Corporate Relationship Management Director (FDI)

Job Purpose

The incumbent is responsible for establishing, developing, and managing relationships with new and existing corporate group clients; providing advisory on products and services, delivering customer care, and monitoring client status within the managed portfolio, including risk management and debt recovery activities to achieve business objectives. Additionally, the role involves proposing and developing tailored solutions for clients, acting as a trusted advisor and primary arranger of funding, and positioning Techcombank as the main transaction bank for assigned clients and their value chains. The incumbent will collaborate with relevant functional units within and outside the CIBG division to realize business opportunities and effectively manage risks for assigned clients and their value chains

Key Accountabilities (1)

'- Responsible for developing relationships with clients within the assigned economic sector, ensuring achievement and exceeding of TOI targets across the entire client portfolio of the team.
- Engage directly in business activities with clients that have complex corporate structures, sophisticated financial models, and significant transactions within the assigned business sector.
- Establish, build, and attract key new clients within the assigned business sector.
- Collect and analyze client information, including business operations, methods, plans, and financial statements, to gain deep understanding of their characteristics and business models, key success factors and risks, as well as client needs within the assigned focus segment/sub-segment; provide financial solution advisory to clients.

- Continuously update knowledge on products, features, benefits, selling points, and related policies to advise clients on:
+ Standard products and services, product bundles, and business programs (including deposits, credit, services, trade finance, foreign exchange, derivatives, and other products for corporate group clients).
+ Pricing policies based on financial planning with clients (ACP), risk (RORWA), return on risk-weighted assets (TOI/RWA), and customer lifetime value (CLV) in accordance with Techcombank’s regulations.

Key Accountabilities (2)

- Establish ACP and actions to achieve ACP

- Maintain and strengthen strategic-level relationships with all clients in the team’s portfolio, including members of the Board of Directors and Executive Board

Product Advisory

1. Credit Products:
- Prepare identification reports and perform customer identification in accordance with periodic regulations.
- Coordinate with the Credit Appraisal team and other relevant parties (including Legal) to:
(1) Collect documentation, conduct detailed appraisal, and build cash flow;
(2) Discuss and negotiate terms with clients;
(3) Agree on conditions and credit limits;
(4) Submit for approval.

2. Non-Credit Products:
- Collaborate with the Global Transaction Banking Advisory team to implement solutions for clients.

3. Value Chain Development across CIBG and RBG:
- Focus on strategic client segments, connecting advisory teams and delivering product and service solutions across the value chain.

Portfolio and Sales Performance Management:
- Closely monitor business performance against assigned targets.
- Manage the existing client portfolio (in terms of volume, quality, structure), and drive upselling and cross-selling initiatives to increase wallet share and enhance portfolio quality in line with Techcombank’s strategic direction.

Debt Management:

- Ensure strong control over the debt quality across the entire managed client portfolio.
- Update the Account Coverage Plan (ACP) in case of changes in the client’s business plan that impact the annual exploitation strategy.

Key Accountabilities (3)

Service Operations:
- Strictly comply with all relevant regulations, processes, and guidelines.
- Proactively identify and manage operational risks related to the managed client portfolio.

Post-Sales Management:
- Manage post-credit/post-sales activities for the portfolio in accordance with periodic regulations.
- Propose, coordinate, and implement measures to handle overdue debts for managed clients.
- Prevent business risks in line with the Bank’s regulations from time to time.

Capability Development:
- Participate in designing professional capability development training programs; organize knowledge-sharing sessions on industry trends and global best practices.
- Develop a personal growth roadmap.

Corporate Culture:
- Understand and consistently apply organizational values and behavioral standards as prescribed by the Bank.

Other Responsibilities:
- Perform other tasks as assigned by the Unit Director.

Success Profile - Qualification and Experiences

Professional Experience:
- Minimum 15+ years of experience in the banking industry in a direct business role serving corporate clients.
- Strong understanding and established network with large corporate groups in Techcombank’s key economic sectors.
- Deep expertise in financial products and solutions for corporate clients, ranging from basic (credit and non-credit) to complex structured and syndicated solutions.
- English proficiency: Minimum TOEIC 700 (or equivalent certifications) as required by Techcombank.

Education:
- Bachelor’s degree or higher in Finance, Banking, International Trade, Economics, or Business Administration.