Function: Corporate Banking
Salary range: In accordance with appropriate salary schedule (This Role is posted internally and eternally)
Purpose of the Role:The Senior Manager, Corporate will lead, manage and motivate a relationship team comprised of Credit Managers, Credit Officers and Client Service Officers with the objective of efficiently managing a portfolio of corporate clients by providing world class relationship management, top quality risk control and overseeing personal development of team members. This role will be responsible for maximizing customer profitability by driving revenue growth through generation of loans, deposits, fee income and cross-selling all applicable bank services to existing customer base, identifying and soliciting bank services to non-customers.
The Senior Manager, Corporate will front the relationship team, developing an intimate knowledge of all customers in the assigned client portfolio, coordinating all aspects of the client relationship, effectively direct the relationship team in providing high quality customer service and satisfaction. This role will have accountability for the credit quality of the assigned client portfolio, reviewing credit requests as required to ensure compliance with the Bank credit quality standards and ultimately is accountable for the customer experience.
In larger Corporate Centers, the relationship team under management will include a Manager, Corporate.
Main Accountabilities:- Sources, originates new clients and foster high quality business opportunities with existing clients through proactive idea generation and selling. Negotiates, achieves acquisitions and growth targets annually. Direct the relationship team in building lasting relations with clients that will generate revenue and grow income targets for the business while providing world class service to clients.
- Manages and significantly grows the existing portfolio by building and broadening the scope of the client relationship and increasing ‘wallet share’ of the clients’ investment and banking business services. Focus on providing world class personalised relationship service for up to 75 -100 Clients.
- Continually mine assigned portfolio, conducting thorough needs assessments and identifying business opportunities, potential client issues and risks. Provides a consultancy based approach to customers, involving the relationship team members as needed.
- Monitors and controls accounts within the assigned client portfolio, reviewing the quality of the customer group in line with Bank and Corporate policies and guidelines. Reviews with Corporate Managers and CRMD any trigger points or issues causing concern. Complete all relevant risk reviews and reporting including early warning questionnaires, proposing EWL strategies, portfolio level reporting, etc.
- Directs the Credit Manager and/or Credit Officer, Product Specialists across the Bank (e.g. credit cards, leasing etc.) and partners with Corporate Finance Managers, as appropriate, to develop solutions which meet and create business opportunities with both existing clients and targeted prospects.
- Provide pro-active relationship management and deepen client relationships through in-depth reviews of the clients’ business, financing and relationship requirements.
- Develop and deliver targeted financing solutions for clients, balancing the needs of the client’s business and the Bank’s credit and risk standards/ policies. Price financing solutions and services for clients and portfolios appropriately ensuring cost for services and products enhance the Bank’s profitability and provide quality service to clients.
- Review, agree and sign off on mortgages and credit applications/ recommendations (prepared by the Credit Managers and/or Credit Officers) to CRMD for sanctioning (outside of personal discretion).
- Sell customized financing and banking solutions using a diagnostic approach. This will require an in-depth and holistic understanding of the client’s business, including strategies, market position, industry risk and developments, interdependences and financial risks. Support client’s strategic and business planning processes, providing advice and consultation on financial needs and services.
- Take an inclusive approach to client relationship and building the business by coordinating client portfolio relationship team members and appropriate specialists and partners. Educate supporting team members about your client’s business, key needs and requirements on-going. Ensure clients are referred to appropriate team members for service needs, questions and providing solutions
- Take an active role in the delivery of risk management and compliance with the Bank’s Internal Control and Assurance framework. Responsible for ensuring adherence of the Bank’s AML and KYC standards with regards acceptance of new and existing business.
Qualifications & Experience Required:- Relationship builder with expert ability to influence and negotiate to win-win solutions
- Strong and mature team builder and player.
- High degree of initiative, a self-started and self-motivated.
- Advanced orientation to driving for results.
- Graduate status with a minimum of 5 years experience in the business/financial world.
- Proven origination, business development, deal closing and relationship management skills to successfully lead and drive a Corporate banking team.
- Superior leadership and performance management skills to lead and retain a world class team.
- In-depth understanding of the Corporate business, financing solutions, credit suite of products, and the set of products available across CIBC Caribbean. Strong understanding of financial options and applicability to various business scenarios.
- Excellent selling, influencing and negotiating skills.
- Advanced credit risk analysis skills with strong financial counseling ability.
- Superior communication skills at all levels including verbal and written with a strong emphasis on the formal presentation capability.
- Well-developed management skills in the area of hiring, training and conflict resolution.
- Understanding of the industry trends and macro-economic factors affecting customers and markets.
Position reports to: Associate Director, Corporate Banking