Assistant Relationship Manager in Frankfurt am Main bei Standard Chartered

The ARM provides direct sales support to the Senior Banker/Banker to originate new business and in partnership with the Senior Banker/Banker is jointly accountable for client revenues/profitability.

Strategy

• Proactive assistance to the Senior Banker/Banker with transactional support on new business origination activities i.e. client research, pitch books, industry leads etc; including coordination with network and product.
• Client analysis, reporting on post origination activities; client meeting documentation; briefing notes.
• Support Senior Banker/Banker on sales discipline requirements i.e. Account Planning process; pipeline maintenance; client call reports; preparation of deal approval submissions.
• New transactions: deal execution support, document negotiation, coordination with Product Sales and Client Management team on documentation matters and deal drawdown, fee booking and revenue recognition
• Proactive management of portfolio including client and product partner engagement to ensure limit utilization and ensure the accuracy of revenue/returns

Business

Provide direct sales support to the Senior Banker/Banker on all origination activities for the assigned ARM client portfolio:

• In partnership with the Senior Banker/Banker the ARM is jointly accountable for client revenues/profitability through the provision of origination support including:
• Proactive assistance to the Senior Banker/Banker with transactional support on client research and meeting preparation/documentation i.e. pitch book preparation, research into industry trends etc; coordinating with product and other key stakeholders across the network to ensure client materials are of the highest quality and client focused
• Complete bespoke client analysis as required including competitor analysis reflecting SCB’s value proposition vs peers; Complete relevant reporting on post origination activities; client meeting documentation;
• Coordinate with Product Sales and network and assist the Senior Banker/Banker with deal returns calculations and pricing analysis
• Ensure adherence to all sales discipline requirements i.e. provide support to the Senior Banker/Banker on Account Planning, deal pipeline and call report administration/discipline, as agreed with the Banker
• Client meeting preparation including preparing briefing notes and coordinating internal discussions, and execution including logistics if attending client meetings in partnership with the Banker
• Provide support on new business transactions i.e. deal execution support, document negotiation, coordination with Product Sales and Client Management team on documentation matters and deal drawdown, coordination with Product Sales and network on fee booking and revenue recognition
• Proactive management of portfolio including client and product partner engagement to ensure limit utilization and ensure the accuracy of revenue/returns for the portfolio and at client level

Processes

The Senior Banker/Banker is responsible for the overall Client Account Plan/ Client Strategy. The ARM is responsible for supporting the Senior Banker/Banker in the Account Planning (client strategy) process and is responsible for providing support with executing the account plan deliverable/ client strategy:

• Attend and minute Account Planning/Strategy ‘deep dive sessions’
• Work with the product partners to maximize cross-sell and returns on risk weighted assets. Assist with deal returns calculations and pricing analysis wherever required
• Ensure all relevant client team members/internal stakeholders have been appropriately engaged by the Banker with respect to the planning and communication of the relevant approved strategy for each client
• In partnership with product partners, ensure appropriate line utilization of complex and structured transactions. Review client profitability data for clients and discuss opportunities/concerns with Senior Banker/Banker. Resolve any revenue/fee/returns recognition issues by engaging with internal stakeholders such as Finance, CPM, back office teams, etc.• In partnership with the Banker, participate in conversations with clients to understand their needs and discuss the needs based account strategy and related opportunities, transactions, pricing issues etc
• Understand and be able to articulate the overall strategy for each c