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Relationship Manager

Global Corporate Clients (GCC) is responsible for client strategy in the wholesale domain of Rabobank. It is GCC’s strategy to mobilize and on-board the right clients in the Food & Agriculture (F&A) franchise and to broaden the functionality in that client base. To bring sustainable profitability for the bank, GCC aims to provide the best and the most economical solution to our clients. The key elements of GCC’s strategy can be identified by three building blocks: i) protecting the profit contribution that GCC provides to Rabobank, ii) growing GCC’s high-value client base and knowledge-driven business and iii) innovating the offer the clients.

This job holder will support GCC in achieving its strategic objectives to become the leading F&A bank by:
• Coordinate client focused efforts for top tier relationships at executive level;
• Maximize revenues relative to capital utilization for client base across all product groups and across all regions;
• Increase cross-sell for the Rabobank Group;
• Align all the relevant parties for the client strategy

Client Engagement

  • As client owner, create and execute account plan and realize cross-sell of wholesale products and services, and to ensure relevant stakeholders are aligned with the proposed client strategy
  • Continuous management of existing clients relationships at Board/CEO/CFO level
  • Responsible for growth of primary clients by onboarding new clients and developing high value clients
  • Identify, analyse and anticipate needs of the customers based on prevailing client and external changes, translate it into client engagement and commercial opportunities  
  • Improve client satisfaction through retaining leading positions in i) being key F&A provider, ii) sharing F&A sector knowledge, and iii) being key provider in structured finance solutions

Business Origination

  • Responsible and accountable for client franchise income and risk management in the portfolio
  • Maintain and expand client networks to enhance deal origination across all product groups and regions
  • Lead the origination and execution of deals, and to work collaboratively with product partners
  • Effectively lead client teams. Advocate and be a role-model for cooperation to ensure Rabobank knowledge is Food & Agri strategically applied towards clients

Risk Management

  • Act as the first line of defense within Rabobank to ensure the business is operating in line with the Bank’s risk appetite: i) ensure potential clients are selected on the basis of an acceptable risk profile and in line with the Bank’s F&A client selection criteria, ii) keep the risks of business transactions within acceptable limits
  • Keep abreast of market updates, monitor internal client and external changes as input for review on Loan Classification

Quality/Process Optimization

  • Contribute to the continuous improvement of the systems, procedure and processes, and ensure stakeholders are adequately informed of the changes 
  • Improve internal policies and processes to make them clear, concrete and relevant, with objective to optimize efficiencies and reduce risk

Sustainability

  • Support clients to increase the sustainability photo
  • Drive bilateral green or sustainable loans

Job Requirements

  • At least 10 years relevant experience in wholesale clients environment, preferably 5 years within a product line
  • Strategic relationship development and credit analysis/loan structuring experience
  • Capability to maintain dialogue at CEO/CFO level
  • Proven, international, team-management skills
  • Entrepreneurship, results orientation, client impact, team worker, broad orientation incl. on cultural matters and on social engagement

Relationship Manager

We ontvangen graag je sollicitatie. Interviews zullen via videocall worden gepland.

Type contract Fulltime
Locatie 88 Queensway, (Hongkong)
Referentienummer JR_00035893
Publicatiedatum 27 november 2020

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