Standard Chartered Bank Ltd

Director, Commercial Real Estate (BB-7B729)

Found in: Neuvoo CN

About Standard Chartered We are a leading international bank focused on helping people and companies prosper across Asia, Africa and the Middle East. To us, good performance is about much more than turning a profit. It's about showing how you embody our valued behaviours - do the right thing, better together and never settle - as well as our brand promise, Here for good. We're committed to promoting equality in the workplace and creating an inclusive and flexible culture - one where everyone can realise their full potential and make a positive contribution to our organisation. This in turn helps us to provide better support to our broad client base. The Role Responsibilities Scope of Role To realise business potential in Greater Bay Area (GBA) through maximising new business, acquisition, and referral opportunities. To achieve agreed individual sales volume and revenue objectives by actively growing and retaining profitable Commercial Banking (CB) customers within acceptable risk parameters. In addition, contribute toward achieving teams overall target and delivering optimal portfolio return. To be held responsible for post deal account maintenance and managing the risk associated with the portfolio. Working closely as a team with Credit Analyst (CA) and Assistant Relationship Manager (ARM), RM oversees ARM who holds direct responsibility for post transactional activities, and works with CA for credit related activities. To collaborate and build effective partnerships with other RMs, team leaders, as well as colleagues in CDD teams and partners in Risk, Compliance, other support functions, and Product. Key Roles and Responsibilities Origination and client on-boarding Identify prospect and convert to New-to-Bank (NTB) that are in line with Banks appetite and focus industries engage and coordinate with product partners for marketing efforts and deal structuring. organise and conduct sales pitch to clients and ensure its high quality, including review of the term sheets before delivering to clients. work with CA and obtain all pre-deal clearances. Use RM Workbench effectively for sales activities management, include pipeline creation, records of client calls and discussions etc. Oversee ARM to work with Client Due Diligence (CDD) team for proper completion of eCDDs and ensure smooth client on-boarding without compromising proper documentation and control process. Engage clients senior management on regular basis for deal negotiation and relationship maintenance, engage senior internal stakeholders as fit, e.g. marketing, credit etc., and prepare briefing notes for senior management calls. Participate in marketing & promotional activities and assist coordination with internal stakeholders and clients. Deal execution Work closely with CA, product partners, Global Account Managers (GAM) / Field Account Managers (FAM) to analyse wallet size; and determine appropriateness of the product and deal structuring; and formulate strategically a comprehensive account plan, providing needs-based solutions, structure appropriate credit facility, and executable transactions. Negotiate and manage pricing and other deal dynamics with client. Oversee the quality & turnaround of credit proposal to ensure timely delivery, work with CA for reviewing Business Credit Application (BCA) and resolving credit queries to support BCA. Liaise with client / legal / external counsel / CDU / CRC in preparation and execution of nonstandard complex transactions along with product partners. Oversee ARM to ensure all documentation and security creation are completed on time to ensure smooth execution of transaction. Account & portfolio quality management Oversee ARM in ensuring high utilisation of regular working capital facilities. Drive credit line utilisation along with the product partners for complex and structured transactions. Work with CA to monitor lending Risk Weighted Assets (RWA) and improve overall Return on Risk Weighted Assets (RoRWA) at account level. Review and monitor the client profitability to ensure there are no revenue leakages. Coordinate internally for cross selling and/or up selling. Overall responsible and accountable for working capital loan and fixed asset loan post drawdown monitoring. Overall responsible and accountable for the credit quality of the assigned / acquired portfolio review the excess / past due situation with ARM to ensure they are regularised and facilitate approvals as required. review failed trade status, Early Alert Reports (EAR), Accounts Subject to Additional Review (ASTAR), Conditions, Covenants & Risk Triggers (CCRT), etc with the CA to ensure portfolio discipline and quality. attend internal or external meetings e.g. Early Alert (EA) meeting, Mark-to-Market (MTM) calls, portfolio review meeting etc. and convene the consortium meetings where we are the lead bank. Ensure timely client exit, RoRWA monitoring and tail management. Assist internal and external auditing and oversee CA and ARM to follow up audit issues. Adhoc projects, duties, assignments From time to time, due to exigencies of service, RM is required to take on additional duties, projects or assignments as determined by supervisor. Our Ideal Candidate A university degree, major in banking or a business-related discipline is preferred. Minimum 5 years of relevant experience in serving business / commercial / corporate clients. Experience in servicing international businesses under the cross-border context is a plus. Excellent financial analysis skills and ability to assess client creditworthiness and key risk considerations / mitigations. Sound product knowledge on trade, cash, lending and FX and strong understanding of local industries, supply/value chains and market environment. Sound verbal and written communications skills and decent command of English as a language. Strong interpersonal skills with an ability to interface with clients at a management level. Knowledge of operational procedures, documentation requirements, banking practices and regulations related to commercial banking. Proven performance and credit track record; passion for banking and result driven; strong team player.

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