Sr. Relationship Manager/VP – FIG

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Sr. Relationship Manager Financial Institutions Group (“FIG”) North America-Vice President

REPORTING TO:  Team Head FIG North America



  • Assume responsibility to cover a portfolio of relationships with US and Canadian banks and develop pro-actively effective cross-sell strategies with the goal of maximizing relationship profitability.
  • Strong focus on new client acquisitions especially in the Tier 2 & Tier 3 area of US banks. Ability to identify potential new clients and business opportunities that are in line with the bank’s FIG strategy.
  • Coordinate with European units (FIG in Head Office, product specialists and risk office) to market broad commercial banking products which include cash management, export/trade finance, structured finance and treasury products.
  • Lead negotiations with clients including pricing, structure and key aspects of documentation.
  • Work closely with colleagues within the team and Head Office in the context of initiating credit and investment board applications, and of managing day-to-day client needs as well as internal and external inquiries.
  • Extensive travel required within the U.S. & Canada, plus 1-2 times p.a. to Europe (as necessary)



  • College graduate with a major in Business Administration, Economics or related disciplines.
  • At least 5-7 years of banking experience as relationship manager for banks and/ or institutional clients, preferably with an international bank.
  • Proven and experienced relationship manager with vast network, and existing client and industry contacts throughout North America. Proven track record of new client acquisition.
  • Superb marketing and negotiating skills including experience in negotiating at senior management level i.e. Finance Director/Treasurer.
  • Proven track record of cross-selling products and services across various corporate banking divisions. Good knowledge of capital markets and structured finance products.
  • Experience in credit risk/financial analysis. Formal credit training preferred.
  • Ability to work independently and in a structured fashion. Strong ability to self-motivate (i.e. self-starter).
  • Strong communications skills and intercultural competencies enabling effective communication with German head office and other European branches.
  • Some degree of German language skill would be a plus.


Fred Dearborn