Relationship Manager

I. Job Mandate

The IBG Relationship Manager (RM) manages the overall relationship of the Bank with existing institutional customers and the development of relationships with prospective clients. The RM leverages on a thorough understanding of the client’s business needs, objectives and financial strategies to effectively and efficiently deliver BDO products and services that support these needs, translating to increased Loan ADB, Revenues and utilization of BDO products.

The Relationship Manager Trainee (RMT) shall perform RM’s tasks as assigned by the Team Head in preparation for becoming a full-fledged RM.

II. Duties and Responsibilities 

a. Account Management

1. Manages and develops client relationships to initiate and increase utilization of bank products and services through cross-selling and ensures client concerns/complaints are addressed in a timely manner.
2. Regularly interacts with clients to understand their operations and markets.
3. Formulates client Account Plan.
4. Monitors and manages credit risk of portfolio by analyzing financial data and other relevant information, and making appropriate recommendations. Identifies red flags and informs the Team Head/Unit Head, when needed.
5. Ensures accuracy and relevance of information provided in conducting timely preparation and completion of credit proposals in line with bank policies; effective presentation to relevant committees to secure approval.
6. Ensure smooth implementation of approved proposals and transactions emanating from them including but not limited to proper documentation and regular monitoring of maturities, repricings, PN renewals and paydowns.
7. Attain Loan Average Daily Balance (ADB), Profitability and other targets as mandated by Management.

b. Administrative

1. Ensure compliance with internal and external (regulatory) regulations, policies and procedures including but not limited to correct tagging of accounts in various BDO systems.
2. Ensure timely and accurate submission of required reports, including call memos.
3. Ensure systematic and orderly storage of collected client information including but not limited to Call Reports, Account Plans and other applicable documents.
4. Ensures timely, accurate and well-thought-out responses to audit requests and queries.
5. Mentor Relationship Manager Assistants on account servicing and report preparation.

Perform other tasks that may be assigned by Management from time to time.

III. Minimum Qualification Requirements

a. Education- Bachelor’s degree, preferably in Finance, Business Management/Administration, Accounting, or Economics from a reputable university. Preferably with at least two years’ experience as an RM or RMA.

b. Work Experience- Established experience in sales, marketing and account management.

c. Knowledge Area

1. Market, Regulatory, Business and Industry Understanding
2. Competitor knowledge

d. Skills

1. Client acquisition
2. Strong credit and analytical skills
3. Business development
4. Negotiation
5. Verbal communication, including the ability to network and build client relationships
6. Business writing
7. Time and activity management
8. Advanced Microsoft Office skills

e. Personal Attributes

1. Embodies BDO’s corporate values: agile, confident, competitive, collaborative, inventive and solid
2. Strong customer focus – customer service orientation towards both internal and external stakeholders; responsive to client’s needs
3. Excellent execution – diligent, excellent multi-tasking ability, ability to identify and prioritize important tasks and work under pressure, accuracy and attention to details
4. The right attitude – exhibits integrity, the ability to take initiative and work independently and a strong sense of responsibility and urgency
5. Out-of-the-box thinking – adaptable, flexible, creative and resourceful
6. Strong team player

f. Professional Certification & Licenses- None required.

G. Others- Learned competencies while working at BDO:

1. Understanding of BDO organization and the relevant banking, credit, sales and operations policies, processes and procedures
2. Knowledge of BDO products and services
3. Presentation skills, managing client meetings
4. Understanding of the systems used by IBG