Relationship Manager

2 weeks ago

Doha, Baladīyat ad Dawḩah, Qatar HSBC Full time

  • Job description
Some careers grow faster than others.


If you're looking for a career that will give you plenty of opportunities to develop, join HSBC and your future will be rich with potential.

Whether you want a career that could take you to the top, or simply take you in an exciting new direction, HSBC offers opportunities, support and rewards that will take you further.


The job holder will acquire, retain, and grow Middle Market Enterprise (MME) Commercial Banking customer relationships for HSBC while adhering to the Group values, business strategy, operational policies, regulatory requirements and risk management practices.

The MME segment is core to Commercial Banking and this position is required to maximize the value of these relationships internationally by working closely with group offices and product partners.

International revenue will form a primary part of the total revenue.

In this role, you will:

  • Grow sustainable revenues from the existing customer portfolio and through targeted acquisition of new quality customers.
  • Ensure proactive and aggressive relationship building/customer contact plans and pipeline management for both existing and new customers, to deepen penetration for customer wallet. Generate quality assets through the use of appropriate risk management tools, priced appropriately for risk and ensure superior returns within customers risk appetite.
  • Structure credit facilities to ensure optimum balance between customer and HSBC interests while remaining within the bounds of prudent banking.
  • Proactively grow international/cross border revenue to achieve the CMB LoB objective.
  • Identify opportunities to crosssell group product and services as appropriate and ensure this is concluded successfully for the Bank and the customer.
  • Develop effective strategies to manage customer relationships, anticipate customer needs and provide a superior quality service to position HSBC as the market leader in this segment
  • Establish an effective working relationship with Risk Management teams, in order to validate the accuracy of the customer risk profile, and ensure sustainable asset growth.
  • Maintain a proactive calling programme to service clients, ensuring senior management and key stakeholders for large corporate clients are contacted regularly.
  • Ensure a quality service for all customers by owning customer engagement, ensuring service excellence at all times, for all aspects of any customer, prospect or professional's interaction with HSBC
  • Help the customer to draw on the HSBC group network by working closely with other CMB countries and product groups (GTRF, GPS and GBM).
Requirements

To be successful in the role, you should meet the following requirements:

Essential:

  • Minimum of 5+ years' experience in managing complex commercial relationships with international needs.
  • Robust commercial lending, risk assessment, trade finance experience, indepth knowledge of deposit products and of the concept of cash flows.
  • Good level of business acumen and commercial awareness, including economic, cultural, procedural, and regulatory issues.
  • Experience in structuring complex credit deals for clients and close engagement with Global Banking and Markets products.
  • Ability to interact with business customers at all levels.
  • Good commercial lending, risk assessment, trade finance experience.
  • Excellent interpersonal skills and ability to interact and build relationships with internal and external stakeholders.
  • Strong credit assessment skills, particularly with regard to more complex and structured facilities with an international dimension.

Desirable:

  • Knowledge of how MME clients operate.
  • Robust understanding of client planning methodology
  • Knowledge of CMB Policies and procedures as per CMB FIM along with group systems, including CARM, CME, Omnia, etc, would be desirable.
  • Arabic Speaker would be an advantage.

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