Job Purpose
The Mortgage Relationship Manager is primarily responsible for driving the growth of the bank’s secured asset portfolio by originating residential and commercial mortgages. The role focuses on active new-client acquisition, establishing robust external referral pipelines, and cross-selling the bank's broader suite of financial products to deepen client relationships and maximize wallet share.
Key Responsibilities
Sales & Asset Growth:
Hunt for new-to-bank (NTB) mortgage customers to consistently meet and exceed monthly loan sales and disbursement targets.
Manage the end-to-end mortgage financing lifecycle: from initial financial consultation and loan package structuring to formal application submission, credit approval ing, and final loan disbursement.
Conduct thorough financial analysis, including calculating Debt Service Ratios (DSR) and evaluating borrower risk parameters, to structure applications for optimal approval chances.
Business Development & Networking:
Build, nurture, and maintain strong, proactive partnerships with external stakeholders, including real estate developers, property agencies, lawyers, and valuers, to secure a steady pipeline of referral business.
Actively participate in property roadshows, property launches, and end-financing projects to capture market share.
Portfolio Deepening & Cross-Selling:
Capitalize on mortgage origination conversations to increase the bank’s product-holding per customer.
Cross-sell complementary retail banking and wealth products, including Current and Savings Accounts (CASA), Fixed Deposits, Credit Cards, and Personal Loans.
Ensure comprehensive client protection by actively cross-selling mortgage insurance products, such as Mortgage Reducing Term Assurance (MRTA) / Mortgage Reducing Term Takaful (MRTT).
Compliance & Risk Management:
Ensure absolute compliance with all banking regulations, statutory requirements, and internal standard operating procedures (SOPs).
Strictly adhere to Credit Policy guidelines, Know Your Customer (KYC) protocols, and Anti-Money Laundering/Counter-Terrorism Financing (AML/CTF) regulations.
Package high-quality, accurate loan documentation to optimize credit underwriting turn-around times and minimize processing rejections.
Customer Experience:
Deliver top-tier customer service throughout the lending process to build long-term loyalty and prompt client-led referrals.
Handle client inquiries, complaints, and financing challenges professionally and efficiently.
Job Requirements
Experience: Minimum of 2–5 years of proven sales experience ideally within banking or financial services
Education: Bachelor’s Degree in Finance, Business Administration, Economics, or a related discipline.
Certifications/Licenses: Possession of professional industry licenses is highly advantageous (e.g., Pre-Contract Examination for Insurance Agents (PCE), Takaful Basic Examination (TBE), and Federation of Investment Managers Malaysia (FIMM) licenses).
Skills:
Strong credit financial acumen with excellent knowledge of mortgage products, legal property documentation, and valuation practices.
Exceptional interpersonal, negotiation, and persuasive communication skills.
Self-driven and highly resilient under target-driven pressures.
Languages: Fluency in English and Bahasa Malaysia is required. Professional proficiency in Mandarin or local dialects (such as Cantonese) is highly beneficial for managing key developer and investor relationships.
