • Minimum 5 years relevant working experience in a corporate or commercial bank portfolio.
  • Strong team player with business development skills.
  • Good verbal and written communication skills
  • Degree in Banking, Economics, Business Administration, Accounting/Finance related discipline preferred.
  • Possess strong financial analytical and credit evaluation skills.
  • Knowledge of KYC procedures and requirements.
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