Relationship Manager

  • Competitive salary package
  • Beijing, Beijing Shi, China
  • Permanent, Full time
  • Northern Trust Company
  • 17 Oct 17 2017-10-17

Responsible for managing client relationships for institutional custody clients. Utilizes knowledge of master custody services to provide clients with information and suggestions to add value to the relationship. Identifies opportunities to cross-sell products generating additional revenues.

Major Duties:
•Manages client relationships for institutional trust and custody clients.
•Ensures overall client satisfaction by facilitating efforts of service team, coordinating resources to ensure timely delivery and issue-resolution, and effectively communicating client concerns/needs to partners.
•Develops complete understanding of client’s business, objectives, goals and market challenges, and ensures bank relationship plan is consistent.
•Cultivates strong working relationships with client contacts. Demonstrates ability to add value by anticipating possible solutions and partnering with client to implement.
•Educates client on emerging issues, bank products and services, regulatory/tax changes, and the general institutional trust environment, advising the client of the impact on the client's business and on our own services.
•Cross-sells bank products/services and participates in development of solutions to client needs, coordinates presentations, brings in experts when appropriate, closes the sale, ensures smooth delivery of new services, and communicates emerging needs.
•Manages client profitability, understands competitive environment, develops pricing strategies, and works with team to enhance profitability.
•Undertakes foreign exchange trading related training to qualify as foreign exchange trader.

•Knowledge of custody or asset management and accounting usually acquired through related work experience is required to manage client relationships.
•Knowledge of general finance and portfolio management concepts usually acquired through formal education or experience is needed to consult on client needs.
•Skills in negotiation, delegating, leadership, and sales are necessary to service the client relationship.
•Knowledge of business strategy development is necessary to provide long term planning and to manage the profitability/performance of a major business segment.
•Excellent oral and written communication skills, both in English and Mandarin, are required.
•Highly flexible and adaptable to change.

Experience Required:
•5-7 years experience in financial servicing, preferably in custody or asset services.