International Relationship Manager (Bukit Bintang)

Job description

Some careers grow faster than others. If you’re looking for a career that will give you plenty of opportunities to develop, join HSBC and your future will be rich with potential. HSBC Malaysia operates a network of 48 branches /outlets serving c40,000 Business Banking customers.  Acknowledged as a primary growth driver for HSBC with our “Best Bank for Business” strategy, Business Banking represents both large banking wallet opportunities and strong growth potential throughout the Group.  As such, the jobholder will be competing in a highly competitive environment against many locally-established financial institutions and a number of national competitors.
 
We are now inviting qualified individuals to join this team in the role of International Relationship Manager I.
 
 
Principal Accountabilities :  To deliver an exceptional needs-based relationship management service to high value international customers and prospective international customers, supporting the bank’s long-term strategy to become the Leading International Trade and Business Bank. Acquire, retain and grow portfolio of international customers profitability by identifying and meeting their needs. 
 Responsibilities:
 
Grow sustainable revenues from existing customer portfolio and through targeted acquisition of quality new-to-bank international customers
Build a network of business introducers in the local professional and business community
Champion international business in accordance with the Global IRM principles and promote HSBC as the bank of choice for international SMEs
Work with product partners (such as PCM, Trade, Insurance) to assess needs of international and domestic customers and offer appropriate solutions.
Generate quality assets through the use of appropriate risk management tools, price appropriately for risk and ensure superior returns within risk appetite
Structure credit facilities to ensure optimum balance between customer and HSBC interests while remaining within the bounds of prudent banking
Offer proactive value-added service  to international customers*, international prospects and international professionals  
Work in partnership with colleagues across the HSBC network to deliver exceptional standards and quality of service.
Take a proactive approach to client planning collaborating effectively with products partners and colleagues to assess customer needs and delivering appropriate solutions.
Optimise the potential value and profitability of existing international relationships by assisting in the delivery of solutions, products and services appropriate to the customer need and to improve customer engagement.
Ensure identification of early warning signs and problem relationships and proper action to be taken on potential and existing problem accounts to protect HSBC interests
Establish an effective dialogue/working relationship with Risk Management teams in order to build a sustainable asset growth.
Be an ambassador for HSBC and develop the bank’s profile in the local ‘International Business’ community, by participating in internal and external business events, road shows and seminars as required by the business
In conjunction with management, establish strong relationships with HSBC international customers/prospects and business professionals, including Trade bodies and any other international related organisations.
Inspire and motivate junior colleagues to ensure a seamless relationship management service is delivered to a portfolio of international and internationally aspirant relationships.
Provide active feedback to seniors on process, operations, risks etc and make recommendation as to how these can be changed to secure the customer and the bank.
Ensure credit and operational quality is not compromised in the pursuit of income & also operational losses and fraud are minimised
Maintain awareness of operational risk within assigned portfolio and minimise the likelihood of it occurring including its identification, assessment, mitigation and control, loss identification and reporting. 
Maintain and observe all HSBC control standards and implement and observe the Group Compliance Policy, including the timely implementation of recommendations made by internal/external auditors and external regulators.
Ensure all completed sales and prospecting activity documentation is appropriately completed, approved and stored to provide performance tracking, targeted future sales efforts and compliance with sales and transactional suitability guidelines and requirements

Desired profile

Skills / Attributes
 
Minimum 3 years of Relationship Management experience.
Proven ability in identifying and meeting customer needs through a broad range of international products and services.
Strong credit assessment skills, particularly with regard to more complex and structured facilities with an international dimension.
Good understanding of the international business trade cycle, forex transactions and the business processes involved when importing and exporting and ability to apply structured bank solutions to match those needs. 
Good level of business acumen and international commercial awareness, including economic, cultural, procedural and regulatory issues.
Desirable
Balanced approach to risk management including techniques to mitigate risk.
Strong knowledge of CMB’s international proposition / product capabilities.
Broad knowledge of HSBC Group capabilities.
Ability to interact with all levels of business customers.
Strong analytical skills.
Ability to interact and build relationships with internal and external stakeholders incl.
HSBC overseas offices and local professional community.
Excellent interpersonal skills in guiding and advising other RMs, and influencing peers and junior colleagues.
Ability to effectively plan and organise, with tenacity to drive through results.
Excellent communication skills, including written, verbal, and the ability to deliver compelling presentations.
Qualification to a University Degree and/or training courses.
 
You’ll achieve more when you join HSBC.
www.hsbc.com.my/careers 
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Issued by HSBC Bank Malaysia Bhd.