Senior Relationship Manager, Wholesale Clients

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, corporate finance (M&A) 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 will be part of a team of Relationship Managers to
- Coordinate client focused efforts on behalf of the bank for assigned client portfolio in food and agricultural sector with main focus in Indonesia/Malaysia/Thailand/Vietnam/Philippines and other South East Asia countries as needed.
- Maximise revenues from client base across all product groups and across all regions.
- This job holder will be part of a team of Relationship Managers to
- Coordinate client focused efforts on behalf of the bank for assigned client portfolio in food and agricultural sector with main focus in Indonesia/Malaysia/Thailand/Vietnam/Philippines and other South East Asia countries as needed.
- Maximise revenues from client base across all product groups and across all regions.
- Increase cross-sell for the Rabobank Group.
- Lead the origination, structuring and execution of loan transactions.
- Lead the origination efforts to on-board new clients, in accordance with the bank’s Risk assessment criteria
- Engage and align all the relevant parties for the client strategy.
- As client owner, create & execute Account Plan and realise cross-sell of wholesale products and services (product neutral). Account Plan needs to be fully aligned with all relevant product groups within the bank.
- 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 prospecting efforts for its region and originate new clients
- Responsible for client franchise income and risk management in the portfolio
- Support the origination 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