SVP, FIG Client Coverage,Beijing

  • Competitive
  • Beijing, Beijing Shi, China
  • Not specified
  • Morgan McKinley Shanghai
  • 19 Feb 19

SVP, FIG Client Coverage,Beijing

SVP, Chinese Intermediaries Coverage, Relationship Manager - Beijing

Sales & Marketing - Relationship & Account Management

To lead the onshore Chinese intermediaries coverage, responsible for nurturing existing and developing new intermediary relationships in China.

Key Responsibilities:

Onshore Chinese intermediaries Relationship Management

Develop structured mapping of key onshore Chinese intermediaries of top Chinese banks and securities companies (at both headquarter and key branches levels) most active in both domestic and cross border Debt Capital Markets

Formulate and execute outreach plan for each intermediary

Include outreach to all important teams in addition to DCM and rating teams (i.e. Relationship Management, IBD, Research, Corporate banking and senior management)

Lead the expansion of outreach plan to other onshore intermediaries and locations

Deliver company's value proposition to these key influencers on both domestic and XB transactions with the aim to sell company's rating services

Lead the coordination with other Relationship Managers in the Greater China team - refer deals, share service feedback, market intelligence and deal information

Conduct tracking and reporting of outreach efforts and results to internal stakeholders

Internal collaboration with the Greater China Relationship Management team and take on ad hoc RM responsibilities when necessary

Suitable candidates who are based in Shanghai will be considered

Capabilities:

Ensure we capture every opportunity to build domestic and x-border intermediary relationships with rating advisors, debt capital market, syndication and relationship management teams in corporate investment banks & securities firms, financing solutions in private equity firms

Will contribute to the Greater China Relationship Team with business development and the delivery of a strategic plan to grow relevant coverage

Ability to effectively and eloquently chair several meetings daily with clients across a large range of different profiles on short notice or preparation

Ability to adopt Relationship Management skills on different external stakeholders, not limiting to intermediaries

Very good communication skills

Speak and communicate convincingly in front of senior management, clients and larger audiences

Excellent negotiation and influencing skills

Able to negotiate and defend more complex pricing, contracts, and renewals. Where applicable draft tender documents

Will be accountable for referring deals/new relationships/collaboration opportunities to the Greater China Relationship Management team

Articulate and explain company's value proposition

Expert level knowledge on financial instruments, key characteristics and dynamics of capital and credit markets in her or his market segment / territory

Able to read financial statements to identify financial needs and understand the financial strategy of each firm

Excellent understanding of company's service suite, contracts and general conduct of business

Understands the concept of full ownership of their customers and targets

High autonomy in achieving business objectives

Expected to travel extensively on the road meeting intermediaries

Full product proficiency (fully fluent in our product suite)

Qualification:

Over 10 years relevant working experience with in Corporate/Institutional Banking, preferably in Debt Capital Markets;

Experienced banker or equivalent who has proven track record of origination and relationship management;

Familiarity with Chinese financial sector and intermediaries;

Degree from a reputable University, preferably in finance, accounting, business or economics;

Bilingual and must be fluent in both Mandarin and English