Relationship Management

Relationship management is a customer-facing function. Relationship managers have to match the available products and services with the financial needs of individual customers. As such, they should know their customers well so as to provide suitable services.

Major job responsibilities

Customer onboarding

Verify the customer’s identity.
Understand onboarding requirements for different types of customers.
Maintain proper documentation.

Customer servicing

Evaluate the customer’s financial position, risk appetite and asset preferences.
Review the market situation and client needs from time to time to provide suitable solutions.
Work with product teams with specialised knowledge to serve corporate clients.

Relationship management and business development

Entertain customers.
Be updated on the latest market developments and trends.
Attract new customers.

Compliance and risk management

Act as the first line of defence against regulatory and risk issues.
Monitor customers’ risks closely to ensure optimal performance.

Relevant professional qualifications

Professional Qualifications under HKMA’s Enhanced Competency Framework:

Other banking qualifications issued by the HKIB:

Important skills and knowledge

Financial and data analytical skills

Financial statement analysis
Cash flow analysis

Financial product knowledge

Product knowledge and suitability considerations

Relationship building and negotiation skills

Personal integrity in treating customers in a fair and ethical manner
Ability to strike a balance between protecting the rights of the bank and those of the customers
Presentation skills

A day in the life of a
Relationship Manager

Attend a team meeting to communicate objectives and upcoming tasks.

Prepare pitches.

Answer customers’ queries.

Meet product teams on new products and advise them on product ideas requested by customers.

Keep abreast of market trends.

Follow up on settlement issues.

Contact customers to supply any missing know-your-customer (KYC) documentation.

Typical career path

The career path of a relationship manager is straightforward and linear.

Relationship managers have their own portfolio of customers to manage.

They can develop their career by coordinating work across different teams, which will provide additional exposure to the operation of other functions in the bank.

Further up the career ladder, a relationship manager can become a branch manager or team head managing a group of relationship managers. The strong soft skills of relationship managers also make them fit for many opportunities to develop in other areas.