Senior Associate/AVP, Relationship Manager, Financial Institutions Group (FIG)

Job Purpose

Manage and grow a portfolio of insurance clients. Responsible for deepening client relationships, delivering holistic banking solutions, and driving sustainable revenue growth across the Bank's franchise. 

Key Responsibilities

Client Coverage and Relationship Management

• Manage a portfolio of insurance clients assigned 
• Defend and deepen existing client relationships
• Achieving financial and business growth targets and optimising client wallet share 
• Own client credit relatonships
• Serve as the primary internal and external point of contact for all matters relating to assigned clients.
• Build and maintain strong internal and external stakeholder relationships

Business Development and Account Planning

• Develop and execute strategic account plans for assigned clients.
• Identify opportunities by leveraging the Bank's holistic capabilities and expanding product coverage.
• Cross-sell and originate opportunities across:
• Global Transaction Services (Cash & Trade)
• Securities Services
• Global Financial Markets
• Financing Solutions
• Acquire new-to-bank insurance clients and expanding the overall client portfolio. 

Client Servicing and Execution

• Ensure client enquiries and requests are addressed promptly and professionally.
• Work closely with internal stakeholders to ensure smooth day-to-day account operations and problem resolution.
• Coordinate across business and support units to drive client satisfaction, successful implementation of banking solutions and provide solutioning to meet client requirements

Industry and market knowledge 

• Develop good understanding of the following and applying them:
• Insurance industry business drivers
• Regulatory developments
• Investment requirements
• Client buying behaviour
• Industry challenges and opportunities
• Use industry insights to identify solutions and originate new business opportunities.

Credit and Financing

• Sound understanding of Financial Institutions balance sheets and key credit drivers.
• Assess financing opportunities and support the structuring of financing transactions for clients.
• Apply sound credit judgement and risk awareness in client discussions and transaction origination; and balancing them to meet business reuqirements.

Requirements

Qualifications & Experience

• Degree holder in Banking, Finance, Economics, Business or related discipline.
• Relevant financial institutions or corporate banking coverage experience.
• Experience covering insurance companies and insurance asset managers preferred

Skills & Competencies

• Strong relationship management and client engagement skills.
• Demonstrated business development and origination capabilities.
• Good understanding of banking products including cash management, trade finance, derivatives, capital markets, treasury solutions and financing products.
• Understanding of Financial Institution balance sheets and credit fundamentals.
• Strong stakeholder management and collaboration skills.
• Excellent communication skills, both written and presentation.
• Self-motivated with the ability to manage multiple priorities in a fast-paced environment. 

Preferred Experience

• Knowledge of the insurance sector and insurance investment activities.
• Experience working across regional financial institution clients.
• Familiarity with regulatory and market developments affecting insurers and financial institutions
• At least 8 yrs working experience preferred

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