Senior Manager, Business Development

1) Job Purpose

• Together with the Head, Corporate Banking, Business Development 1 develop business strategy for the Bank.

• Identify the target sectors, prospects that are aligned with the Bank’s risk appetite and develop new client base. Strengthen the relationship and to maximize the wallet-share from existing customers in order to achieve the Bank’s financial KPIs.

• Build strong network of relationship, aggressively approach new clients via con call/meetings.

• Cooperate with various departments in the Bank to provide the full package banking service to corporate customers.

• Evaluate business risk/financial risks and all related risks of the Borrower/transaction.

• Customize the deal structure in order to meet client’s needs and protect well Lenders’ interest in compliance with internal procedure and local regulations.

• Liaise with internal and external lawyers closely and where necessary provide interpretation/recommendation in order to compromise the Parties involved to ensure the smooth of the transaction.

• Actively engage in building the internal policy, procedure in relation to credit activity of the Bank.

• Manage the research of market, anticipate market change, evaluate business risk to identify the potential customers and to come up with an appropriate strategy for existing clients.

• Motivate and develop a strong team who is able to deliver, achieve the KPIs including cross-sell all products of corporate banking including short-term and long term loans, syndicated loans, project finance, deposit, FX, trade finance, domestic/foreign remittances, cash management, investment banking, securities, advisory.

• Continuously provide coaching/training to the team members in various aspects to ensure the team is up to the standard in terms of sales skill/credit skill/other soft skills.

• Strong communication/negotiation and convincing skill to present and get approval from the credit proposal to the credit committee.

• Strong communication skill and presentation/ writing skill to deliver high quality credit proposal.

• Demonstrate core values such as teamwork spirit, ambitious for growth, excellence and ability to build relationship with internal and external customers bringing mutual benefits to related parties.

2) Principle Accountabilities

• Increase in outstanding loans and advances.

• Marketing for new corporate/commercial clients and enhancement of banking relationship with existing clients.

• To monitor and expedite on release of loans approved by assisting on the legal documentation process where necessary.

• To monitor and encourage higher utilization rate of existing facilities granted.

• Increase in profitability and income from loans and advances activities.

• Constant monitoring of performance achieved from time to time against efforts made in the credit activities mentioned above.

• To maintain low NPL ratio at all times.

• To constantly monitor on the trend of problem accounts and ensure prompt follow up for prevention measures where necessary.

• To follow up with prompt action for recovery of doubtful accounts to reduce the NPL ratio.

• To ensure prompt renewal of A/As.

• To increase loan market share and customer base in Vietnam.

• To achieve zero complaint from clients.

• To constantly seek feedback from clients on our product and services offered/rendered and seek ways to improve further.

3) Scorecard Dimensions

• Financial Perspective:

1. Total Revenue

2. PBT after MTM

3. Deposits Growth

4. Cost to Income Ratio

5. Asset Quality – Gross NPL Ratio

6. Loans Growth

7. Profitability - RRWA

• Customer Perspective: Customer Satisfaction Index

• Business Process and Initiatives:

1. Renewal Rate of Overdue AAs

2. Fresh A/As approved and accepted

• Talent Engagement: PDP Development

4) Qualification & Competencies

Qualification

• Level of Education: Preferably a Bachelor’s Degree or above related to banking and finance.

• Years of Experience: At least 5 years of related experience in credit and marketing activities.

• Discipline/Related Field: Banking, Finance, Business Studies, Marketing, Economics

Competencies

• Strong teamwork capabilities

• Strong analytical skills

• High customer centric

• High integrity and a role model

• Innovative and creative

• Responsive with a sense of urgency

5) Major Challenges

• To achieve the performance targets on the back of adverse changes in business and economic environment which pose higher risks in lending to certain sectors of the Vietnam economy.

• Changes in Vietnam banking rules and regulations which will affect the lending activities of the bank.

6) Decision Making Authority

• To provide recommendation on type of financing required for a particular borrower with initial assessment of a loan’s viability and bankability.

• To be aware of the risks involved and ensure the bank’s interests are protected while recommending for the loan to be approved.