Purpose of position
The Relationship Manager as account manager is responsible for the complete business relationship to the client segment lnstitutionals (I), and is accountable for the sales result and the profitability of his relevant client portfolio.
He covers the core features of the operative I-Sales and is the first point of contact for sales activities from external and internal clients.
As an independent Relationship Manager for lnstitutionals, he provides a sales oriented advisory and service of the product palette, which is offered by the Commerzbank Group to lnstitutionals, in adherence to Commerzbank's business model (i.e. Group-wide responsibility and holistic management of the international client segment lnstitutionals).
Furthermore, the RM Fl Desk assumes the Local Client Ownership for Fl clients in the branch as follows:
- Acts as representative of the First Line of Defense on behalf of TF&CM Financial Institutions customers which are locally on boarded on basis of a valid Global Introductory Certificate ("GIC") and for whom transactions are conducted by or through the Branch ("assigned customers").
- Acts in a holistic capacity-spanning across all business activities performed with the assigned customers in the respective Branch.
- Responsible for the regulatory topics in relation to the account opening process (AOP) / refresh process for locally assigned TF&CM Financial Institutions customers exclusive the performance of the AOP-/Due Diligence process as relying on the GIC
- Close collaboration with the respective Global Relationship Manager ('Global RM') and local Relationship Manager (local RM) in APAC DM countries.
- Access to relevant KYC information, systems, audit reports, reports of examination and responses thereto, monitor reports and other regulatory communication with due consideration to the relevant local laws and provisions, as well as compliance with the regulatory requirements.
Main Tasks
In co-ordination with the Fl Desk Singapore:
Coordination and execution of all sales activities with the client;
Client requirement analysis/diagnosis; introduction of sales initiatives;
Development and delivery of product solutions tailored to client needs together with the product specialists;
Sales Planning, introduction and negotiation of offers with clients. This indudes the creation of client specific business plans, including risk assessments and competitor benchmarks;
Preparation, execution and follow-up of client visits ind. presentations and meeting memos;
Independent, specialized and profit-oriented advisory and managementofinstitutional clients, whilst adhering to relevant internal regulations of Commerzbank, as well as compliance requirements and external regulations;
Coordination on the sales side of all credit relevant decisions in the Group; in particular business line allocation, commentary of credit applications, gathering of credit relevant information;
- Support of product sales and sales steering activities for Fl clients, with focus on capital markets products, banking products, and treasury products.
- Support the change process with Singapore becoming a regional hub; includes acting as liaison for (i) the Singapore Fl Desk as regional Hub and the Singapore-based product owners and (ii) the local Relationship managers across Developed markets Asia (Australia, Japan, New Zealand, South Korea, Taiwan).
- Active elaboration and maintenance of country know-how for Commerzbank entities.
- Keen sensitivity for all regulatory,compliance and/or corporate norms and standards.
FI DCM Advisory (Secondary role)
- Support Commerzbank’s existing client base in the Asia-Pacific region, advising on DCM Bonds related business.
- If appropriate, expand the business to support issuer’s that are currently out of scope
- Create client pitches and recommendations using latest market trends and one owns market knowledge
- Conduct client phone calls and meetings, representing the bank and DCM Bonds
- Advise clients on a variety of product, not limited to but with a focus on Covered Bonds, Senior Unsecured and Capital
- Provide pricing recommendation (in close cooperation with Syndicate) and rationale through analyzing macro bond market, client’s credit risk and individual situation
- Assist in the execution of DCM Bonds mandates
- Liaise with other groups within the bank, not limited to but with a focus on Relationship Managers and Senior Bankers (‘Institutionals’) and other Capital Markets areas, to support and advise the client
- Support the group through the maintenance of data infrastructure (internal systems like eOrigination and ISIS)
- Create bond market updates that address the needs of clients in the region
- Ensure adherence to all relevant local and global Compliance standards, internal policies and other regulatory requirements.
Essential Duties and Responsibilities as Local Client Ownersh ip for Fl clients in the branch (if required):
- Checking that a valid GIC is in place
- Ensures that actual local activities of assigned clients are in line with expectations
- Ensures together with the respective Front Office business/product unit that local activity is suitable, lawful and with in the scope of any regulatory permissions, licenses or approvals
- Local top-up of GIC if required
- Regular red flag checks on basis of the red flag statistics provided by the relevant internal parties; review of certain transactions together with GM-CO if required.
- Knowing the business model and the purpose of the business relationship in coordination with the Global RM and respective product units in the Branch.
- Maintaining an overview of the Refresh-dates
- If required by Fl Desk Head Singapore: participate in local compliance and other applicable governance meetings of the Branch.
- Knowledge of relevant AMLKYC rules and guidelines as referred to in the Compliance guidelines, important local regulations and laws.
Specialist Knowledge
Relevant professional experience: min. 2 years
- Bloomberg, Microsoft Office, internal applications such as ISIS, eOrigination, eRoadshow, eBookbuilding; nice to have: Reuters, IPREO’s Investor Access and IPREO’ Issue Book
- Product structuring expertise is welcome
- Solid understanding of Primary bond pricing & macro-economic dynamics
Formal education
- University education
- Completed commercial training (e.g. bank clerk), if possible supplemented by a banking specialist qualification and/or a subject-specific additional qualification in the form of a course of studies integrated with vocational training/practical work (e.g. university of cooperative education or university)
- Good to very good knowledge of the relevant product matrix (Cash, Trade, Banking, Markets)
- Fluent (native or business proficiency) in English and at least one of the following languages: Korean, Japanese, Mandarin
- Experience in structuring/sales within capital markets/DCM is a plus
- Basic coding experience (VBA and/or Phyton) is a plus
Functional requirements divided by ComMap level (per each ComMap level)
All levels
- Proactive and self-initiated
- Highly motivated to achieve results
- Strong sense of responsibility, integrity and accountability
- Client centric and service oriented
- Team player
- Positive work ethic
- Keen to learn and open for change
CB03
- Actively search sales opportunities, with the goal of developing and applying solutions for sales opportunities
- Interpreting clients' needs and identifying related requirements, also regarding cross-selling potential
- Interpretation of internal/external clients' and/or business partners' needs,taking all requirements into consideration; deduction of mid-term solutions for specific challenges; potentially portfolio responsibility
- Steering the Client Sales Teams and monitoring whether activities with clients are in line with expectations
- Interpretation of internal/external business backgrounds and best practices in the own area of expertise and application to the area of activity
- Identification of the biggest problems and patterns in different and new situations; reflection of problems in a holistic approach and the creation of solutions
- Actively controlling and managing costs/revenues/quality in the own area as well as identifying risks
- Independent determination of the timeframe to fulfill set goals/required tasks; development of short-to mid-term plans in the own area, including the forecast of required resources
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