Relationship Manager (Financial Institutions ASEAN & Pacific Islands) m/w/d

Your Tasks

Reporting to the Group Head of Financial Institutions Asia, the Team Member of the Financial Institutions Group for ASEAN & Pacific Islands is responsible for relationship management of financial institutions, sovereign entities and non-bank financial institutions in his / her region. Job responsiblities include:

• To actively manage a portfolio of DZ BANK AG’s Financial Institutions that are domiciled with their head office in the ASEAN & Pacific Islands region, namely, Brunei, Cambodia, Indonesia, Laos, Malaysia, Myanmar, Papua New Guinea, Philippines, Singapore, Thailand, and Vietnam. In that regard, the global relationship management entails sales and relationship coverage of ASEAN & Pacific Islands domiciled accounts on a worldwide basis. Passive coverage of Sovereign Accounts, Non-Bank Financial Institutions such as Insurance Companies, Asset Managers, Fund Managers, Securities Companies as required by the bank. As global relationship manager, you also assume responsibility for the first line of defense for your client portfolio within the bank.
• To use your existing Financial Institutions’ network to build and expand business relationships - you visit customers and make contacts to identify and pursue business opportunities. Act as primary contact person for transactional inquiries for the portfolio clients as well as for the implementation of these in DZ BANK AG or the Group, strengthening the interaction in the German home market with the involvement of product sales colleagues. To maintain and further develop contact with customers' senior management - focusing on a sustainable increase in profits, recognizing and realizing cross-selling potential by involving relevant product units (e.g. Transaction Banking, Trade Finance, Capital Markets). You adhere to local and global regulatory requirements and actively engage in early risk identification.
• To identify core relationships and prioritize prospects by reference to risk and return profiles, product matches with DZ BANK AG offering, willingness to co-operate and development potential. Review the same as part of the yearly regional portfolio reviews.
• To manage the respective client relationships engagement in an active dialog with the core relationships to optimize DZ BANK AG’s interaction with them, including a systematic and coordinated maintenance of senior management attention and visits to select counterparts.
• To cultivate and foster new relationships in the respective markets, in conjunction with relevant product marketing units.
• To liaise with and propose new limits and structure to head office Credit Division and product groups for new accounts where credit facilities are required for DZ BANK AG’s product offerings. Review the credit limits annually in line with stakeholder requirements.
• Undertake market-based monitoring of credit events relating to financial institutions in the ASEAN & Pacific Islands client portfolio, in particularly for those clients where (1) DZ BANK AG has a significant credit exposure; and (2) the financial performance is weak as reflected in a lower external or internal credit rating.
• Monitor changes in overall market conditions that may have a material impact to the financial markets and hence the financial institutions in ASEAN & Pacific Islands, and accordingly provide our local recommendation and opinion to the responsible credit department in Frankfurt. Undertake all 1st line of defense duties for the Financial Institutions clients in the ASEAN & Pacific Islands portfolio, including account openings. Carry out all KYC, AML, MiFid, and other pertinent administration; implement controls and task procedures for both new account and the existing ASEAN & Pacific Islands client portfolio on a scheduled basis to ensure compliance with head office and local regulators.

Your Profile

• Banking training, supplemented by a successful degree in business administration or equivalent, as well as relevant professional experience in an international sales environment.
• A broad and active network in the financial institutions environment in the ASEAN & Pacific Islands as well as comprehensive knowledge of the current economic, political and social developments there.
• Sound product expertise / experience in commercial foreign trade business as well as knowledge of capital market, transaction banking and risk management products.
• Familiarity with the market, the industry, and the regulations of the customer group – as well as a very good knowledge of compliance requirements in the 1st line of
• defense role.
• Proficient in MS Office (especially Word, Excel, PowerPoint). Affinity for digital tools and solutions would be beneficial.
• Proficiency in German would be advantageous for liaising with German stakeholders.
• Strong communication skills.
• Effective team player.