Wholesale Clients is responsible for the client strategy in the wholesale domain of Rabobank. It is Wholesale Clients’ strategy to commit to all sectors within the Food & Agricultural (F&A) value chain and contribute to the bank’s strategic vision of growing a better world together.
The Wholesale Clients' offices in Asia are in Hong Kong, Shanghai and Singapore and covers a matrix of products including Corporate Loans, Trade Commodity Finance, Value Chain Financing, Financial Advisory & Structuring, Capital Markets, Corporate Risk & Treasury Management and Mergers & Aqcuisitions. The key elements of Asia Wholesale Clients strategy are to:
i) execute the Asia client selection strategy
ii) steer risks and return/profitability
iii) offer innovative and market leading product solutions and
iv) make sustainability impact to our client community.
The job holder will be part of a team of Relationship Managers to support India Wholesale Clients in achieving its strategic objectives to become the leading F&A bank by:
- Coordinating client focused efforts for top tier relationships at executive level;
- Maximizing revenues relative to capital utilization for client base across all product groups and across all regions;
- Increasing cross-sell for the Rabobank Group;
- Leading the origination, structuring and execution of loan transactions.
- Engaging and aligning all the relevant parties for the client strategy.
Key Responsibilities and Accountabilities:
Client Engagement
• As RM, work closely with the team to execute account plan and realize cross-sell of wholesale products and services, and to ensure relevant stakeholders are aligned with the proposed India client strategy
• Relationship building and transaction origination/execution oversight: For complex new and current relations build client intimacy, followed by deal origination.
• Ensure that the relevant parties within the bank are aligned with the proposed strategy for the client (risk, product families, credit, research, M&A etc).
• Effectively lead client service teams. Advocate and be a role-model for cooperation and ensure Rabobank knowledge is strategically applied towards clients.
• Potential customers are selected on the basis of an acceptable risk profile in line with the Bank’s F&A Client Selection Criteria
• Contribute to business growth and maximize revenue by primarily maintaining existing client relations in a customer responsible manner
• 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
• Responsible and accountable for client franchise income in his/her portfolio.
Business Origination
• Lead the origination, structuring and execution of loan transactions for our chosen clients, working independently or collaboratively with different product groups depending on complexity of the transaction. Prepare credit application together with analysts from the risk management department.
• Responsible for client franchise income and risk management in the portfolio
• Support the origination, tracking and execution of deals, and to work collaboratively with product partners
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
Experience & Knowledge:
- University degree in Finance, Business, Commerce or other related discipline
- At least 8 years relevant experience in wholesale clients environment, preferably 2 years within a product line
- Strategic relationship development and credit analysis/loan structuring experience
- Capability to maintain dialogue with clients
- Proven, international, team-management skills
- Entrepreneurship, results orientation, client impact, team worker
