Senior Relationship Manager

The Senior Relationship Managers under Division 3 (Top Corporates and Multinationals) serve the needs of the bank’s top corporate clients (conglomerates, multinational corporations and large corporate accounts). They are tasked to: (a) cultivate trust and partnership and be designated as one of the top bankers of their most important clients; (b) grow the profitability of its portfolio of accounts by providing timely and appropriate financial solutions to these clients; and (c) ensure positive customer experience with the bank, all within the bank’s policies and guidelines. In carrying out its objective, the Senior Relationship Managers collaborate closely with the heads of products groups, channels, operations, legal and compliance units in the bank.

• Top Corporate Account Management – The Senior Relationship Managers serve the banking needs of the BPI’s top corporate clients (conglomerates, multinational corporations and large corporate accounts belonging to the top 1000 corporations of the country).

The Senior RMs manage the most critical accounts of the Division (Conglomerate accounts). The Division currently handles 12 conglomerate accounts spread across Teams as follow: Team M (Ayala and Consunji); Team N (Gotianun and Ty); Team O (Gokongwei and Sy); Team P (Lopez and San Miguel); Team V (Aboitiz and Lucio Tan); and Team X (First Pacific, Dennis Uy). The Senior RM is also involved in management of affiliate accounts and ensures strict adherence to regulatory and internal policies.

The Senior RMs are tasked to know the customer and adhere to KYC guidelines and requirements for Enhanced Due Diligence, Anti-Money Laundering Act and Audit. The Senior RMs should be fully aware and updated on all risk and compliance policies and procedures of the Bank. The Senior RMs adhere to account maintenance procedures are ensures customer information is updated at all times. For affiliate accounts the Senior RMs conduct a DOSRI analysis and Related Party Account vetting in line with the Bank’s policies and procedures.

As part of account management, the Senior RMs are tasked to cultivate trust and partnership and be designated as one of the top bankers of their most important clients. The Senior RMs initiate sales calls, client engagements, and visits, independent of its Team Head and ensure that all their clients are properly covered.

• Revenue and Income Growth – The Senior RMs ensure attainment of their income and volume targets through implementation of business development strategies and initiatives that enhance the breadth and depth of product portfolio in response to top corporate clients’ needs.

The Senior RMs are tasked to grow the revenue, volume and profitability of their portfolio of accounts by providing timely and appropriate financial solutions to these clients, all within the bank’s policies and guidelines. The Senior RMs craft account strategies pursuant to an account plan and ensures effective implementation of the relationship management strategy and strives to the be the preferred business partner of its top corporate clients, to achieve and sustain competitive positioning in the market, resulting in optimization of customer satisfaction, retention and wallet share.

The Senior RMs are required to have an in depth understanding of its clients banking needs, market trends and developments, to provide innovative financial advise and customized solutions that would address their clients needs resulting in increased market share, product counts, cross selling and product penetration.

The Senior RMs work closely with their product partners to identify product gaps, leads and opportunities. The Senior RMs assist in the sales process to ensure that product opportunities lead to closed sales. This includes scheduling client calls, following up with product partners and clients, and resolving issues as may be necessary.

• Customer Care – The Senior RMs ensure positive customer experience with the bank by constantly soliciting customer feedback, competitive scan and market intelligence and working closely with products the heads of products groups, channels, operations, legal and compliance units in the bank toward the furtherance of this objective. The Senior RMs’ insights and close collaboration with the Bank’s internal units are key to relevant product development and service enhancement.

The Senior RMs work with their respective Service Officers and Service Staff to ensure that all their customers’ day-to-day transactions are fulfilled accurately and on time. The Senior RMs, with assistance from its service team, ensure that all product and channel issues of the clients are resolved quickly and initiates, with the help of their Team Head, changes in policies and procedures to ensure issues are not repeated.

• Loan Negotiation, Documentation and Administration – The Senior RMs work with their Credit Partners to ensure on-time renewal and set-up of credit lines. The Senior RMs provide the Credit Partners with the necessary information from client to renew and set-up lines, including scheduling of credit interviews. The Senior RMs also assist the Credit Partners in presenting the account to the Bank’s credit approving bodies (Sub- Crecom and Crecom).

The Senior RMs, collaborating with their Credit Partners, Corporate Finance Partners and other internal stakeholders, structures loan packages and prepares loan proposals and term sheets for clients and ensures client acceptance of such. Once mandated, the Senior RMs negotiates loan terms and documentation in coordination with our Legal partners and ensures its timely execution.

The Senior RMs works with its service team and coordinates with the client to ensure immediate implementation of the line. The Senior RMs also ensures that the service team efficiently administers the loan (including timely submission of condition precedent documents, release of statement of accounts, re-pricing notices, accurate and timely collection of all amounts due under the loan document).

Documentation includes the Bank’s standards documentation (General Loan Agreement, Bills Purchase Agreement, Facility Letters), term loan agreements (bilateral, club or syndicated), cross border agreements, project finance agreements, security agreements, among others.

• Monitoring Loan Portfolio Credit Quality– The Senior RMs are tasked to monitor the credit quality of its loan portfolio and propose and implements steps and measures to ensure acceptable credit quality. The Senior RMs works with their Credit Partners in monitoring adherence of Borrowers to their loan covenants. Should a loan deteriorate in credit quality or becomes past due, the Senior RMs are tasked to strategize and pursue options for recovery. After exhausting all efforts, Senior RMs are responsible for passing on recovery efforts to the Special Account Management Department.