The Corporate Banking Senior Relationship Manager for Financial Institutions (FIs) is responsible for managing and deepening relationships with the bank's top FI clients including domestic and international banks, insurance companies, asset managers, and other non-bank financial entities. They are tasked to: (a) cultivate trust and partnership and be designated as one of the top bankers of their most important clients; (b) grow the profitability of its portfolio of accounts by providing timely and appropriate financial solutions to these clients; and (c) ensure positive customer experience with the bank, all within the bank's policies and guidelines. In carrying out its objective, the Senior Relationship Managers collaborate closely with the heads of products groups, channels, operations, legal and compliance units in the bank.

Responsibilities:

Top Corporate Account Management

Serves the banking needs of BPI's top Financial Institution (FI) clients including domestic and international banks, insurance companies, asset managers, and other non-bank financial entities
Manages affiliate accounts and ensures strict adherence to regulatory and internal policies
Undertakes steps to know the customer and adheres to KYC guidelines and requirements for Enhanced Due Diligence, Anti-Money Laundering Act and Audit
Adheres to account maintenance procedures and ensures customer information is updated at all times.
Conduct a DOSRI analysis and Related Party Account vetting in line with the Bank's policies and procedures for affiliate accounts
Initiates sales calls, client engagements, and visits, independent of its Team Head and ensure that all their clients are properly covered

Revenue and Income Growth

Ensures attainment of their income and volume targets through implementation of business development strategies and initiatives that enhance the breadth and depth of product portfolio in response to top corporate clients needs.
Grows the revenue, volume and profitability of their portfolio of accounts by providing timely and appropriate financial solutions to these clients, all within the bank's policies and guidelines. The Senior RMs craft account strategies pursuant to an account plan and ensures effective implementation of the relationship management strategy and strives to the be the preferred business partner of its top corporate clients, to achieve and sustain competitive positioning in the market, resulting in optimization of customer satisfaction, retention and wallet share.
Possesses in-depth understanding of its clients banking needs, market trends and developments, to provide innovative financial advise and customized solutions that would address their clients needs resulting in increased market share, product counts, cross selling and product penetration
Works closely with their product partners to identify product gaps, leads and opportunities
Assists in the sales process to ensure that product opportunities lead to closed sales which includes scheduling client calls, following up with product partners and clients, and resolving issues as may be necessary

Customer Care

The Senior RMs ensure positive customer experience with the bank by constantly soliciting customer feedback, competitive scan and market intelligence and working closely with products the heads of products groups, channels, operations, legal and compliance units in the bank toward the furtherance of this objective.
Works with respective Service Officers and Service Staff to ensure that all their customers day-to-day transactions are fulfilled accurately and on time
Ensures that all product and channel issues of the clients are resolved quickly and initiates, with the help of their Team Head, changes in policies and procedures to ensure issues are not repeated

Loan Negotiation, Documentation and Administration

Works with their Credit Partners to ensure on-time renewal and set-up of credit lines. The Senior RMs provide the Credit Partners with the necessary information from client to renew and set-up lines, including scheduling of credit interviews
Assists the Credit Partners in presenting the account to the Bank's credit approving bodies
Collaborates with their Credit Partners, Corporate Finance Partners and other internal stakeholders, structures loan packages and prepares loan proposals and term sheets for clients and ensures client acceptance of such
Negotiates loan terms and documentation in coordination with our Legal partners and ensures its timely execution
Works with its service team and coordinates with the client to ensure immediate implementation of the line. The Senior RMs also ensures that the service team efficiently administers the loan (including timely submission of condition precedent documents, release of statement of accounts, re-pricing notices, accurate and timely collection of all amounts due under the loan document)

Monitoring Loan Portfolio Credit Quality

Monitors the credit quality of its loan portfolio
Proposes and implements steps and measures to ensure acceptable credit quality
Works with their Credit Partners in monitoring adherence of Borrowers to their loan covenants
Strategizes and pursues options for recovery should a loan deteriorate in credit quality or becomes past due

Qualifications:

College graduate preferably with a degree in business-related discipline such as Banking, Accounting or Finance
Minimum of 8 years experience as a Relationship Manager handling Financial Institutions
At least 10 years of cumulative experience in Corporate Banking, Business Banking, Product Sales, Marketing, Credit, or other related financial disciplines
Good knowledge in markets, credit and lending, operations, credit policies, risk management and corporate finance and other commercial banking products and services to enable cross-selling
Knowledge of Philippines regulatory standards and compliance guidelines is also required
Comfortable dealing with top executives and foreigners and navigating around complex and competitive environment; excellent interpersonal, communication and listening skills; strong ability to analyze and research information; driven and motivated; professional and ethical, excellent marketing skills and client empathy