Senior Client Relationship Manager

Global Transaction & Payment Services (GTPS) includes Cash Clearing Services (BAN) Payment & Cash Management (PCM), Trade Services (TRA) and Societe Generale Factoring (SGF) as well as the FX services associated with these activities.

With over 6,000 specialists in over 50 countries, GTPS is a strategic business line for SOCIETE GENERALE, and offer to its clients the expertise of a large international banking group along with multi-year experience.

GTPS/BAN "Cash Clearing & Correspondent Banking" is the global business line responsible for marketing the Transaction Banking – Cash & Trade – products of the SG Group to Banks. These services notably include:

• Cash: account management, international transfers, clearing, as well as foreign exchange related to payments

• Trade: operations for securing and financing international trade.

As a market leader in France and among the top three players globally, Société Générale continues to develop this business with strong growth momentum, supported by the Group.

To expand the business, Banks clients are managed by Client Relationship Managers, based in Paris or abroad, covering several countries and required to travel frequently to nurture relationships. They are supported by Assistant Relationship Managers (ARM)

Based in New-York, the Relationship Manager is responsible for managing commercial relationships with two portfolios of banks and financial institutions, with a focus on development and growth:

• Portfolio of SG internal entities: USD Cash Clearing Services for SG Affiliates (Self Clearing)

• Portfolio of 3rd party Banks: Non-USD Cash Clearing and Trade Finance Services for US and Canadian Banks

He implements the commercial policy for their geographic area within their portfolio, aiming to acquire new clients and increase revenue from existing clients by promoting the Business Line’s products. He manages, exploits, and grows their portfolio, with a focus on profitability and risk control.

•  The key responsibility for the successful candidate will be to help manage and build strong GTPS client relationships, to encourage NBI growth.

• Develop the commercial strategy of the portfolio taking into account the guidelines and the yearly objectives defined by GTPS/BAN

• Develop and support growth in managing relationship with existing clients through regular contacts, and solicit new clients through business development initiatives, to promote SG’s Cash Clearing services (account maintenance, EUR and Multi-currency clearing, FX linked to payments services, API based solutions, cheques collections…)

• Maintain a positive sales environment through education of SG products and services.

Follow up regularly with head office on the targeted objectives (revenues and volumes) and take any necessary action with clients/business lines to ensure target is met or exceeded.

TEAM LEAD:

• Manage a team of junior relationship managers within GTPS/BAN Front Office

• Define their objectives and provide continued guidance towards achieving GTPS/BAN strategy

• Represent GTPS/BAN Cash Clearing Desk in various committees and working groups as necessary

• Support Management in the accomplishment of GTPS/NY initiatives, projects and agenda

• Successfully enhance payment processes and client experience by acting as key contributor in any initiative resulting of a product/service issues and/or client needs escalation to the relevant internal parties (Compliance, ITEC, OPER…)

• Represents GTPS/BAN NY in any call, forum as needed

SALES & RELATIONSHIP MANAGEMENT:

• The key responsibility for the successful candidate will be to help manage and build strong GTPS client relationships, to encourage NBI growth.

• Develop the commercial strategy of the portfolio taking into account the guidelines and the yearly objectives defined by GTPS/BAN

• Develop and support growth in managing relationship with existing clients through regular contacts, and solicit new clients through business development initiatives, to promote SG’s Cash Clearing services

• Increase business line NBI through review and re-organization of certain client relationships upon conducting in depth relationship analysis and adjustment of terms and conditions

• Work with the GTPS/BAN teams to prepare client pitch books, respond to RFI’s and RfP’s, and all other marketing and sales material.

• Gain an in-depth knowledge of clients' organization and needs in Cash Clearing

• The Relationship Manager is responsible for originating and structuring Trade Finance transactions: credit and compliance approval, coordination with both internal partners (GLBA/FIG, GLBA/CRE, GLBA/NAT/TCF, RISQ/CIB, TRA DESKS, SGRF, AFMO & EURO subsidiaries, CPLE, LEGAL, Back Office) and external partners (banks, private insurers with TRA/ING, multilaterals, etc.), in compliance with SG and TRA procedures. They also facilitate transactions in coordination with requestors. They contribute to sizing and adapting credit lines, taking into account business potential and market conditions.

• Be fully familiar with the business lines products and services offerings, and strategies.

• Keep business line management informed of local market conditions and competition studies in the scope of Cash Clearing activities (ecosystem, trends, pricing…)

• Identify opportunities for cross-selling products and services of other SG entities.  Work in collaboration with other GTPS partners to ensure that the clients are supported across all businesses.

• The candidate will be able to independently attend and manage client meetings, and take responsibility for solutions delivery together with the specialized teams of BAN as well as call report dissemination and following up actions points until completion.

• Business review and alignment with our Financial Institution Group coverage (GLBA/FIG)

• Coordinate with BAN teams any new client on-boarding matters, keeping the clients updated.

• Handle customers' inquiries, making sure every request is handled at the earliest possible to satisfy the customers. Provide, in close connection with SG-Paris, a first level of customer support for banks in North America.

• Garner strong client relationships by providing excellent customer care experience

• Act as primary contact point for US partner banks and review any change or concern for each relationship with the network management

RISK MANAGEMENT & GOVERNANCE

The Relationship Manager acts as the first line of defence (LOD1), integrating Compliance aspects into commercial discussions, knowing clients and their activities (KYC, Business Review, etc.), and understanding all risks inherent in operations (compliance, credit, operational, etc.).

The role requires close collaboration with GLBA, as well as MARK, SGRF, and other GTPS partners (TRA, SGF, etc.).

• Ensure compliance with KYC and AML requirements as per regulatory requirements and maintain due diligence according to the periodic review schedule and client risk rating category

• Collaborate with the Compliance department by providing assistance in areas of client activity reviews, updating client files, client resolution and monthly metric analysis

• Main stakeholder in the Correspondent Banking Committee: provide agenda items for the business and present the latter

• Review and assess client’s intraday liquidity needs and ensure timely renewal of overdraft lines

• Review and approve monthly billing and overdraft statements

• Perform Permanent Supervision controls and Written Supervisory Procedures (WSPs)

• Contribute in the completion of deliverables resulting from internal and external inspection exercises and ensure that business is conducted in respect to US rules and regulations as well as internal group policy

• Work closely with external regulators/auditors during examination

• Successfully enhance payment processes and client experience by acting as key contributor in any initiative resulting of a product/service issues and/or client needs escalation to the relevant internal parties (e.g. Compliance, GBTO)

• Travel is expected within the covered geographic area.

• Comply with all Risk and regulatory obligations, where relevant.

• Responsibility to act within agreed risk limit (credit/market, etc.)

• Responsibility for ensuring that you are fully aware of and adhere to internal Policies that relate to you, your business or other businesses for which you have any level of responsibility.

• Responsibility for reading, understanding and complying with the Company's Conduct and Standards and corresponding regulations. You will be notified of changes to policies in a timely manner through announcements and/or intranet updates.

The role holder will be responsible for sales to the target clients and prospects.

Frequent travels to USA and Canada

Following exchange with the Director in charge of North America, all commercial decision making is the responsibility of BAN teams in Paris.

• Minimum 10 years of experience in Payments and Transaction Banking Services 

• Expertise in domestic and cross border payments correspondent banking and Banks Guarantees

•  Knowledge of credit analysis and profitability (RAROC, RWA, etc.)

•  Ability to work in an international environment and adapt to local specificities

• Banking industry experience and SWIFT and Payment channels knowledge is necessary.

• Ability to drive business and deliver strong results

• Reliable, competent and service oriented team worker experienced in sales and marketing strategy.

• Demonstrate the ability to work in diverse business under many different organizational conditions.

• Achieve high level of customer satisfaction

• Ability to build positive and collaborative working relationships.

• Excellent verbal and written and email communication skills.

• Ability to take ownership of tasks and deliver quality results in a timely manner

• Ability to organise and prioritise tasks

• Proficiency in IT tools / Microsoft Office (Excel, PowerPoint,Word).

Societe Generale is committed to offering an inclusive recruitment experience to all candidates. If you require any reasonable accommodations during the recruitment process, please do not hesitate to let our Recruiters know.

OUR CULTURE: 
At Societe Generale, we live by our 4 core values of commitment, responsibility, team spirit and innovation. We are engaged and demonstrate consideration for others. We act ethically and with courage. We focus our talent and energy on collective success. We experiment and propose new ideas. This way, we maximize our ability to serve client needs and anticipate market changes. Societe Generale is committed to strengthening bonds with colleagues, communities, and the world in which we live, because relationships are at the heart of how we operate. For more information about our Culture and Conduct initiatives, please visit this link (https://americas.societegenerale.com/en/careers/get-know-culture/)

DIVERSITY, INCLUSION & BELONGING (“DIB”):
Our DIB Mission: Recruit, develop, retain and advance a talented workforce that is united in our efforts to leverage our talent and further develop an inclusive environment that will enhance our competitive position and deliver innovative solutions to our clients. It seeks to foster an environment where employee differences are valued and where all employees feel engaged, supported, respected, and informed. For more information about our DIB initiatives, please visit this link: https://americas.societegenerale.com/en/careers/get-know-diversity/

COMPENSATION:
Base salary range does not include overtime pay, bonus and/or other benefits, where applicable. Actual base salary offer will vary based on skills and experience. The role is eligible for an annual discretionary bonus and includes a competitive benefits package including 401(k) plan with company match, medical/dental/vision, and other benefits for fertility, wellness, student loans and commuters.