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Senior Relationship Manager – Medium Enterprises in Ho Chi Minh City, leading Chinese SME client acquisition
Join Standard Chartered's dynamic team to shape strategies, deliver cross‑border banking services, and build influential Chinese community ties.
Job Summary
Work with Head of Medium Enterprise and Head of FDI Network, Small and Medium Enterprises (SME) Banking to form up strategy and drive execution of the Chinese businesses in Vietnam. Identify target clients, assess clients’ needs, perform sales and execution of the Bank’s proposition to Chinese Foreign Direct Investment customers in Vietnam. Recommendation of enhancements or additional offerings required to meet with Chinese customers’ needs. Build up relationship with wider Chinese community in Vietnam and transfer the relationship to local Relationship Managers for longer term growth. Work closely with Standard Chartered China, Hongkong, and Greater Bay Area team across Wealth & Retail Banking (SME and Affluent Banking) to ensure seamless throw‑catch businesses between China and Vietnam.
Key Responsibilities
Strategy* Develop and implement strategies Develop targeting strategies for SME client acquisition in Chinese Foreign Direct Investment ("FDI") customers within geographic presence in Vietnam, including identification of target customers, understanding of customer persona & needs, and putting together a suitable offering to deliver the value proposition to the target customers In line with defined strategies, prescribe performance delivery standards and revenue targets for Chinese customer segment under SME Banking Work with stakeholders to ensure achievement of Chinese Segment business acquisition targets. Conduct root cause analysis and debottleneck issues, as required Business* Delivery of financial targets under relationship‑led business model to Chinese clients and generate value to both clients and the Bank Open up relationship to Chinese clients in Vietnam by way of approaching Chinese key decision makers of the companies (Owners, CEO, CFO …) and pitching the Bank’s propositions to customer with clear understanding of customer needs Work with local Relationship Managers assigned to the segment to onboard customers and deliver the offering across Cash Management, Account Service, Trade, FX, Lending (Working Capital Loan and Term Loan) in line with customer needs Work closely with SME China to generate leads and ensure seamless cross‑border referral and onboarding of customers, including parent – subsidiary or supplier - buyer relationship referral Work closely with CIB China Desk in Vietnam to target and unlock value‑chain opportunities of CCIB Chinese Anchors (both supplier side and distributor side Processes* Account planning and process enhancements Grasp customer journey and collect feedback / recommendations for process improvements Work in coordination with Country teams to ensure effective account planning process through smooth operating rhythm, tracking process of successful referrals and pipeline management Ensure compliance and familiarity to standards Work jointly with Financial Crime Compliance, Anti‑Money Laundering, L&C on Client Due Diligence and KYC (Know Your Customer) processes Ensure full compliance to policies, processes, procedures, both internal and external. Perform continuous monitoring and early detection of non‑compliance issues and escalated to General Manager SME Banking and relevant stakeholders.
Key Responsibilities
People & Talent* Working closely to transfer the knowledge and relationship with Chinese stakeholders, both internal and external, to the local Relationship Management team to ensure smooth execution and inheritance of relationship on long‑term basis Risk Management* Have a balanced view between risk and rewards. Actively manage credit risk of the portfolio including early identification of deteriorated credits and escalation to SME General Manager and work with stakeholders including Risk Management and Collection. Own and manage operational risks from frontline perspective, including actively identify and prevent fraud risks and compliance risks Governance* Ensure all activities meet with Group’s and Wealth & Retail Banking’s governance standards Develop and monitor sales governance to delivery fair outcome to customers as week as in full compliance with the Bank’s standards and local regulations.
Skills and Experience
Skills and Experience
Qualifications
Qualifications Bachelor degree minimum
About Standard Chartered
About Standard Chartered We're an international bank, nimble enough to act, big enough for impact. For more than 170 years, we've worked to make a positive difference for our clients, communities, and each other. We question the status quo, love a challenge and enjoy finding new opportunities to grow and do better than before. If you're looking for a career with purpose and you want to work for a bank making a difference, we want to hear from you. You can count on us to celebrate your unique talents and we can't wait to see the talents you can bring us. Our purpose, to drive commerce and prosperity through our unique diversity, together with our brand promise, to be here for good are achieved by how we each live our valued behaviours. When you work with us, you'll see how we value difference and advocate inclusion. Together we: Do the right thing and are assertive, challenge one another, and live with integrity, while putting the client at the heart of what we do Never settle, continuously striving to improve and innovate, keeping things simple and learning from doing well, and not so well Are better together, we can be ourselves, be inclusive, see more good in others, and work collectively to build for the long term
What we offer
What we offer In line with our Fair Pay Charter, we offer a competitive salary and benefits to support your mental, physical, financial and social wellbeing. Core bank funding for retirement savings, medical and life insurance, with flexible and voluntary benefits available in some locations. Time‑off including annual leave, parental/maternity (20 weeks), sabbatical (12 months maximum) and volunteering leave (3 days), along with minimum global standards for annual and public holiday, which is combined to 30 days minimum. Flexible working options based around home and office locations, with flexible working patterns. Proactive wellbeing support through Unmind, a market‑leading digital wellbeing platform, development courses for resilience and other human skills, global Employee Assistance Programme, sick leave, mental health first‑aiders and all sorts of self‑help toolkits A continuous learning culture to support your growth, with opportunities to reskill and upskill and access to physical, virtual and digital learning. Being part of an inclusive and values driven organisation, one that embraces and celebrates our unique diversity, across our teams, business functions and geographies - everyone feels respected and can realise their full potential.
Information at a Glance
Information at a Glance
Job Skills
Job Skills Key Skills Business Acquisition Business Model Business Relationship Management Business Development Relevant Skills Root Cause Analysis Cash Management Customer Experience Customer Intelligence Elearning Generation of Leads Risk Management Chinese Credit Risks Target Market Selection Self Motivation Capital Markets Mental Health Prescribing Medications Business Process Improvement Working Capital Knowledge of Finance Customer Identification Programme Sales Retail Commerce Planning of Accounts Innovation Customer Value Proposition Geography Continuous Training Commercial Banking Pipeline Planning Risk Analysis Regulatory Compliance Market Segmentation Customer Demand Planning Profit‑Based Sales Targets Perseverance Foreign Direct Investments Governance Continuous Monitoring Anti Money Laundering Banking Services Financial Crime Compliance Operational Risk Management Assertiveness
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