Relationship Manager

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’ offices in Asia are in Hong Kong, Shanghai and Singapore and cover a matrix of the products including Corporate loans, Trade Commodity Finance, Value Chain Financing, Financial Advisory & Structuring, Capital Markets, Corporate Risk & Treasury Management and Mergers & Acquisitions. 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.

The job holder will be part of a team of Relationship Managers to support Wholesale Clients in achieving its strategic objectives to become the leading F&A bank by:

- Coordinate client focused efforts for top tier relationships at executive level;
- Maximize revenues relative to capital utilization for client base across all product groups and across all regions;
- Increase cross-sell for the Rabobank Group;

**Key Responsibilities and Accountabilities**:
**Client Engagement**
- Asa RM, work closely with the SRM and provide support for the execution of the account plan and realize cross-sell of wholesale products and services, and to ensure relevant stakeholders are aligned with the proposed client strategy
- Contribute to business growth and maximize revenue by helping SRM to maintain 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

**Business Origination**
- Responsible for client franchise income and risk management in the portfolio
- Support the origination, tracking and execution of deals, and to work collaboratively with SRM and product partners
- Provide support on business initiatives, performances, meetings and projects

**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

**Experience & Knowledge**:

- University degree in Finance, Business, Commerce or other related discipline
- At least 3 years relevant experience in wholesale clients environment
- Strategic relationship development and credit analysis/loan structuring experience
- Capability to maintain dialogue with clients
- Proven, international, team-management skills
- Entrepreneurship, results orientation, client impact, team worker, broad orientation incl. on cultural matters and on social engagement
- High competency in Powerpoint