Relationship Manager, NBFI

Our Client, a global bank, is looking to hire a Relationship Manager to cover NBFIs in the London office.  Further details below:-


Principal Purpose of the Job:

Assist Head-NBFI (“Head”) to grow Non-Bank Financial Institutions (NBFI) business with a view to meet set budget /financial goals and develop new relationships. This will be achieved by representing and promoting the Bank, offering tailored products and services to clients in the NBFI sector including assistance in building new client relationships, maintaining existing client relationship, credit process, client on-boarding and portfolio management.


Main Responsibilities & Accountabilities:

To assist Head in originating NBFI’s related businesses and help in meeting the departments strategic and financial goals/objectives.


To work closely with Head to develop and implement a strategic & tactical plan to build/grow NBFI business based on knowledge of industry, growth projections and funding strategies & objectives.


To provide ideas/initiatives that enable the Bank to differentiate itself in NBFI sector and increase the level of business by comprehending and presenting the Bank to appropriate NBFI clients in line with the Bank’s and its Parent Bank’s profile and capacity.


Relationship development & marketing to existing clients plus business development to prospective clients, including co-ordination of the deal structure and closing sufficient transactions to meet agreed revenue targets.


To increase profitability, relationship depth while minimising risk and build a network of business introducers in the local professional and business community.


To optimise the potential value and profitability of existing relationships by assisting in the delivery of solutions, products and services appropriate to meet customer need and to improve customer engagement.


To act as the Product Manager of payment facilities and FI’s syndications as well as lead, inspire and motivate NBFI junior colleagues to ensure a seamless relationship management service is delivered to all customers and proactively share product knowledge, experiences and best practices within the department.

Prepare credit requests and present credit proposals/analysis in an impactful manner after taking into consideration regulatory and internal policy requirements. Fully communicate with Head/Relationship Managers/Credit and provide recommendations from credit perspective in terms of facility elements such as size, structure, tenor etc.


To co-ordinate between the Departments including KYC/Credit/Loan Administration, etc., and to ensure information needed for credit application, assessment, approval, and monitoring is readily accessible.


Assist in the execution process of credit facilities and manage/review/complete relevant facility documentation and other functions as may be required in the on-boarding process of new/existing clients.


Drive the account planning process, including completing and maintaining relationship plans, files notes and call reports. Engage and gain commitment of product specialists on client product solution and delivery.


Complete timely and in-depth evaluations or reviews of financial and operating risks for all credit facilities in order to ensure usage is in accordance with approved terms and conditions, regular covenant monitoring, etc. as part of portfolio management.


Follow up any credit risk issues identified by the Department and prepare an investigation report.


To monitor local and international credit market issues to ensure adequate precautions are available to minimise the Bank’s credit risk.


To act as the co-ordinator of NBFI’s relationships within the Bank to promote business in other product lines for product cross-selling purpose such as trade finance, correspondent banking, treasury business, clearing and settlement arrangement etc.


To provide an analysis of competitors and benchmarks of the local market.


To complete all the relevant documentation and other functions as may be required to assist the Head of Department from time to time.


Help to promote product and capacity of Head Office and other group member product and capacities.


Within the Three Lines of Defence framework, as a member of IBD to act as the First Line of Defence with respect to the ownership and ongoing management of credit risk within the portfolio. This includes the preparation of all credit memoranda (proposals) inclusive of new money deals, annual reviews and credit modifications.


Other tasks as directed by the Head of Department and Deputy General Manager.


Skills Required:

Minimum 5y Relationship Management experience covering NBFI sectors such as Insurance Cos, Funds, Broker Dealers and Asset Managers


Sound understanding of financial markets in general and the NBFI sector primarily Insurance Cos, Broker Dealers, Asset Managers, Private Equity, Close/Open-ended Funds, etc.


Good NBFI Relationship Management, credit analysis and Portfolio Management skills;


Good understanding of credit products such Term Loans, RCFs, FAL SBLCs, Capital Call/NAV facilities, etc


Build effective networks across business areas, developing relationships based on mutual trust and encouraging others to do the same. 


Experience of effectively using knowledge of credit products, processes and risks to make fair and informed lending decisions;


Excellent written and spoken communication skills in English; an ability to communicate with impact, ensuring complex information is articulated in a meaningful way to wide and varied audiences. Knowledge of Mandarin would be a plus.

Advanced selling skills and willing to work the details personally;


Hard working and flexible working ethic, ability to quickly adapt and work with an expansive peer group and external professional advisers.


Our client is an equal opportunity employer and ensures that no applicant is subject to less favourable treatment on the grounds of gender, marital status, race, colour, nationality, ethnic or national origins, age, sexual orientation, responsibilities for dependants, physical or mental disability. Candidates are selected for interview based on their skills, qualifications and experience.


Please note that we can only consider candidates who are eligible to work in the UK and are able to provide relevant supporting documentation.


For further information, please contact: 

Enrico Castagnetti, Wintermann Search & Selection Limited

Mobile:       +44 (0)7711 267500




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