Relationship Manager

FIMBank p.l.c. is a leading provider of trade finance, factoring and forfaiting solutions. The Bank is headquartered in Malta and benefits from a global presence in various important financial and trading centres. FIMBank p.l.c. is licensed as a credit institution by the Malta Financial Services Authority and is listed on the Malta Stock Exchange

In accordance to the Bank strategy and guidelines, the RM is a member of a coverage team that is responsible for building relationships with business within the assigned geographies. The roles responsibilities include managing and cross-selling a client portfolio with a focus on deepening relationships and generating additional revenue from existing clients. In addition to being the primary point of contact and key advisor for the client, the RM is also accountable for developing new business. The RM develops, markets and administer existing facilities and cross sells related group accounts and services. The RM should possess the ability to develop relationships with the appropriate decision maker within the client or prospect company. He should be capable of organising, leading and negotiating with a team of FIMBank group associates in order to provide solutions to client needs.

 

Main responsibilities:

Business development &  Portfolio maintenance

•      Develops and maintains the company’s relationships with contacts / customers to maintain and expand business,

•      Maintains a regular calling plan on customers and prospects in order to generate high quality new business in order to achieve or exceed specific production goals,

•      Meets with existing and prospect customers though personal calling efforts and other contacts to discuss business needs and recommend ways in which the bank can help provide business solutions to their financial needs,

•      Assists in planning the portfolio growth through the development of a business plan in alignment with the department budget and consistent with the overall bank asset / liability management objectives

•      Cultivates prospects independently through customer referrals, networking, and participation in professional organisations, social contacts and relationships built in the community,

•      Responsible for the cross sale of all FIMBank services, 

•      Maintains business pipeline and customer database, 

•      Responsible for the proper pre-qualification, structuring and pricing of all facilities in his/her designated areas,

•      Reviews facilities performance and profitability analysis and outlines strategies to bring unprofitable accounts back to adequate return,

•      Coordinates with various stakeholders and departments in servicing routine transactions, portfolio maintenance and solving customer queries, including: follow-up of transactions (disbursement and settlements), customer onboarding, reviews, facility letters, etc.,

•      Communicates lending decisions to customers,

•      Follows-up on exceptions to insure timely clearing. Controls volume of exceptions,

•      Keeps abreast of industry, competition, financial markets and other changes that may impact their portfolio or department,

•      Contributes to positive team spirit within the department and other colleagues,

•      Supports and mentors junior staff,

•      Embraces targets and guidelines provided by the management,

•      Ensures documentation is orderly kept and compliance with all regulatory and group policies, 

 

Skills and Experience:

•      Bachelor degree or superior in business finance, banking or related field;

•      5+ years of direct client management in Commodity Trade Finance or corporate banking experience, related experience specifically targeting commercial loans and compliance regulations;

•      Strong sales management skills and demonstrated strong tactical selling / negotiation skills,

•      Effective communication skills – including proposal writing and public speaking,

•      Ability to partner well, i.e. maintain solid positive and productive internal relations with product partners, credit executives, senior management, middle-office and customer service, etc.

•      Proficient in credit underwriting fundamentals and prior credit experience analysis including financial analysis;

•      Be capable of working effectively in a team environment with minimal supervision;

•      Good verbal and written communication skills in English;

•      Be able to multi-task and prioritize work effectively in line with business demands; and 

•      Requires frequent travels.