If you’re looking for a job as a relationship manager within corporate banking, you need to get your resume right – no matter how stellar your sales track record may be.
A corporate banking CV that’s too generic risks being rejected because banks want details of your revenue history and clients. But if you only focus on the numbers, you’ll come across as just another salesman when banks are increasingly demanding product-development and team-working skills.
Here are some expert tips on writing a perfect resume as a corporate banker.
1. Highlight your coverage sectors at the top
Don’t leave employers in any doubt that your client coverage matches that of the job description – include a client summary in a key-skills section at the top of your CV. “Highlight the corporate sizes, industries, countries and regions you cover,” says Cheryl Koh, head of front-office banking at recruiters Phaidon International. “A targeted CV stands a much better chance of catching the attention of recruiters and employers than that of a generic coverage banker.”
2. Name or describe your clients on your corporate banking CV
For each job on your resume, list who your main clients were. If confidentiality agreements mean you can’t mention names, you still need to describe the clients and the sector they’re in, says Christine Wright, a managing director at recruiters Hays. “Give a breakdown of your client portfolio – whether they’re MNCs, local conglomerates etc – and how much of your revenue comes from each segment,” adds John Mullally, director of financial services, at recruiters Robert Walters.
3. Demonstrate the length and strengths of your relationships
If you’ve successfully managed any clients over a comparatively long period, make the timescale clear on your CV. “Ultimately, a new employer expects you to develop and retain relationships with high-value corporate clients, so a strong track record speaks for itself,” says Koh.
4. Your corporate banking CV must contain concrete sales figures
“One of the most important aspects of an RM job is delivering bottom-line results, so be specific about your sales record on your resume,” says Mullally. Koh from Phaidon provides the following example: “Produced annual income of $X for the bank, representing an X% growth from the year X.”
5. And you must show your figures against your targets
New employers like to look at your revenue in context, so include your targets – it will raise concerns if you don’t. “It’s also a good idea to list down how much of the revenue was generated by your own effort, as opposed to revenue from normal business flow in a bank,” advises Mullally from Robert Walters
6. Point out all your product strengths
Don’t try to make out that you’re an all-round product guru, but do hone in on particular products you’re an expert in. “Relationship manager candidates should provide a clear list on their CVs of what banking products they've had a good exposure to and which of these they have the most knowledge about,” says Wright from Hays.
7. Product development is increasingly important on corporate banking resumes
If you’ve gone beyond merely learning about and selling products to actually having input into how they’re structured, don’t wait for a job interview to shout about it. Banks are now prioritising CVs that show how candidates have contributed to product development. “There’s an increasing need for relationship managers to be technically savvy and create bespoke solutions for clients rather than standard ones,” says Mullally.
8. Demonstrate softer qualities like teamwork and managing risk
Another way to show that you have skills beyond pulling in clients is to include examples of internal co-operation on your resume. Corporate banks want to hire revenue generators who know how to manage risk and work with other departments. “One of the top qualities that hiring managers are always looking for on CVs is an explanation of how you worked with the product team, ensuring proper risk management implementation and making sure that the whole sales process ran smoothly,” says Koh.
9. Provide proof of managerial achievements
Sale may be mostly about individual results and relationships, but if you’re also a line manager you need to mention your team’s sales numbers on your resume. Use your CV to show how you’ve personally had a demonstrable impact on the team’s P&L, or the expansion of its overall client portfolio.
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