Job Description

Job purpose

• The Relationship Manager (RM) is responsible for acquiring, developing and managing strategic client relationships especially in the TMT sector on a senior and middle management level, marketing corporate clients and cross-selling the bank’s product set. The mission of the RM is to establish long-term relationships with a clientele of economic and financial decision makers (Senior Management, CFO, Treasurer etc.). The RM focuses also on solutions adapted to the specific needs of the clients in the space of financial, investment and strategic solutions. The RM will be responsible for growing the TMT customer portfolio of IC SGP by expanding client base and monetizing the bank’s branch network by onboarding new-to-branch existing TMT customers of the bank. He/she will work closely with sector expertise of the bank in US, Germany, Europe, and Mainland China.
• The RM will manage Associates, Sales Assistants and Trainees that are working with him/her on the client portfolio, acting as leader of the client service team (CST) in the respective country/region and co-ordinate activities with Group Relationship Managers / Lead Relationship Managers of the client relationship and product specialists within CST. The RM conducts a holistic planning and budgeting process for their respective client portfolio.
• The RM is responsible for KYC, AML and related Compliance tasks within the 1st Line of Defence concept of the bank. The RM has the necessary competencies in terms of conditions and credit business, which he/she uses in a responsible manner, in line with the guidelines and risk oriented.

• Establishing and securing long-term, cooperative and trustful business relationships with TMT sector corporates from within the bank’s existing network, and acquisition of new potential TMT corporates that fit within the banks’s appetite and proposition.
• Working with the other regional TMT sector heads (Americas and Europe) to ensure that any existing TMT corporate clients within the bank’s network are adequately banked in Asia.
• Educate internal stakeholders on the TMT ecosystem, typical solutions provided and key risk considerations with the sector.
• Growing the TMT corporate business for Asia from foundation up.
  • Coordinating of all sales-oriented activities at the client with needs-based integration of product specialists and ensuring access to clients and information exchange, including the collection and processing of customer information and contacts, taking into account all necessary data quality aspects by using the IT systems and applications made available to the RM by the bank
• Coordination of all credit-related decisions in the group from the sales side; in particular credit limit allocation, commenting on loan templates, obtaining credit-related information
• Being responsible for achieving targets (e.g. revenue, returns, cross-sell and client growth) set by the responsible Head of Corporate Coverage by

• monitoring clients intensively and in a timely manner in respect of their business policy at all levels of the company (using the manager’s own contacts and information, delivered via the customer service team) so that this information can be evaluated in the team and a joint response can be made, if required
  

• monitoring and reviewing local client relationships, their operations, exposures / risks and the markets in which clients operate
  

• monitoring and reviewing client relationships and transactions to ensure the fulfillment of Commerzbank Compliance standards and guidelines
  

• Acting as local client owner for all clients assigned taking over all responsibilities associated to this client ownership, acting in line with the Code of Conduct and ComWerte and especially uphold the Culture of Integrity at all times
• Adherence to the bank’s governance policies and procedures and related Compliance tasks within the 1st Line of Defence concept of the bank.
• The RM assumes risk responsibility along the dimensions of credit risk, operational risk, compliance risk, business risk, reputational risk and country risk

• Relevant Higher Education - Undergraduate and Post Graduate degrees from appropriate and acceptable Education Institutions
• Very broad and profound knowledge in both corporate and investment banking products.
• Accountable for revenues and quality for the own customer portfolio as well as identification and reduction of risks
• Make use of the CST to enter strategic dialogues with the customer, generating/ increasing income for the bank. Accordingly, initiate the use of Joint Client Action Plans (JCAPs) for each client considering client needs, business potential, and appropriate risk allocation will be undertaken
• Support the junior sales functions by acting as mentor and mediator within the team; build and maintain the further development of internal and external networks
• Speaks fluent English and Mandarin