Associate Relationship Manager, Corporate & Institutional Banking

Description

Role Title: Associate Relationship Manager – Associate (ARM)

Role location: New York

About Westpac: We are Australia’s first bank and oldest company, and one of four major banking organisations in Australia. This opportunity sits in our New York office working for Westpac Institutional Bank (WIB), the division of Westpac, which services the needs of our corporate, institutional, and governmental clients.

How will I help?

This is an opportunity to gain a position into the relationship management team in Corporate and Institutional Banking (‘CIB’). CIB is the customer facing arm in Westpac’s Institutional Bank (‘WIB’) – proudly Australia’s leading Institutional bank.

The ARM role is to support Relationship Managers (‘RM’) establish new and deepen existing customer relationships in the US through leveraging WIB’s product and industry knowledge across our home markets and international offices. By embedding yourself in key sales activities and fully understanding and supporting delivery into the end-to-end sales process, this is a unique opportunity to build product knowledge, industry research, credit analysis and relationship management skills.

As part of the role you will also be responsible for delivering the ongoing service needs to clients across our US footprint. This will require close co-operation with WIB product teams, credit analysts, CIB Industry teams, Risk, Compliance, Legal, various product owners and Operations.

This role will allow you to gain a deeper understanding of WIB, its customer base and services, as well as a greater understanding of specific customer lifecycles, the markets in which they operate and how we position ourselves to be a key banking and risk management partner. Your role will be essential in us striving to deliver into Westpac’s vision to be one of the leading services companies in the world.

Key responsibilities will include

Customer Centric Activities

Supporting the professional delivery of tailored product solutions across WIB’s products range for customers.

Supporting the development of customer relationships and attendance of customer meetings where appropriate, preparing customer presentation material, preparing briefing notes for senior management, assisting with industry event preparation, and completing call reports.

Accountable for service delivery and support to clients, ensuring oversight of all services and enquiries being resolved on behalf of that customer within WIB or operations team.

Establishment of transaction deal teams.

Origination & Sales Support

Supporting RMs through origination and management of customer relationships including internal coordination of lending transactions from origination to financial close.

Maintaining of customer target lists and analysis / screening of potential targets.

Supporting product sales pitches and pricing submissions for existing and prospective customers across WIB’s product portfolio.

Supporting RMs in the preparation and coordination of pricing approvals through numerous internal systems including pricing models and management information.

Preparing and coordinating internal and external account planning.

Preparing revenue reporting, forecasts as well as following up on revenue anomalies within reports with Finance and respective industry or product colleagues.

Coordinating the professional delivery of tailored sales financial and transactional solutions for customers.

Coordinating communication to customers such as responses to Requests for Proposals and delivery of Expressions of Interest for CIB products.

Maintaining an accurate product / revenue pipeline and customer relationship database.

Industry Strategy

To include key involvement in the co-ordination and delivery of

Written industry strategies including related research and analysis; and Industry deep dive analysis.

What’s in it for me?

You’ll be joining a highly supportive and collaborative team with international coverage during a period of Group Executive backed growth plans for the international CIB business.

You will have access to a comprehensive range of Westpac benefits including flexibility and various leave entitlements. Fixed compensation range for this position is between $95,000 – $110,000 USD depending on experience + benefits.

What do I need?

Familiarity with legal documentation (i.e. loan & security agreements; ISDA/CSA, etc.)

Knowledge of current regulatory landscape and implications on client on-boarding and post-boarding (in country and extra-territorial)

Strong organisational skills with an ability to manage multiple streams of work concurrently

Outstanding interpersonal and communication skills

Commercial awareness and business acumen

Ability to work across teams and geographies to deliver consistent outcomes

High standard of professionalism and integrity

High standard of service and delivery internally and externally

Communicating with Influence: Delivers messages with clear purpose and importance to impact the opinions and decisions of others

Ensures language and communication format (e.g. face-to-face or email) is appropriate for the audience

Breaks down complex or technical concepts to ensure communications are easily understood by the target audience

Recognises when others are having difficulty understanding the message and adapts style or communication format appropriately

Uses relevant, direct, logical and factual information to appeal to reason and persuade or influence others

Looks for creative solutions that are mutually satisfactory for all parties to create win/win outcomes

Listens to and discusses different ideas or issues without getting emotional, personal, aggressive or attributing blame

Innovation: Champions new ideas, generates entrepreneurial opportunities and continuously improves processes and solutions

Leverages understanding of work area, systems and processes to implement changes that improve productivity and ability to deliver own work

Contributes ideas to improve the overall effectiveness of the team

Finds solutions to remove road blocks if current systems and processes cannot meet customer or business needs

Commercial Acumen: Understands WIB’s and Westpac Group’s balance sheet, views opportunities from a commercial perspective and understands what drives profitability for customers

Demonstrates an understanding of the financial services industry and WIB’s competitors and customers

Understands the ratio of costs to benefits in proposed solutions, product innovations or day-to-day work

Understands the fundamentals such as how a bank makes money, the role of treasury and balance sheet management

Strategic Thinking: Develops long-term strategy and aligns behaviours and priorities to strategy

Stands back from the day-to-day activities and considers the bigger picture, short-term vs long-term impacts and the broader impact of own decisions on others

Understands how own work contributes to team, WIB and Westpac Group strategic objectives

Modifies own work to ensure it is in line with business unit strategy and objectives

Demonstrates engagement with the team, business unit or WIB strategy by providing feedback on the strategy

What’s it like to work here?

When you join, you’ll become part of the broader Westpac Group family – where we aim to be a friendly, switched-on team working for a single purpose - Creating Better Futures Together – it’s what we do, who we are and why we come to work every day. As an equal opportunity employer, we’re proud to have created a culture where people can be their best, in an environment that values diversity and flexibility.

Within the Westpac Group, you will be part of the Institutional Banking division, where our vision is to be a high performing and innovative institutional bank, committed to enabling the growth of our global clients, our economy, and delivering sustainable shareholder returns.

How do I Apply?

Start Here. Just click on the APPLY button.

As part of our commitment to creating a diverse and inclusive workplace, this role is open to experienced candidates seeking a discussion around workplace flexibility. We invite candidates of all ages, people with a disability and Indigenous Australians to apply.