Director, Rm, Japan Corridor

**Job Summary**

**Responsibilities**:

- RM would be responsible in covering all Japanese clients operating in South East Asia as a Regional Account Manager (RAM)
- RM would be responsible for Origination and would work closely as a GS team in deepening client relationships and driving revenue growth.
- RM is overall responsible for post deal account maintenance and managing the risk associated with the portfolio.

**Origination**:

- Identify prospect and convert in line with Bank’s appetite.
- Ensure quality of the sales pitch and lead them with the clients. Also review the Term sheets before delivering to clients.
- Build profile with the client via frequent interaction and contact.
- Coordinate with product partner for cross/up selling and complex cross border transaction. Review deal requirement with Line Manager.
- Work with CA and obtain all pre-deal clearances, name clearance, new relationship and segmentation.
- Effectively use CRM for managing a healthy pipeline and also a record of client calls and discussions.
- Conduct RWA calculation, and Client Deal Modeling
- Prepare Global Mandate, FM Appropriateness, and additional Due Diligence on CAT2
- Oversee CCG to ensure smooth on-boarding of client after thorough completion of documentation and other processes.
- Senior client calling and briefing on a regular basis for account maintenance and deal negotiation. Also engage senior internal stakeholders for marketing, credit and any other pertinent issues.
- Make reference check/market check - buyers, suppliers, competitors & lenders & to be documented by way of call report/file note.
- Lead New Internal Initiatives pertaining to Business Development and driving Client Events/Entertainment by coordinating with internal stakeholders and with Client.

**Key Responsibilities**

**Client on-boarding & deal execution**
- Work closely with CA, product partners, GAM/FAM and analyze a) wallet size b) determine appropriateness of the product c) work out a comprehensive account plan and d) deal restructuring
- Successfully gather deal requirements and negotiate and close out pricing and other deal dynamics with client. Prepare term sheets/ in principal letter of offer for lending products. Liaise with client for the negotiation of legal issues.
- Resolve issues and queries on Corporate Advisory transactions.
- Ensure the quality & turnaround of credit proposal and ensure faster delivery. Work with and support CA on resolving Credit queries and GCC and related doc preparation.
- Oversee the CCG to ensure all documentation and security creation are completed on time to ensure smooth execution of transaction.
- Liaise with Legal/external counsel/CRC in preparation and execution of non standard complex transactions along with product partners.
- Work with CET team to ensure proper completion of eCDDs.
- Maintain record of Confidentiality Agreement (Sales Team Leader to maintain file & copies will also be held by signatories to the agreement)
- Ensure timely exit of clients, wherever applicable.
- Approve LTP (FI specific.)

**Account Management & portfolio quality**
- Along with the product partner, push for line utilization of complex and structured transactions. Oversee the CCG in ensuring high utilization of regular WC facilities.
- Review Failed Trade status, EAR, ASTAR CCRT, etc with the CA to ensure discipline and quality in portfolio
- Review the excess/past due situation with CCG to ensure they are regularized and also facilitate approvals wherever required.
- Review Risk Triggers and Covenants Reports (only in case of breach/defer/waiver), Client Profitability (Utilization and Activity Reports),
- Review negative ER, low RoRWA, tailed accounts.
- Review and monitor the client profitability to ensure there are no revenue leakages.
- Attend various internal or external sales/ non sales meetings like EAR, CAT, MTM calls, Portfolio Review Meeting and convene the consortium meetings where we are the lead bank.
- Maintain record of Confidentiality Agreement (Sales Team Leader to maintain file & copies will also be held by signatories to the agreement)
- Overall responsible and accountable for the credit quality of the assigned/acquired portfolio.
- Coordinate with related parties to ensure compliance with Internal Policies & regulatory checklist.
- Credit management
- Proposal generation
- KYC/CDD experience
- 5 years of commercial/sales experience

**Role Specific Technical Competencies**
- Good understanding and command of Japanese Language as the incumbent will covers Japan Market
- Relationship management skills
- Communication skills

**KEY MEASURABLES - To be read with individual Job Objectives**
- Maximizing Revenue (including RoRWA)
- Nil Provisioning
- Cross Sell
- New clients addition & franchise building
- Quality of calling including ideating deals originated
- Quality of portfolio including Credit and other hygiene factors.

**About Standard Chartered**
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