Relationship Manager Financial Institutions

JOB DESCRIPTION

Salary range is $120k-$140k

Relationship Manager – Financial Institutions

United Bank for Africa America (UBA America) | New York, NY

Business Development | Reports to: Head, Financial Institutions, UBA America

Position Overview

The Financial Institutions Relationship Manager is responsible for developing and managing relationships with bank and non-bank financial institution clients. The role focuses on driving revenue growth through effective client relationship engagement and product sales, ensuring regulatory compliance through Know Your Customer (KYC) processes, and managing credit risk through financial analysis and credit underwriting. The Relationship Manager serves as the primary point of contact for clients and collaborates with internal stakeholders to deliver banking solutions while maintaining strong risk management practices.

Key Responsibilities

Client Relationship Management

Manage and grow a portfolio of Financial Institution (FI) clients, primarily banks from the correspondent banking perspective, and other regulated financial entities.

Develop and maintain client relationships to deepen wallet share and increase revenue generation.

Serve as the primary contact for clients on banking products and services, including transaction banking, trade finance, and credit products.

Understand clients’ strategic objectives, funding requirements, and transaction banking needs.

Conduct regular client visits (virtual and on-site), business reviews, and market intelligence gathering.

Sales and Business Development

Identify and originate new business opportunities across lending, cash management, trade finance, and treasury products, including foreign exchange and fixed deposits.

Prepare client pitches, proposals, and presentations to support business development efforts.

Cross-sell banking products and solutions to existing and prospective FI clients.

Achieve annual sales, revenue, and profitability targets.

Monitor market developments and competitive trends to identify growth opportunities.

Credit Risk Management

Conduct detailed financial analysis of financial institution clients, including review of balance sheets, income statements, liquidity profiles, capital adequacy, and asset quality.

Prepare credit applications, annual reviews, and credit memoranda.

Assess counterparty risk and recommend appropriate credit facilities and limits.

Present credit recommendations to risk and credit committees.

Monitor portfolio performance and identify early warning signs of credit deterioration.

Ensure compliance with internal credit policies and regulatory requirements.

KYC and Regulatory Compliance

Coordinate end-to-end KYC onboarding and periodic review processes for FI clients.

Collect, analyze, and validate customer documentation to meet AML, sanctions, and regulatory requirements.

Partner with Compliance, Legal, and Operations teams to ensure timely completion of KYC requirements.

Identify and escalate potential compliance concerns and suspicious activities.

Maintain accurate client records and ensure adherence to regulatory standards and internal policies.

Support audit and regulatory examination requests.

Portfolio Management

Monitor client profitability, risk ratings, and utilization of banking products.

Ensure timely completion of annual credit reviews and KYC renewals.

Prepare portfolio reports and management updates.

Key Performance Indicators

Portfolio revenue growth.

New business and sales generation.

Client retention and satisfaction.

Credit portfolio quality and risk management.

Timely completion of KYC reviews and renewals.

Compliance with regulatory and internal policy requirements.

Achievement of annual business targets.

Qualifications

Education

Bachelor’s degree in Finance, Accounting, Economics, Business Administration, or a related field.

Master’s degree or MBA preferred.

Experience

5–10+ years of experience in Financial Institutions Origination and Client Coverage roles, Corporate Banking, Correspondent Banking, or Relationship Management.

Experience with KYC/AML requirements and client onboarding.

Strong credit analysis and credit underwriting experience.

Proven track record in sales, business development, and client relationship management.

Knowledge and Competencies

Lending

Trade Finance

Treasury Services

Cash Management

Foreign Exchange

Correspondent Banking

Deposits and Liquidity Management

Proficiency in French would be an added advantage.

Strong knowledge of financial institutions and banking products, especially from the payments and correspondent banking standpoint.

Advanced financial statement analysis and credit underwriting skills.

Knowledge of regulatory requirements, KYC, AML, and sanctions compliance.

Excellent relationship-building and client management skills.

Strong sales and negotiation abilities.

Excellent written and verbal communication skills.

Ability to work effectively across Risk, Compliance, Legal, and Operations teams.

Strong analytical and problem-solving skills.

Travel

The position will entail routine travel within America and occasional travel to Sub-Saharan Africa.

Disclaimer

This description summarizes the general nature and level of the role and is not an exhaustive list of all responsibilities, duties, or skills. Employees may be required to perform duties outside their normal responsibilities from time to time, as needed.