Director, Sponsor Coverage

Purpose of the role

As the Global Corporate & Institutional Banking (GCIB) Asia franchise matures into providing more content and advisory to its strategic clients, we are constantly looking for additional product/solution content that allows us to differentiate MUFG and drive conversation with the clients' C-Suite. This has led to establishing a product agnostic and relationship focussed Sponsor Coverage team, adding value to the firm's deepest relationships and delivering multi product opportunities for the bank with high returns.

The position functionally reports to Head of Sponsor Coverage and locally to Head of Institutional Investor Coverage. This is a coverage role purposed to: (1) Support the coverage strategy for the Sponsor client segment in Asia in conjunction with the Head of Sponsor Coverage; (2) Implement and execute the strategy; (3) Actively manage and pursue relationships with Sponsor clients active in Singapore and the region, as part of the broader Global Corporate & Institutional Banking business strategy. Principal focus will be applied to the origination and development of sustainable, multi-product relationships and a material uplift in revenue generation from the portfolio.

This resource will be the key driver in building out the Sponsors business in the region, own and be accountable for internal product/structuring discussions and managing client requirements. They will be familiar with the sector's buying behaviour and well-versed in the common structures employed or products purchased by these sponsors, including but not limited to expanding business with Core+ and Infrastructure strategies, particular focus on digital and renewables, aligning team/product capability with sponsor regional and asset growth strategy (PE, Infra, RE, Credit, OtD), offering products such as but not limited to fund financing, secured asset financing, project finance, leveraged asset financing etc. The economic benefit to the bank of 'Sponsor Coverage' will be a combination of fee premium, diversified and stable revenue, additional cross-sell and general content provider.

Job Responsibilities:

Strategic

• Contribute in creating and implementing the strategy for the Sponsor clients segment with the relevant stakeholders (other regional coverage team, product and second line functions); Engage with the senior stakeholders and rally the necessary support for its implementation.
• Management of target clients through implementation of a deep account planning process.
• Work with product partners to market & deliver the Bank's worldwide products and services.

Financial

• Achieve Revenue target at segment and client levels; Manage balance sheet and achieve above target ROE.

Customer

• The role will require direct customer interactions as required from time to time to assist with ad hoc customer requests and liaising directly with clients.
• To actively identify, develop and promote new business and relationship management with client groups in cross selling a healthy product mix.
• To ensure accounts plans are maintained, fit for execution and regularly reviewed.
• Introduce clients to MUFG affiliates and partner banks; explore new opportunities as One MUFG Enhance Cross-Regional activities, by collaborating with local RMs/GRMsb Credit responsibility for client portfolio.
• Timely preparation of all credit applications, reviews, covenant compliance checks, approval negotiations with the Client and with the Bank's Regional or Head Office, as well as documentation negotiations.
• Support in introducing clients to MUFG affiliates & partner banks; explore new opportunities as One MUFG.
• Active involvement in Cross-Regional activities, by collaborating with local RMs/GRM.

People

• Connect beyond your team and leverage our global strength as One MUFG.
• Value contributions and results over titles and hierarchy.
• Develop yourself and others, and recognise achievements.
• Encourage innovative ideas.

Other/ Control

• Ensure adherence to all Regional/ Country Risk and Compliance requirements and the prevailing Regulations, resulting in zero regulatory or compliance breaches.
• Proactively identify and remediate risk and control issues (e.g., credit and operational risk inclusive of information security, data accuracy/integrity, and fiduciary duties).
• Establish and maintain effective internal controls indicative of a disciplined culture that continuously strives to prevent unsafe or unsound practices.

Job Requirements:

• Degree qualification.
• Minimum 10 years' experience in managing global and regional client relationships including 3 years as a Relationship Manager.
• Minimum of 10 years' experience in banking industry in a combination of coverage, advisory or product (LAF, PF, Capital Markets) specialist role.
• Strong stakeholder and relationship management skills to collaborate with other departments.
• Strong understanding of local finance laws and regulations as well as commercial banking products.
• Deep understanding of Sponsor business.
• Credit analysis skills.
• Minimum 5 years' experience in Project Management.
• CFA / CAIA charter holder will be favourably considered.