Relationship Manager International Financial Institutions

Banco de Credito e Inversiones•Miami, FL

About The Position

The primary mission of this role is to define and execute Bci’s commercial strategy for International Financial Institutions. The incumbent will establish and maintain long-term, high-level relationships with global counterparts to maximize value for Bci and its clients. This involves managing services both provided to and received from this perimeter, ensuring that all negotiations, business awards, and cross-departmental interactions remain strictly aligned with the corporate strategy. The role serves as the principal representative of Bci before first-tier global counterparts within the defined geographic perimeter, interacting directly with the executive leadership of those organizations.

Requirements

STRATEGIC VISION AND EXPERTISE IN COMPLEX NEGOTIATIONS.
EXCEPTIONAL INTERPERSONAL AND CORPORATE COMMUNICATION SKILLS.
ABILITY TO EXERCISE INFLUENCE AND LEADERSHIP WITHIN A MATRIXED ORGANIZATIONAL STRUCTURE.
DEEP UNDERSTANDING OF THE GLOBAL FINANCIAL ECOSYSTEM AND INTERNATIONAL REGULATORY FRAMEWORKS.

Responsibilities

Commercial Strategy: Design and lead the commercial roadmap for the assigned International Financial Institutions (IFIs) perimeter.
Relationship Management: Build and sustain strategic, long-term partnerships with C-suite and senior executives at international financial organizations.
Value Maximization: Identify and capture business opportunities across transactional services, treasury, and trade finance, optimizing the portfolio of services exchanged with counterparts.
Organizational Synergy: Act as the central point of contact for various Bci business units interacting with international entities, ensuring all negotiations are coherent with the global strategy.
Corporate Representation: Serve as the face of Bci at international forums, conferences, and high-level bilateral meetings.
Strategic Oversight: Ensure that any business adjudication or partnership aligns with the bank's risk appetite, compliance standards, and long-term objectives.
Wallet Share Analysis: Conduct "Deep Tiering" of the portfolio to identify untapped revenue in Trade Finance, Cash Management, and FX services.
Product Cross-Selling: Actively pitch Bci’s local capabilities (e.g., local custody, CLP clearing, or Andean corridor expertise) to US and European banks seeking a partner in Chile/LATAM.
Pipeline Management: Utilize CRM tools (e.g., Salesforce) to manage a structured sales funnel, ensuring at least 80% of the portfolio has an active annual "Account Plan."
Credit Line Management: Coordinate with the Credit Risk team to define and review Uncommitted/Committed Credit Lines for correspondent banks, ensuring optimal usage of RWA (Risk-Weighted Assets).
AML & KYC Oversight: Act as the "First Line of Defense" (1LoD) by initiating and defending the KYC (Know Your Customer) and EDD (Enhanced Due Diligence) processes for international banks, especially those in jurisdictions with higher risk profiles.
Country Risk Monitoring: Continuously monitor the macroeconomic and political stability of the assigned geographic perimeter to anticipate rating downgrades that could impact Bci’s exposure.
Service Level Agreements (SLAs): Negotiate and monitor "Reciprocity Agreements"—ensuring that if Bci gives business to a US bank, that bank returns a proportional volume of business to Bci.
Network Optimization: Review the bank’s Nostro/Vostro account structure to minimize dormant balances and reduce international transaction costs.
Regulatory Liaison: Ensure all international operations comply with OFAC (US) and local CMF (Chile) regulations regarding cross-border payments.
Review global market news and overnight FX/Liquidity movements affecting international counterparts.
High-level calls with Treasurers or Heads of FI at US/European banks to discuss credit line renewals or new Trade Finance deals.
Internal strategy meetings with Bci’s Compliance or Risk teams to clear "High Risk" international transactions or review new regulatory requirements.
Ability to understand, speak, read and write English and Spanish
Effectively speaking before groups of customers or employees
Assume evolving duties and responsibilities of position
Work all hours required to fulfill job duties and responsibilities (including, weekends, evenings and holidays as needed)
Travel as required
Provide coverage for other positions as requested
Ability to carry and lift boxes and objects that may weigh between 10 and 25 pounds.
Perform additional duties and responsibilities as assigned by management