Senior Relationship Manager, Local Corporates (LC)

Job Description

Job Summary

The primary responsibility of the Senior Relationship Manager is to manage a portfolio of relationships and ensure revenue growth from existing clients and new client acquisition across various regions of the bank. The role is based in Uganda and involves leading client relationship management for corporate clients, focusing on a wide range of banking products and services to drive portfolio growth. The position requires high-level engagement with senior executives and collaboration with Group Account Managers (GAM), Corridor leads, and Product Partners to deliver the bank’s value proposition. Maintaining strong relationships with Credit, Legal, Compliance, and other key stakeholders is essential, as well as upholding the bank’s brand, culture, and conduct standards.

Key Duties & Responsibilities

Origination, Credit, and Control:

• Ensure quality client pitches alongside Group Account Managers (GAM), and deliver deals from origination to closure.
• Engage with senior clients in the Multinational and Local Corporates Portfolio for account maintenance and deal negotiation.
• Strengthen group-level relationships by increasing engagement with Group Account Managers (GAM), Product leads, and Corporate and Institutional Banking (CIB) heads across key markets.
• Lead stakeholder engagement, including other regional Global Subsidiaries (GS) Heads, GS Colleagues, Group Account Managers (GAM), Global Banking (GB) Heads, Transaction Banking (TB) Sales, Transaction Banking (TB) and Financial Markets (FM) product teams, and Chief Executive Officers (CEO).
• Manage reputation, Financial Crime Compliance (FCC), and Anti-Money Laundering (AML) risk on the portfolio, and handle adverse media related to existing and prospective clients.

Client Onboarding & Deal Execution:

• Collaborate with Relationship Managers (RM), Credit Analysts (CA), and Client Managers (CM) to obtain pre-deal clearances and ensure timely delivery.
• Oversee client onboarding, ensuring thorough documentation and process completion.
• Work with product partners to deliver effective cross-sell opportunities, wallet sizing, and comprehensive account plans.
• Negotiate and finalize pricing and other deal terms with clients.

Long Description

• Ensure quality and timely turnaround of credit proposals, resolve credit queries, and engage with Senior Credit Officers (SCO) across Africa to share insights on the evolving credit environment.
• Understand banking regulations and compliance requirements across Uganda and Africa.
• Liaise with Credit Documentation Unit (CDU) and external legal counsel for non-standard documentation preparation and execution, ensuring zero tolerance for overdue documentation.
• Attend Credit Issues Committee (CIC) meetings to strategize for clients on early alert, ensuring full compliance on Customer Due Diligence (CDD)/Anti-Money Laundering (AML) matters and maintaining oversight on risk and credit quality.

Key Objectives

• Maximize revenue by achieving the allocated budget for Corporates Uganda, including portfolio diversification and Return on Tangible Equity (RoTE).
• Minimize provisioning and proactively manage early alert accounts.
• Enhance cross-sell efforts and deepen mining on Financial Markets (FM), Project Finance, and Transaction Banking (TB) revenues.
• Add new clients and build the franchise for the Corporates Segment, coordinating efforts at Africa and regional levels with Group Account Managers (GAM) and corridor bankers.
• Improve senior client engagement and ideate new deal opportunities.
• Enhance portfolio quality through stress tests, understanding parental support, and maintaining hygiene factors.

Educational Qualifications, Experience, & Skills Required

• Chartered Accountant (CA), Chartered Financial Analyst (CFA), Master of Business Administration (MBA) in Finance, or Degree in Economics/Finance.
• Fluency in English is mandatory; proficiency in French is preferable.
• Minimum of 10 years of banking experience in a Corporate banking environment, with at least 5 years of direct frontline relationship experience.
• Experience as a credit analyst is preferred.
• Hands-on experience in corporate banking business development, credit risk assessment, accounting/audit, and balance sheet analysis.
• Strong written and oral communication skills in English, and preferably in French.
• Knowledge and experience with Multinational Corporates, including product knowledge in Financial Markets (FM), Lending, Project and Corporate Finance, Trade Finance, and Cash Management.
• Risk and Anti-Money Laundering (AML) certification as per bank policy, including Core Credit Curriculum.
• Expertise in risk management, internal controls, business strategy, market knowledge, products, and processes, particularly in Trade Services and Cash Management.

Core Competencies

Business:

• Actively source new business and grow the franchise by leveraging the bank’s competitive strengths, while selectively developing new relationships.
• Maximize profitable revenue while maintaining a client-focused approach, strengthening and deepening relationships at senior and operational levels.
• Professionally represent Standard Chartered Bank (SCB) regionally and internationally.
• Continuously develop industry and product knowledge, and stay updated on industry developments.

Processes:

• Proactively manage the client portfolio, ensuring close ties with key stakeholders like Financial Markets (FM), Transaction Banking (TB), Corporate Finance Risk, Group Account Managers (GAM), Regional Account Managers (RAM), and Service Delivery.
• Identify and manage risks appropriately.
• Ensure compliance with regulatory requirements and group policies, contributing to policy formulation.
• Adhere to sales disciplines, including Account Planning, Call Reports, and Deal Pipeline Management.
• Actively engage with clients and Product Partners to ensure high utilization of regular limits.
• Coordinate client training for non-lending products with Product Partners.