Relationship Manager – US Corporate Clients – General Industries

General Industries Sector

Introduction: Director Level

The US Corporate Client team is focused on the relationship development and management of large US Multi-National Corporations, offering a suite of corporate banking and treasury products across the bank’s international network - with a concentration on Europe;

The targeted US corporate clients are typically investment grade and stock listed US companies, with a revenue base of at least USD 2bn and a considerable activity base in Europe;

The US Corporate Client team is measured on a global revenue basis and does not have or targets international (foreign) corporate clients. The team is pursuing a growth strategy to increase and broaden the revenues from existing clients, as well as from attractive prospects meeting certain size, sector, credit profile and geographical footprint criteria.

Reporting line:

The Director will report to the Managing Director/Sector Head of the General Industries sector group.

Key Responsibilities:

Client Management

• Accountable for originating, managing and expanding the overall business relationship with clients assigned by the General Industries Sector Head;
• Accountable for increasing and optimizing the overall profitability (revenues, profit) and capital allocation (RSC/TSC) on the designated clients. Supporting the commercial banking strategy, while keeping risk costs low (annual reviews, credit mods etc.);
• The Candidate will have his/her own P&L responsibility, including financial targets and key performance indicators
• Responsible for main contact with the designated client (including visits; calls; information updates), which requires knowledge of the sector and sector trends, knowledge of the bank’s products/solutions;
• Act as strategic and trusted advisor to client at headquarters level; responsible for keeping up-to-date all information on the client in line with requirements of the bank and other stakeholders (e.g. regulators).

Origination

• Client acquisition, selection and screening;
• Identify client’s critical business issues and business opportunities based on a good understanding of the client, its business, the sector and the bank’s products;
• Originate products and integrated solutions pitches to clients, in close cooperation with local offices, product specialists and Transaction Services Sales Representative;
• Support product specialists with RFP presentations and other client inquiries;
• Support the bank’s local and product teams in their origination efforts (e.g. facilitate local meetings, assist with presentation materials etc.).

Transaction Execution

• Responsible for generating relevant Green Light Proposals and preparing; together with Corporate Lending, the Credit Applications, Modifications and Reviews;
• Prepare and/or negotiate – in conjunction with Legal and product departments – deal documentation (e.g. NDA, ISDA, Term Sheet, credit agreement, etc.);
• Provide support to product specialists and/or implementation teams in the execution phase and keep up-to-date with progress benchmarks.

Job Requirements:

Knowledge & Experience

• Master of Bachelor’s degree;
• Minimum of 8 years in banking preferred, ideally in client relationship or structured lending roles;
• Cross selling experience in areas such as Working Capital Solutions, Corporate Lending, Financial Markets, Payments & Cash Management and Trade Financial Services;
• Proven track record in deal making and client origination, preferably with investment grade corporate clients in the U.S.;
• Good level of transaction and deal team leadership;
• Willingness to complete the Series 79 and 63 exams.

Competencies

• Origination and pitching skills;
• Customer focus;
• sound business drive;
• Analytical and judgment skills;
• Sound corporate credit risk knowledge;
• Strong communication and literacy skills;
• Strategic thinker – pro-active and imaginative mindset;
• Team player.