Corporate Manager

This relationship manager is expected to grow the business portfolio and hold ultimate accountability for the total client relationship with the Bank.

About Us

CIBC Caribbean is a relationship bank offering a full range of market leading financial services through our Corporate Banking, Private and Business Banking and Wealth Management segments through its leading digital banking network and locations across the region. CIBC Caribbean is one of the largest regionally listed financial services institutions in the Caribbean.

Maintaining the delivery of exceptional service to our clients requires teamwork. Meet our team of professionals who support delivery across the region. This support requires collaboration, innovation, governance, effective tools, technologies and efficient processes. There are many business segments that comprise our Head Office: Audit, Legal, Finance, Human Resources, Risk Management. Bring your expertise to a team of professionals who bring value to the entire organization.

About the Role

This is a business development position, wherein the relationship manager will grow the business portfolio and hold ultimate accountability for, the servicing of clients, for credit risk and the total client relationship with the Bank. In owning the client relationship, the manager will be the enabler for clients to access service, advice and product provision from all relevant areas. This job will ensure optimal client satisfaction through an in-depth understanding of business strategies and market environment. The relationship manager will be the primary contact person for Corporate clients on strategic financial advice, business risk and credit issues, providing financial solutions targeted to the specific needs of clients. This job has accountability for the effective delivery of governance, risk management, controls and compliance within their area of responsibility.

The Corporate Manager is a key member of the Corporate Division team who exist to provide world -class service in a full range of financial solutions to business clients. In Corporate Division, we build strong, proactive relationships through in-depth knowledge of our clients’ business, to provide value-added advice and service, and to grow our business and profitability in the Caribbean market.

Key Activities:

• Source and originate new clients and new business opportunities with existing clients through proactive idea generation and selling. Negotiate and achieve acquisition and growth targets annually.
• Conduct thorough needs assessment and identify business opportunities, client issues and risks. Provide a consultancy- based approach to customers, involving specialists and credit manager as needed.
• Actively partner with credit manager, product specialists, (e.g. credit cards, leasing etc) and corporate finance managers, as appropriate, to develop solutions which meet and create business opportunities with both existing clients and targeted prospects.
• Provide pro-active relationship management and deepen client relationships through in-depth reviews of the clients’ business, financing and relationship requirements.
• Develop and deliver targeted financing solutions for clients, balancing the needs of the client’s business and the Bank’s credit and risk standards/ policies. Price financing solutions and services for clients and portfolios appropriately ensuring cost for services and products enhance the Bank’s profitability and provide quality service to clients.
• Review, agree and sign off on mortgages and credit applications/ recommendations (prepared by the Credit Managers) to CRMD for sanctioning (outside of personal discretion).
• Sell financing solutions using a diagnostic approach. This will require an in-depth and holistic understanding of the client’s business, including strategies, market position, industry risk and developments, interdependences and financial risks.
• Support client’s strategic and business planning processes, providing advice and consultation on financial needs and services.
• Take an inclusive approach to client relationship and building the business by co-ordinating client team members and appropriate specialists and partners.
• Educate supporting team members about your client’s business, key needs and requirements on-going. Ensure clients are referred to appropriate team members for service needs, questions and providing solutions.
• Manage early warning list customers to reduce credit risk in accordance with Bank policy. Work and partner with CRMD at initial stages.
• Develop and maintain an external network within the market, including key stakeholders, advisors and business associations. Support and promote the profile of FirstCaribbean by participating in industry events and associations.
• Act as a team player and ensure full participation and partnering in the” deal team model” to delight customers and to effectively build the business portfolio.
• Take an active role in the delivery of risk management and compliance with the Bank’s Internal Control and Assurance framework
• Deputize for Head of Corporate banking, as may be required.
• Effectively lead and manager a Relationship Team of 4 staff

Knowledge Skills and Qualifications Required:

• Proven relationship management and sales skills with an emphasis on specialized application in business development, origination and closing deals.
• Proven leadership and people management skills
• Comprehensive level of knowledge of business planning processes, forecasting and business skills sufficient to participate with clients in their planning process.
• Excellent credit skills for proposing appropriately structured financing solutions, conducting due diligence and identifying and mitigating credit risk
• Ability to build a highly effective profile and network, externally and internally with a strong working knowledge of local economies and markets
• Superior ability to partner, build relationships and work in a matrix environment
• Proven and highly-developed experience in formulating financial solutions and matching to business needs and scenarios  In-depth knowledge of Corporate product set and a full understanding of products and solutions available across the Bank including the set of Retail services
• Thorough understanding of the regulatory and bank prudential limits
• Creative problem solving bias with excellent negotiation and interpersonal skills
• Superior verbal, written, presentation and communications skills
• Strong interpersonal and leadership skills with an ability to assume Corporate Centre management, when required
• Professionalism, ethics and reputation approach to the workplace
• Highly numerate with related IT skills in applicable Bank systems

Attributes and Experience

• Proven ability to drive for and deliver excellent results
• High degree of initiative and confidence, able to work in a deadline-oriented environment with conflicting priorities
• Successful partnership and team orientation
• Proven experience in corporate business lending and the credit risk environment
• At least 5 yrs experience in the corporate and financial services business with proven experience in developing successful relationship and in closing quality deals
• Graduate status with ACIB qualification/ related work and business experience