Senior Relationship Manager (40000958)

Job Purpose

Establish, manage, maintain, and develop relationships with the corporate client portfolio across assigned economic sectors and strategic corporate clients within CIBG. The objective is to gain deep understanding of clients, identify opportunities and risks for clients and their value chains. Additionally, propose and develop tailored solutions for clients, act as a trusted advisor and primary arranger of funding, and position Techcombank as the main transaction bank for assigned clients and their value chains. Collaborate with relevant functional units within and outside CIBG to realize business opportunities and effectively manage risks for assigned clients and their value chains.

Key Accountabilities (1)

- Identify target clients aligned with Techcombank’s industry focus and strategic direction for each period.
- Manage, develop, and grow relationships with clients in the assigned portfolio (primarily those with basic and simple financial needs), ensuring achievement and exceeding of TOI targets and maintaining strong control over debt quality across the entire portfolio.
- Establish, build, and attract new clients within the team’s business sector, with support from senior leadership within the team.

- Research and gather client information based on industry insights and the client’s financial data.
- Identify client needs and determine the Customer Value - Proposition (CVP) and hook product to acquire new clients.
Design and provide advisory on optimal financial plans for clients.

- Establish ACP and actions to achieve ACP

Key Accountabilities (2)

-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.

Sales Performance Management:

- Manage, develop, and grow relationships with clients in the assigned portfolio to ensure achievement of business targets.
- Provide customer care to deliver the best possible sales service experience.
- Engage regularly to strengthen connections and maintain long-term relationships with clients.
- Act as the primary point of contact for information and client engagement to increase transaction volume across the entire value chain and related client groups within Techcombank.

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)

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.

Key Relationships - Direct Manager

Director, Corporate Relationship Management

Key Relationships - Direct Reports

N/A

Key Relationships - Internal Stakeholders

Departments within CIBG and other related units at Techcombank (Operations Division, Technology Division, Risk Management, Compliance, and Legal Affairs)

Key Relationships - External Stakeholders

Government agencies (State Bank of Vietnam, Ministry of Finance, Ministry of Justice, etc.); Partners and contractors; Industry enterprises; Clients (Board of Directors and Executive Board); Associations.

Success Profile - Qualification and Experiences

Professional Experience:
- Minimum 12+ years of experience working in a direct business unit serving corporate clients.
- Strong understanding of banking and corporate legal regulations, as well as bank policies, regulations, and products for corporate clients.
- Solid knowledge of the market, corporate client business operations, and key industries/sectors supported by the Corporate Banking Division.

Education & Qualifications:
- Bachelor’s degree in Business Administration, Finance & Banking, or Statistical Analysis.
English proficiency: Minimum TOEIC 650 (or equivalent certifications).