Account Manager : Corporate Sales and Liability Generation, China
GLobal Financial Market China, consists of a small team responsible for funding the onshore balance sheet and providing risk management, money market and capital market products to the corporate bank. To complement the current team a this member is required to lead the sales effort. This will mean supporting the corporate bank in achieving cross sell targets from its client base as well as help expand and diversify its liability generation activities.
The role requires a flexible and open attitude to further grow the business by identifying future opportunities. Assisting and educating the corporate bank by providing product knowledge and a ready willingness to visit and maintain contact with clients is key
PRIMARY JOB OBJECTIVES
- Act as a liaison between GFM and Corporate Bank
- Lead new liability generation initiatives
- Contribute to GFM business development
MAIN JOB DUTIES RESPONSIBILITIES
- Develop strong relationship between GFM and the Shanghai Corporate Bank businesses (LPG, TCF, and International Desk). Through daily interaction with business heads and RMs a constant exchange of ideas and contacts needs to be established.
- Provide the Corporate Bank with GFM sales support for cross sell opportunities specifically of Risk Management Products both onshore in Shanghai as well as offshore (Hong Kong, Utrecht).
- Join RMs on client calls and maintain close contact with RI clients to increase client transaction volumes.
- Educate Corporate Bank RMs in Risk Management products.
- Together with Corporate Bank RMs set up a corporate deposit initiative to support client liability generation. Identify (temporarily) cash risk clients and structure deposits to match client requirements.
- Work closely with FI Sales Hong Kong and (TCF) FI Relationship management in Head Office to identify and target (long term) deposits from local banks, and maintain regular dialogue once initial relationship has been established.
- Work closely with FI Sales Hong Kong and (TCF) FI Relationship management in Head Office to identify and target deposits from Non Bank Financial Institutions like local insurance companies, asset managers, development banks, etc, and maintain regular dialogue once initial relationship has been established.
- Identify and develop strategies to efficiently use offshore – onshore financing structures for Rabobank China as well as structures benefiting onshore Chinese clients directly.
- Participate in the development of the GFM business strategy based on client demands and expand the current products suite and capabilities by identifying required licenses and approvals.
- Identify new opportunities and challenges to current client coverage through an ongoing dialogue with local regulators while working closely with the local compliance officer.
EDUCATION, QUALIFICATIONS COMPETENCES REQUIRED
Education / Professional Qualifications :
- A Bachelor degree in business or banking related disciplines (economics, finance etc.).
Relevant Experience required:
- 5-8 years relevant working experience in financial markets with at least one stint with a global bank
- Direct experience in Client Sales (Risk Management Products)
- Specific exposure to foreign banks and cross border exposure is highly desirable
- Experience with Non Bank Financial Institutions sales.
- Understanding of dealing with the Chinese Regulators and regulations as well good connections with other banks in Shanghai.
Other Competences required :
(Set of knowledge, skills and abilities)
- Intimate knowledge of local financial markets and ability to establish contacts with local institutions.
- Good language skills, fluent in both Mandarin and English.
- Sound Financial Markets product knowledge especially regarding Risk Management Products.
- Understanding liability products and the need for sound ALM management.
- Selling experience and ability and track-record of understanding and delivering client needs.
- Good knowledge of markets in general and China in particular - with strong technical skills
- Ability to conceptualize product offerings and winning business in competitive situations
- Client relationships management leadership skills
- Strong marketing and relationship building skills
- Good written and verbal communication skills
- Strong leadership skills with multi-disciplinary teams
- Good business sense and able to assess risks and constraints
- Sound judgment and planning
- Exposure to legal, risk and regulatory complexities of the GFM businesses in China
COMPENSATION
- Fixed: RMB X mln
- Variable (subject to performance): RMB X mln
Suitable candidates please send your updated resume to anamika.singh@questonthefrontier.com
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