Relationship Manager Institutionals Desk

**Job purpose**:
The Relationship Manager as account manager is responsible for the complete business relationship to the client segment Instutionals (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 Institutionals, he provides a sales oriented advisory and service of the product palette, which is offered by the Commerzbank Group to Institutionals, in adherence to Commerzbank’s business model (i.e. Group-wide responsibility and holistic management of the international client segment Institutionals).

Furthermore, the RM FI Desk assumes the Local Client Ownership for FI 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.

**Key activities**:
In co-ordination with the FI 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 includes the creation of client specific business plans, including risk assessments and competitor benchmarks;
- Preparation, execution and follow-up of client visits incl. presentations and meeting memos;
- Independent, specialized and profit-oriented advisory and management of institutional clients, whilst adhering to relevant internal regulations of Commerzbank, as well as compliance requirements and external regulations;
- Support of product sales and sales steering activities for FI 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 FI 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.

Essential Duties and Responsibilities as Local Client Ownership for FI 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 within 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 FI Desk Head Singapore: participate in local compliance and other applicable governance meetings of the Branch.
- Knowledge of relevant AML/KYC rules and guidelines as referred to in the Compliance guidelines, important local regulations and laws.

**Formal education**:

- University education
- 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

**Detailed Requirements for each career level **(each ComMap Level separately)

All level