If you work as a relationship manager in corporate banking in Singapore or Hong Kong, you were almost certain to have a job until recently. The job market was almost perpetually buoyant.
Now things are starting to change. Most immediately, Covid-19 has slowed down hiring in front-office banking. And there are longer-term threats. The Monetary Authority of Singapore said in a report last year that AI will have a “high risk” of affecting RM jobs in the next three to five years.
Because of this, Asian corporate banks will be even pickier about who they hire. This could make job interviews for corporate banking jobs even tougher. There will probably be a video interview for the RM job in corporate banking. Here are some questions that will probably be asked, and how to answer them.
This is your chance to show off. “For example, if they are looking for an industrials relationship manager, they will want to see that you have brought in big names in that field for your current bank,” says an in-house recruiter at a corporate bank.
The in-house recruiter says, “The interviewer wants to know that you can do the job, so show them that you have done it before.” “They want to know how you beat out other banks to get that client to see if you can do the same thing with them.” Why did you do this? Did you just have a strong brand name and low prices? What skills and strengths did you use?”
You will probably be asked this question before you’ve even taken a seat in the interview room. In a time of economic uncertainty, banks want to make sure they hire a productive RM who can show they are worth the money, says Maggie Li, head of Greater Bay Area at Hong Kong-based recruiters Executive Access.
A clear follow-up to the first question: banks want to know about your present performance as well as your past ones. Ellen Lai, a director at Hong Kong recruiters Michael Page, says, “Be very clear on your monthly, quarterly, and yearly goals and show that you’re meeting your bank’s goals.” “But don’t just talk about your own billings; talk about clients you helped get and projects you oversaw that brought in more money for the bank.” Banks are interested in your sales style. ”.
If the job description doesn’t say otherwise, you should call yourself a hunter (someone who is good at sales) instead of a farmer (someone who just manages accounts). Speak out loud something like, “I grew my independent portfolio of clients from 10 to 30 in just one year. I would definitely call myself a hunter because my strength is finding new deals.” ”.
Hunters and farmers alike need to have a good answer to this question. A corporate bank recruiter says, “Show that you take the time to learn everything there is to know about a client and their business needs.” “RMs who have good relationships with their clients will go the extra mile and care about their families and personal interests.” Prove how you’ve exceeded expectations to build trust and gain long-term commitment. ”.
Interviewers want to know more than just that you’ve brought in big clients; they want to know about the deals you made with those clients. “This question is to see if you can back up your list of clients with real deals, preferably ones that are well known in the market,” the recruiter says.
Some RMs jobs require writing your own credit proposals, while in others you will be fully supported. Jasmine Tan, a director at Singaporean recruiters Kerry Consulting, says that no matter what, make sure you can talk in detail about how well you can judge credit. “In the beginning of my career, I helped RMs write credit papers for three years as a credit analyst.” This gave me 360-degree knowledge into credit processing and onboarding. ”.
Interviewers will be impressed if you can show them how you’ve taken a corporate banking deal from the beginning to the end, when it turned into revenue. You need to go through the steps of the process and explain how you listened to the client’s problems, came up with possible solutions, put them into action, and then checked in with the client.
Banks want to hire RMs who can move some of their clients’ accounts, so stress how strong and long-lasting your relationships are as proof that your clients would be happy to move with you. “I’ve worked with mid-level energy and commodity companies since the beginning of my career and have a book of 20 legacy clients that I work with on my own,” for example. So yes, I do have a transferable portfolio. ”.
You should answer in detail about the turnover size of your clients. Say this: “I work with a variety of mid-market companies that usually make between $100 million and $300 million a year.” ”.
Lai from Michael Page says, “Banks should always make sure that the goals of their different client groups are in line with their own business goals.” Make sure you focus on clients and markets that are similar to those covered by the new bank.
There will be questions about more than just revenue and relationships in a corporate banking job interview. This question, for example, is meant to test your knowledge of the market and, by extension, your ability to give advice. Norm Leung, a vice president at Singaporean recruiters Charterhouse, says that your answer should show that you understand your clients’ problems and how, say, a new rule or market trend will affect their business now and in the future.
You should focus your answer on products that the new bank specializes in, even if you know a lot about all kinds of products. “RMs from different disciplines have various product areas that require unique skill sets,” says the agency recruiter. RMs in SME banking are more interested in standard products like deposits, trade finance, insurance, and investment products. RMs with global clients, on the other hand, have more experience with structured products and strategic deals. ”.
“You should talk about your soft skills – your capability to listen and ask relevant questions,” says Leung. “Give specific examples, but don’t give out client names or private information. Show how your conversation led to a good outcome and how you closed the deal, increased profits, and helped both the client and the bank.” ”.
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Getting hired as a corporate banking relationship manager is a big step forward in your banking career. But first, you need to show interviewers how smart you are with money, how well you can handle clients, and how well you can solve problems.
Preparing compelling responses to common interview questions is crucial Here are 15 questions you may encounter when interviewing for a corporate banking relationship manager job, with examples of strong answers
1. Why are you interested in becoming a corporate banking relationship manager?
This is your chance to share your career motivations Focus your answer on your interest in the financial field, desire to work with corporate clients, and relevant skills
Reason for response: “I really want to be a corporate banking relationship manager because I love working with money and I like building long-term relationships with clients.” Because I’ve worked in commercial lending before and shown I can understand complicated client needs, I’m sure I can do well in this client-facing advisory role. “.
2. What do you think are the most important qualities for a successful relationship manager?
Highlight skills like communication, relationship-building problem-solving, product knowledge and financial analysis capabilities.
Example response: “The most critical qualities are sharp financial acumen, excellent communication skills, the ability to develop trust-based relationships, creativity in providing solutions, and a commitment to world-class customer service. Relationship managers must be able to understand clients’ needs and provide tailored financial solutions and advice to nurture these key relationships over time.”
3. How would you handle a situation where a client insists on a product or service you know is unsuitable for them?
Demonstrate how you can stand your ground professionally while maintaining the relationship.
Example response: “I would schedule time to fully understand why the client wants that product or service and educate them on why I believe it is unsuitable, backing my recommendation with concrete data and projections. If the client remains adamant, I would involve my supervisor while reiterating my responsibility is to provide guidance in their best interest, not just sell products. My aim would be preserving the relationship even if we agree to disagree.”
4. How do you stay up-to-date on economic trends, financial products, and banking regulations?
Share specific habits that show you can apply current knowledge when serving clients.
Example response: “I regularly study economic reports, financial news, and banking industry publications to remain updated on trends, products, and regulations. I also leverage professional banking networks and attend industry conferences and events to gain current insights. Within the bank, I would collaborate closely with product specialists and risk/compliance teams to ensure I can educate clients on relevant offerings and requirements.”
5. Tell me about a time you made a mistake in managing a banking client. How did you handle it?
Choose an example that showcases your accountability, problem-solving skills, and ability to smooth client relations.
Example response: “When a client called to complain their funds from an matured investment weren’t transferred correctly to their operating account, I researched and realized I had entered the wrong destination account number. I promptly acknowledged my mistake, apologized sincerely, and resolved the issue by expedited transfer of funds. To prevent recurrence, I implemented a process to verify account details. The client appreciated my transparency and dedication to making it right.”
6. How would you respond if a client insists you lower your proposed loan interest rate, which you know already offers good value?
Demonstrate your client service ethic but also ability to stick to sound practices.
Example response: “First, I would ensure I fully understand the clients concerns and why they feel the rate is too high. I would highlight the fair market value we provide based on risk factors and customize scenarios to showcase the benefits. However, if they remain dissatisfied after me reiterating the terms are very competitive, I would consult my product team and manager on flexibilities we may have to close the deal while limiting risk exposure.”
7. What is your process for identifying and proposing solutions to a new corporate client?
Showcase your consultative approach – asking probing questions, conducting research, developing options, presenting solutions.
Example response: “I utilize a structured but personalized process to identify solutions for new clients. This starts with thoroughly interviewing key client stakeholders to understand their objectives and pain points. Then I analyze their financials, industry trends and competitors to identify opportunities. I propose customized solutions that address their needs and outline projections, risks and implementation plans. Throughout I aim to listen first before offering financial products or advice.”
8. How would you respond if a longtime client notified you they are considering switching to another bank?
Demonstrate your client retention skills – identifying issues, resolving concerns, reinforcing loyalty.
Example response: “First I would try to understand exactly why they are thinking of leaving and see if there are any areas for improvement on my or the bank’s end. I would highlight our successful long-term relationship while addressing any specifics concerns transparently. I may consult my manager on viable retention offers tailored to their needs. However, if they remain set on leaving, I would aim to make the transition smooth and keep the door open for future opportunities.”
9. Tell me about a time you successfully cross-sold products to grow an existing client’s business with the bank.
Share an example that highlights your ability to uncover client needs and expand share of wallet. Focus on the solution and quantified business results.
Example response: “When a loyal corporate client sought to expand internationally, I arranged an in-depth discussion to understand their plans and challenges. Recognizing the complexity of their accounting needs across borders, I positioned our global treasury management platform as an ideal solution. Demonstrating the platform’s capabilities and ROI won their interest. Converting them to this product enabled me to increase their annual revenue with us by 20%.”
10. Describe your approach to managing a portfolio of corporate banking clients.
Showcase your organizational skills and ability to balance priorities across multiple relationships.
Example response: “I utilize tools like CRM to maintain detailed profiles and action plans for each client. I touchbase with key contacts on a regular schedule based on their needs and revenue potential. When balancing priorities, I consult my pipeline to determine urgency of requests or time-sensitive deals. I aim to multitask efficiently and leverage support staff to ensure consistent service. My approach emphasizes communicating proactively so clients feel valued.”
11. What metrics and KPIs do you focus on to measure your performance as a relationship manager?
Demonstrate you track relevant performance indicators – revenue growth, client satisfaction, referral rates, etc.
Example: “Key metrics I focus on include revenue generated by client portfolio, annual portfolio growth percentage, client retention rate, referral rates, and client satisfaction scores. Setting targets for these indicators and tracking them closely enables me to continually refine my approach. I also measure softer aspects like client feedback, to make sure I’m nurturing relationships effectively beyond just sales numbers.”
12. How would you respond if you noticed concerning changes in a client’s account activity?
Highlight vigilance, discretion and sound judgment – consulting with compliance experts before jumping to conclusions.
Example response: “If I noticed any transactions out of the norm for a client, I would discreetly consult our fraud and AML experts to determine if further investigation is warranted. They may recommend enhanced monitoring if risks seem elevated. It’s important not to prematurely accuse clients, but rather gather internal perspectives first. If concrete issues emerge, I would have tactful discussions to understand the context while fulfilling my duty to report substantial concerns.”
13. Tell me about a time you struggled to meet a sales quota or target. What was your approach?
Share an example that demonstrates perseverance, creative problem-solving and ability to learn from challenges.
Example response: “When I was somewhat behind on my quarterly portfolio growth goal, I took proactive steps to improve performance. This involved re-evaluating my pipeline priorities to pursue quick-win deals, while also planning more outbound campaigns to qualified prospects. I leveraged marketing for support with customized pitches. Although still short of target, this initiative helped me achieve over 80% of my original goal. Moving forward, I now start pipeline planning earlier to maximize my chances of exceeding quarterly targets.”
14. Where do you see your career progressing five years from now?
Share your genuine ambitions for career growth while conveying commitment to the bank.
Example response: “Within the next five years, my goal is to take on portfolio management responsibilities including overseeing a team of relationship managers. I aim to expand my capabilities, potentially into areas like commercial credit or treasury sales. I see myself becoming a mentor to junior bankers while also refining my leadership abilities. My priority is continued growth within this bank as I am committed to advancing my career as part of this organization.”
15. Do you have any questions for me about the role or the bank?
Prepare thoughtful questions that show interest, such as:
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What are the team dynamics like?
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What types of career development and training opportunities are offered?
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How is individual performance evaluated and rewarded?
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What trade associations or networking groups do you recommend joining?
Conclusion
Preparing clear, concise yet thoughtful responses to questions like these will prove instrumental in landing your next corporate banking relationship manager role. Use these examples and tips to refine your answers and confidently convey your qualifications during the interview process. With diligent practice,
