JOB PURPOSE:

Grow & manage a portfolio comprising large Hong Kong, China and North East Asia corporates as part of FAB's growing franchise in Asia while capitalizing on customer linkages with the Middle East, Southeast Asia and India. The role will be responsible for formulating and executing the Corporates Strategy, overseeing the Corporate Coverage team as well as the respective strategic account plans in order to achieve financial goals and financial budget, in line with the global operating model and strategy of FAB's Wholesale Banking Group.

KEY ACCOUNTABILITIES:

International Banking Strategy

• Implement & execute the corporates strategy, based on the business objectives of the Bank and the Wholesale Banking Group.
• Develop business plan that aligns with the strategies of the Bank's client service units vertically and that of the products department and other interfacing departments horizontally.

Client Relationship Management & Business Promotion

• Grow and manage the existing portfolio of Hong Kong, China & Northeast Asia corporate clients with the objective of growing the wallet size.
• Maintain good relationship with clients so as to build and grow a strong Hong Kong, China & Northeast Asia corporate client base.
• Originate and acquire new clients by providing advice and best-financing solutions to clients based on their financing requirements.
• Provide advice and guidance on structuring, negotiation, documentation and execution of transactions for clients.
• Ensure sustenance of high-quality credits and regular monitoring of risks.
• Committed to cross selling the Bank's products and services within APAC, across the Wholesale Banking Departments and Treasury & Global Markets, as appropriate.
• Work closely with internal stakeholders to ensure the best financing solutions are provided to corporate clients, and to cross-sell the Bank’s products and to identify revenue generating opportunities.
• Monitor risk and ensuring that the bank’s relationship strategy is in line with the portfolio and industry quality.

Delivering Target

• Fully understand the overall financial targets and goals of APAC and the Bank's expectation of his/her respective active participation and contribution.
• Drive to deliver revenue and economic profit for each customer/ industry/region in accordance with the revenue budget.
• Work closely with internal stakeholders (including product/service partners) within APAC, Wholesale Banking Departments and the Bank in order to ensure an integrated and seamless approach to handling clients.

Budget & Plan

• Prepare and set Corporate's revenue budget and related costs, including periodic monitoring of performance versus budget and how to improve performance if there are gaps.
• Drive customer strategic account plans and Corporates’ business plan, including active monitoring of pipeline business, to ensure that revenues are on target to meet the financial budget.

People Management

• Maintain an open-communication environment to allow germination of ideas and identify potential issues at infancy stage.
• Contribute to creation of a high-performance culture and engaged team through effective collaboration.
• Ensure completion of HR process for people-related activities such as team’s performance management, leave planning and learning and development in according to HR policy and guideline.

Risk management and control

• Understand the overall risk profile and ensure that the risks are managed properly.
• Create a first line of defense environment in Hong Kong with an environment of transparency, integrity, a platform of clear communication, escalation and trust.
• Ensure risk limit is in line with FAB risk appetite and compliance with Group ORM policy framework.
• Identify all material risks, including the risks associated with new or complex products and high risk activities.
• Evaluate regularly the risks, and maintain continued awareness of the business and risk profiles and changes in the operating environment and financial markets that may give rise to emerging risks.
• Set up effective controls to ensure the integrity of business overall risk management process.
• Any excesses or exceptions risk limit should be reported promptly to the senior management and risk committee for necessary action.
• Ensure completion and rectification of internal and external audit comments within target dates.
• Build a risk-based culture with discipline and accountability.

Governance and management activities

• Responsible for any relevant regulatory duties and in compliance with relevant legislation and regulatory requirements.
• Participate as a member of the following committees (where applicable):
• Senior management team in the country
• Risk Management Committee
• Participate as a management position of the following regulations (where applicable and subject to approval):
• Manager responsible for Corporate Banking – Banking Ordinance Section 72B
• Provide oversight / guidance on the Hong Kong and Korea Corporate Coverage team members.

QUALIFICATIONS & EXPERIENCE:

• Degree in Business, Accounting, Finance or relevant discipline with minimum 15 years of experience in banking with 7 years in senior roles in corporate coverage and/or credit.
• Solid knowledge of the Hong Kong market and key industry sectors. Good understanding of Mainland China market and landscape would be advantageous.
• Ability and experience in supporting and assisting Senior Management in formulating and implementing strategic plans.
• Strong market contacts in the Hong Kong market is essential.
• Ability to demonstrate a strong track record of success in identifying, structuring and delivering financing solutions to a diverse client base.
• Wide knowledge of debt market, syndication, trade finance and strong in financial risk analysis and has the ability to analyse and mitigate all underlying risks.
• Awareness of market trends, pricing information and underwriting appetite.

SKILLS

• Strong track record of success in identifying, structuring and delivering financing solutions to a diverse client base.
• Strong marketing and relationship management skills.
• Ability to engage at Senior Management level with Global and Regional peers and other stakeholders.
• Collaborative team player and highly adaptable to the changing needs of internal and external customers.
• Strong negotiations, communication, presentation and influencing skills across multi-cultural and company boundaries.
• Leadership and decision-making skills.
• Ability to mentor and provide oversight / guidance on the Corporate Coverage team.
• Proficient in spoken & written Chinese preferred (Cantonese and Mandarin).

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