Relationship Manager, Business Development & Alliance, SME Banking

Job Description: 

Job Summary

As the Relationship Manager, Business Development & Alliance within our SME Banking division, you will be responsible for supporting the GBA One proposition by developing strategic ecosystem partnerships and originating quality ME opportunities across Hong Kong and the Greater Bay Area. The role engages prospective clients early in their business journey, develops a thorough understanding of their business activities, operating locations, ownership structures, growth ambitions, and cross-border banking needs, and converts partner-sourced opportunities into sustainable new-to-bank relationships and broader commercial and wealth opportunities. The role collaborates closely with internal stakeholders and external alliance partners to deliver seamless, client-centric, and well-controlled cross-border journeys.

Key Responsibilities

• Deliver assigned New-to-Bank acquisition, referral, revenue, and strategic activity targets, contributing to the overall objectives of SME Banking and the GBA One proposition.
• Build, manage, and deepen strategic alliances with professional service providers, legal and accounting firms, business chambers, industry associations, incubation platforms, and other ecosystem partners across Hong Kong and the Greater Bay Area.
• Create sustainable source-origin acquisition channels by identifying quality ME prospects early in their business journey and developing a disciplined pipeline from lead generation through conversion.
• Develop a robust understanding of prospects’ genuine business activities, operating locations, ownership structures, growth ambitions, and cross-border requirements to improve client selection, risk understanding, and solution relevance.
• Partner with SME Banking, Affluent, Private Banking, and relevant product teams to identify and deliver suitable commercial banking, cross-border, wealth management, insurance, and other referral opportunities.
• Maintain timely and accurate pipeline, referral, and conversion records; monitor partner productivity and client outcomes; and provide regular management updates with clear actions to improve performance.
• Plan and execute partner engagement, client events, market outreach, and joint propositions that strengthen ecosystem coverage and position the Bank as a preferred partner for Hong Kong and GBA MEs.
• Continuously review market developments, client needs, and partner feedback to refine the alliance strategy, improve acquisition effectiveness, and support sustainable revenue growth
• Own the end-to-end experience for alliance-sourced prospects and clients, ensuring clear communication, responsive follow-up, and coordinated hand-offs across internal teams and markets.
• Build trusted, long-term relationships with clients and ecosystem partners by demonstrating professionalism, commercial understanding, reliability, and a strong client-first mindset.

Skills and Experience

• Bachelor's degree or higher, with substantial experience in corporate or commercial banking environments, demonstrating comprehensive industry knowledge. 
• Relevant experience in ME or commercial banking, business development, client acquisition, relationship management, strategic partnerships, or ecosystem development. 
• Sound understanding of banking products, client onboarding, and risk requirements; cross-border or Greater Bay Area market experience and proficiency in English and Chinese are advantageous.
• Strong interpersonal, communication, negotiation, and stakeholder-management skills, with the ability to work effectively across functions and markets.
• Exceptional communication skills, both verbal and written, with the ability to present complex information clearly and effectively to diverse stakeholder