Head of Vietnam's Global Corporate Banking Department (Corporate Title: Director; Working Location: Hanoi or Ho Chi Minh City)

* Purpose of the Role:
Primary responsibility to formulate and lead/execute business strategy for the Vietnam market (under GCIB APAC's strategic framework) to originate both non-financing flow transactions and financing transactions (including lending, capital markets and/or project financing) for the entire GC Vietnam portfolio. To provide leadership to the GC Vietnam team in terms of good corporate governance, strong risk management (credit/market/operational risks) and objective personnel performance management. To provide guidance to team members in the GC Vietnam team to promote a range of MUFG entities' products and services to customers in Vietnam and the APAC region. Responsible for assessing all GC customers' complex credit and industry risks and support the GC team in deal structuring to mitigate such risks for the Bank. Also responsible for reviewing all credit applications for deals within the team to ensure pricing, product offerings and the structuring of the deal is aligned to business strategy coupled with a strong focus on high service level for the clients.
* Primary Responsibilities
Strategic
• Develop and drive the GC Vietnam's business plan, including originating new revenues and/or new customer on-boarding with GCIB APAC framework.
• Building a sustainable business model, revenue streams and customer base in align to the bank's direction/vision.
• Understand the competitive landscape to review and reshape the department's structure/operations to enhance efficiency and effectiveness.
• Develop marketing strategies, action plans, and business promotion campaign to increase the bank's revenues, cross-selling ratio and wallet/market share.
• Lead and support the RM team to proactively develop customer relationship, anticipate/ manage customer's expectation and provide effective solutions to achieve highest level of customer's satisfaction.
Financial
• Responsible to meet all of GC Vietnam's BSC KPI targets (incl. financial targets and management targets, such deposit funding ratio or cross-selling ratio) by GCIB APAC and fulfil Bank management's expectations in driving the bank's initiatives/ campaigns/projects.
• Responsible to track progress and results.
Customer
• Ensure effective internal and external communication, ie within department and inter-department, plus externally with customers and/or external stakeholders.
• Oversee the entire credit assessment of the department including bank facilities applications, review & renewals, timely monitoring and other relevant evaluation processes.
• Ensure timely delivery and accuracy of banking facilities, credit assessment, analysis and evaluation.
• Establish effective collaboration with product offices, regional HQ, overseas office in conducting business promotion & cross-selling.
• Supervise the negotiation process between deal team members and customers to achieve highest level of efficiency, effectiveness and customer's satisfaction.
• Lead and support team to build long-term banking relationships with key customers to develop new business and to deliver extraordinary customer experiences.
• Anticipate as well as be sensitive to shifting customer expectations and guide the team to consider appropriate measures to ensure the Bank stays ahead of competitors.
• Develop and maintain strong stakeholder management with key stakeholders both within MUFG and externally.
• Work in partnership with colleagues within the branch to deliver an integrated service for our customers, as well as to share knowledge and best practices on own area of expertise.
• Work in partnership with other GCIB relationship managers across our global network for large cross border deals to understand the customer's business strategy, financial needs, product proposals and provide input to key customer sales pitches.
• Work in partnership with colleagues in Head Office and Regional Office to discuss complex deals and seek commercial solutions for the customer.
• Work in partnership with Credit on any credit issues associated with the deal.
• Work in partnership with Product Offices from MUFG and MUFG entities including but not limited to Vietin Bank (and Morgan Stanley) to leverage our network capabilities and products/expertise for deals as well as to maintain relationship for future business opportunities.
• Visit clients as often as required, to represent the Bank to resolve issues and to maintain customer relationships.
People
• Responsible for managing (objective setting & performance management), developing (coaching, career progression & training) and rewarding (financial and non-financial reward decisions) for Direct Reports.
• Act as a role model to team members and adhere to all company policies / guidelines.
• Support, coach and guide team on complex Corporate Banking issues.
• Provide appropriate guidance and advise to subordinate in terms of work, business and career advancement.
• Support, coach and guide the team on complex GCIB issues.
Other/Control
• Support team by leading the meeting or presentation to senior level customers.
• Review all deal proposals and credit applications if necessary to ensure pricing, product offerings and the structuring of the deal is aligned to business strategy, delivers a high quality of service to customers and mitigates risk for the Bank.
• Review presentation materials for pitches prepared by the team and provide input.
• Support team by leading difficult negotiations with customers including but not limited to contract terms and conditions and pricing, as well as seek commercial solutions to finalise the deal.
• Lead and support initiatives to drive the implementation of the department's business strategy to build the customer base and increase revenue business.
• Manage the risk profile of the department's portfolio by contributing to customer pipelining/account planning discussions to select financially healthy customers.
• Ensure compliance with relevant regulations and limits.
• Develop and lead departmental initiatives to deliver increase revenue opportunities and deliver a high quality of service to customers.
• Participate in relevant committees regionally as well as globally.
• Maintain good working knowledge of industry trends, products, relevant laws and regulations.
• Act as a Subject Matter Expert on corporate banking to management.