ADB - AVP - Relationship Manager

Job description - Relationship Manager:

- Antwerp Diamond Bank (ADB) is a niche bank, fully dedicated to servicing the global diamond trade and manufacturing. It has offices in Antwerp, Singapore, Mumbai, Dubai and Hong Kong.

- In Mumbai, ADB focuses on export credit granting and trade operations for diamond and jewellery manufacturers. Although a smaller player in a market where +40 banks finance the industry, ADB is highly recognized by many major and mid-tier merchants as a value adding diamond literate bank.

- Antwerp Diamond Bank, Mumbai Branch (ADBM) wants to strengthen the commercial decisiveness by recruiting an experienced Relationship Manager in Corporate Banking.

- The primary responsibility is to expand and maintain the lending portfolio of the Mumbai Branch with the ultimate goal to contributing to the profit of the Bank. The key success factors are relationship banking and selling the unique value proposition of the Bank.

- Besides hunting for new customers that fit into the credit policy of the Branch, the Relationship Manager is also a 1st line risk manager who keeps track of market developments and trade practices and follows up on business transactions by his customers.

- The candidate shows an interest in the diamond community, its specialised way of financing and building cross boarder relations.

Areas of responsibilities and objectives :

The Relationship Manager is responsible for the performance with regards to:

Achievement of commercial goals:

- Meeting budget objectives within the credit strategy that will support the long term requirements of ADB and its shareholder

- Hunting for new credit relationships based on business sourcing and mapping of potential customers and enhancing the credit limits within the existing portfolio

- Drafting high quality and transparent credit applications and annual reviews based on in depth understanding of the customer’s business and evaluation of credit risk

- Maintaining best-in-class customer satisfaction index with adequate products and services and short time-to-market in making credit limits operational

Networking and communication:

- Looking after ADB’s external image in Mumbai by organising and participating in PR activities

- Maintaining formal and informal contacts with customers and prospects and other stakeholders like other banks through consortium meetings and sector organisations in India to keep track of market trends and trade practices that impact financial goals

- Informing and selling the unique value proposition of the Bank

Daily account management and reporting:

- With a strong team spirit, acting as a liaison between client and branch departments (Credit, Operations, Compliance)

- Monitoring client balances and shortages/overdrafts

- Advising and informing of any key developments in Mumbai market regarding (diamond) regulatory issues, diamond market dynamics and produce market reports

- Commercial reporting towards CEO and Head of Commercial Department

Business Development:

- Participating in the initiation of new products and services for the Branch to the benefit of customers and the bottom line objective of the Branch

- Actively participating in drafting the annual Budget based on in depth analysis of prospective results that can be achieved.

- The Relationship Manager reports to the Head of Commercial Department in Mumbai and maintains close interactions with his peers in the other offices of ADB worldwide.

- He regularly travels to Gujarat for visiting factories and occasionally to ADB’s Head Office in Antwerp, Belgium.

- The Bank’s premises are located at Trade Centre, Bandra Kurla Complex.

Discriminating factors for recruitment :

Strong interpersonal relationships and commercial flair

- Establish and maintain formal and informal contacts within the diamond business

- Establish and maintain informal contacts within the ADB organisation globally

- Maintains good relations throughout the various organizational levels by getting along with people of both higher and lower levels.

- Has a strong sense of team spirit

Excellent analytical capabilities

- Can easily absorbs a lot of business and financial data and represent them in a clear and understanding way, summarizes these data and draws conclusions

- Capable in scrutinizing annual Financial Statements and monthly stock statements provided by the customers

- Analytical in order to be able to assess risks

- Is capable of working out alternatives in the interest of mitigating risk for the Bank while maintaining customer satisfaction

Excellent (international) corporate background

- Has experience in a broad range of corporate bank products and credit granting, preferably in the export finance.

- Has a banking background with international oriented customers

- Ideally built up affinity with the diamond industry and trade

Profile :

Educational background

- University degree (Bachelor) with post graduate (Master in Finance / Banking / Accounting) and/or credit training

- Age – Max. upto 40 years / desirable to have 8-10 years of commercial experience in an international financial environment

Professional background

- Previous experience in a bank relationship management position with vast understanding in different aspects of corporate lending

- Experience in attracting and negotiating with major customers in a multicultural environment

- Proven business development ability with building up of a customer portfolio

- Customer portfolio management responsibility

The candidate is a strong personality, entrepreneurial and has healthy doses of ambition and perseverance. He’s a level headed person who can clearly communicate the vision and corporate image of the ADB in the most positive light using high level networks and contacts.

He has excellent interpersonal skills that help him/her to build up and enhance the credit portfolio. He has a commercial attitude and can recognize opportunities for generating concrete results.

He is financially secure where his strong analytical capabilities which helps him in understanding the Financial Statements in relation to the business of the diamantair.