Cross Border Relationship Manager

Market Job Description Wells Fargo’s International Group operates from 35 countries and territories outside the U.S., including branches in Beijing, the Cayman Islands, Dubai International Financial Center (DIFC), Hong Kong, London, Seoul, Shanghai, Singapore, Taipei, Tokyo, and Toronto. The business serves the financial needs of U.S. corporate and commercial customers doing business globally, as well as multinational companies doing business in the U.S.

Wells Fargo Capital Finance (WFCF) is one of the top lead arrangers of asset-based loans in North America and Europe with a large and diversified portfolio of close to 2,500 customers and $37 billion in loans outstanding. WFCF offers traditional asset-based financing, specialised senior secured financing, accounts receivable financing, purchase order financing, and supply chain financing to a wide range of companies throughout the United States, United Kingdom and Canada. Wells Fargo Capital Finance (UK) Limited (WFCFUK) is UK based and reports directly into WFCF in the United States.

The successful applicant will form part of the cross border portfolio team. This is a portfolio of predominantly US-headquartered borrowers who have subsidiaries/operations in other countries. It is these non-US based borrowers that make up the Cross Border portfolio. The Cross Border portfolio Team is a UK based team who work closely with US-based Relationship Teams to manage the cross border exposure on behalf of the Bank.

The function of the role is varied but duties will include: Partnering with US-based colleagues to facilitate and coordinate the on-boarding of new Cross-Border transactions; Assessing and monitoring credit risk; Partnering with US-based colleagues to ensure the smooth-running of the account; ensuring that client needs are being met; Partnering with US-based colleagues to ensure that the cross-border specific risks are being considered and factored into decision making; working closely with the collateral analysts to ensure risks are being appropriately recorded and managed; coordinating the activities of various team members to ensure the smooth running of the account.

Duties include:

  • Managing and facilitating the transitioning of new borrowers from Underwriter stage to live borrower stage. Coordinating and allocating tasks amongst UK team members and US-based colleagues.
  • Risk identification and loss avoidance through tight monitoring of all available information, early identification of issues, communicating issues to team members, and taking action where necessary.
  • Working closely with US-based colleagues to manage credit risk. This involves early identification of potential problems, liaising with US-based relationship teams to better understand borrower risks/issues, advising US-based relationship teams on Cross border specific issues/considerations – all with a view to minimizing loss for the Bank.
  • Where a cross-border client has an active presence in Europe, be their ‘in-region’ Relationship Manager.
  • Working with Cross Border team members and US-based relationship teams to ensure each client’s financial performance is carefully monitored and graded to ensure early identification of enhanced risk.
  • Working with Cross Border team members and US-based relationship teams to ensure tight analysis and verification of collateral. Advising US-based colleagues on cross-border specific issues/considerations with a view to ensuring that these are factored into the client’s borrowing base.

Market Skills and Certifications

  • Where there are facility amendments being sought, working closely with US-based colleagues to ensure consideration is given to European-specific requirements, and ensuring any amendments are effectively implemented.
  • Where the client has a strong in-region presence, a more ‘hands-on’ relationship management role may be required, which may include client visits and cross-sell opportunities.
  • Maintaining strong relationships with US-Based colleagues by communicating issues/concerns as early as possible, and responding to queries in a timely manner.

Skills/experience should include the following:

  • Strong financial skills with a view to being able to identify and communicate key financial trends. The ideal candidate will experience of financial analysis and financial commentary was required.
  • The ideal candidate will have ‘client-facing’ experience – for example they have worked in a client-facing role within a professional services or financial services firm.
  • Someone who is passionate about delivering great customer service – in this role ‘customers’ include both clients and US-based colleagues.
  • Someone proactive and self-motivated who is keen to grab the role by both hands and make it their own.
  • The ideal candidate would have had some exposure to the UK legal framework. For example, they have had some exposure to loan agreements and have a sense of what the key issues are likely to be. This will be an area of development throughout the role.
  • The ideal candidate would have had some exposure to lending in Europe. In the long run, this will be an area that the candidate will be expected to develop fully, as this is an important element of the support provided to US-based colleagues.
  • Strong communication (both written and oral) and interpersonal skills, as the role will involve dealing with a broad range of people from across the Bank and externally. Effective and flexible negotiation skills.

Team members support our focus on building strong customer relationships balanced with a strong risk mitigating and compliance-driven culture which firmly establishes those disciplines as critical to the success of our customers and company. They are accountable for execution of all applicable risk programs (Credit, Market, Financial Crimes, Operational, Regulatory Compliance), which includes effectively following and adhering to applicable Wells Fargo policies and procedures, appropriately fulfilling risk and compliance obligations, timely and effective escalation and remediation of issues, and making sound risk decisions. There is emphasis on proactive monitoring, governance, risk identification and escalation, as well as making sound risk decisions commensurate with the business unit’s risk appetite and all risk and compliance program requirements.


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