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 operation in Asia covers a matrix of the products including loan products, structured finance and country client coverage in mainland China, Hong Kong, Singapore and India.
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.
This job holder in his capacity as a junior relationship manager will help a team of Relationship Managers to support 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;
• Involved in the origination, structuring and execution of loan transactions.
• Engage and align all the relevant parties for the client strategy.
Key Responsibilities and Accountabilities:
Client Engagement
• Assisting Senior RMs to execute account plans and realize cross-sell of wholesale products and services, and to ensure relevant stakeholders are aligned with the proposed client strategy
• Relationship building and transaction origination/execution: Assist the Senior Bankers in the team in executing documentation, through liaising with internal and external stakeholders
• Coordinating with internal teams and ensuring that the relevant parties within the bank are aligned with the proposed strategy for the client (risk, product families, credit, research etc).
• Effectively lead client service teams. Advocate and be a role-model for cooperation and ensure Rabobank knowledge is strategically applied towards clients.
• Contribute to business growth and maximize revenue by primarily helping the Senior RM in maintaining existing client relations in a customer responsible manner
• Working with Senior Client managers to 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
• Being responsible for internal MIS, account and transaction documentation
Business Origination/Execution
• Involved in the execution of loan transactions for our chosen clients, working independently or collaboratively with different product groups depending on complexity of the transaction.
• Helping Prepare credit application together with analysts from the risk management department.
• Responsible for MIS on client franchise income and risk management in the portfolio
• Support the origination and execution of deals, and to work collaboratively with product partners
• Working with the Senior Bankers in the unit to prepare Engagement memos and taking it through the approval process
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 and 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
• Involved in the drive for bilateral green or sustainable loans
Key Relationships:
• Clients and prospects in line with the Bank’s strategy
• Wholesale team, Risk Management team, Product Partners, Food & Agri Research team
• External advisors, such as law firms, accounting firms and consultants
Key Performance Indicators:
• Rock Solid Bank: client income, income quality, operating within risk appetite
• Excellent Client Focus: growth of primary clients, client engagement
• Meaningful Cooperative: greening our portfolio
• Empowered Employees: personal development, steer collaboration within the team
Requirements:
- University degree in Finance, Business, Commerce or other related discipline
- At least 3 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
- Entrepreneurship, results orientation, client impact, team worker, broad orientation incl. on cultural matters and on social engagement
