Senior Relationship Manager, Financial Institutions Group, Vietnam

1) Job Purpose

• Together with the Head FIG VN, to develop FIG VN business strategy for the Bank.

• To identify the target sectors and prospects that are aligned with the Bank’s risk appetite.

• To pro-actively engage in marketing activities for new Bank and Non-Bank FI clients (Securities, Consumer Finance, Leasing, Insurance, …) as well as maintaining and enhancing relationship with existing clients in order to maximize the wallet-share from existing customers in order to achieve the Bank’s financial KPIs, through cross-sell of all Maybank products including, but not limited to, short-term and long term loans, syndicated loans, project finance, deposit, FX, trade finance, investment banking, securities, advisory.

• To evaluate business / financial risks and all related risks of the Borrower / transaction, to work out effective deal structuring in order to both meet client’s needs and protect Maybank’s interest in compliance with internal procedure, internal policies, local regulations and all other applicable regulations.

• To figure out deposit client segment and materialize bank’s deposit strategy.

• To cooperate with various internal partners in the Bank to provide customers with a comprehensive and holistic suite of Maybank products.

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

• To conduct market research, anticipate market change, and evaluate business risk in order to identify potential customers and/or to propose appropriate account strategies for existing clients.

• To regularly provide coaching / training to team members to ensure that team members are 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 presentation / writing skills so as to write effective credit proposals.

• 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

To engage in the following credit activities :

(i) To do marketing for new FIG clients and enhancement of banking relationship with existing clients.

(ii) To prepare and submit credit proposal to the Authority level by making clients’ financial analysis report.

(iii) Once the loan is approved, to monitor and expedite on release of loans approved by assisting on the legal documentation process where necessary.

(iv) To monitor and encourage higher utilization rate of existing facilities granted.

• Increase in Deposit (CASA and Fix Deposit).

(i) To do marketing for new FIG’s deposit clients and enhancement of relationship with existing clients.

(ii) To enhance operational process.

Increase in profitability and income from deposit, loans and advances activities: Constant monitoring of performance achieved from time to time against efforts made in the credit activities mentioned above.

• To increase loan market share and FIG customer base in Vietnam:

(i) To achieve zero complaint from clients.

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

4) Qualification & Competencies

Qualification

• Level of Education: 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

No decision making authority to be granted. However, the incumbent would be responsible for the following :

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

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