SME Banker of the Year 2025 nominee: Raymond Chui Keng Leng
We are introducing the nominees for the SME Banker of the Year 2025 Award – dynamic and inventive leaders who have dedicated themselves to serving SMEs. Their unwavering commitment to the SME sector has left a considerable impact on this crucial segment of the economy, positioning them as outstanding leaders in the realm of SME banking. Take the opportunity to learn more about these exceptional nominees and be inspired by their steadfast dedication to serving SMEs!
Raymond Chui is the Group Chief Business & Transaction Banking Officer at Alliance Bank, bringing over 30 years of experience in banking and finance. He specializes in SME and commercial banking, having previously held key roles at UOB Malaysia, including Executive Director and Country Head of Business Banking. At Alliance Bank, he focuses on expanding SME, Commercial, Transaction Banking and Digital SME segments through strategic partnerships and innovative solutions. With a background in product development, digital banking, and trade finance across multiple markets, Chui plays a pivotal role in driving growth and enhancing financial services for businesses throughout Malaysia.
In the course of your career, what have you seen change in terms of demands/needs of SME clients? And what role should a bank play in meeting these demands?
Over the years, I have witnessed a dramatic shift in SME needs. Initially, SMEs primarily sought basic banking services—loans and transactional support. Today, however, their requirements have evolved to include integrated financial solutions, digital banking capabilities, and advisory support. Modern SMEs expect:
- Faster Access to Financing: Quick loan approvals, alternative credit assessments, and flexible working capital solutions.
- Enhanced Cash Management & Digital Services: Seamless online banking with real‑time payments, automated collections, and sophisticated cash flow tools
- Trade and FX Solutions: Competitive cross-border payment systems, trade financing, and risk management to support international expansion.
- Banca & Risk Management Solutions: As SMEs grow, they require insurance coverage to protect their businesses, employees, and assets. Banks must provide life and general insurance solutions to help businesses manage financial risks effectively.
- Holistic Business Support: Advisory services on business growth, sustainability initiatives, and risk management.
A bank should therefore serve as a strategic partner—providing fast, accessible financing, innovative digital solutions, and tailored advisory services to empower SMEs through every stage of their growth journey.
What have you found to be effective in leading your SME banking team/in your leadership position?
Effective leadership in SME banking requires a clear strategy, structured segmentation, and a culture of innovation.
1. Structuring the SME Banking Team Around the Business Lifecycle
I restructured our SME banking division into three key segments to serve businesses based on their growth stage:
- Digital SME – A cost-efficient, digital-first platform for micro and small SMEs.
- SME Associates & RMs – Experienced relationship managers catering to mid-sized, high-growth SMEs.
- Commercial Banking – A specialized team offering financing, FX, trade, and cash management for larger SMEs.
This business lifecycle approach ensures SMEs receive tailored financial solutions at every stage.
2. Empowering the Team with Knowledge and Autonomy
I invested in specialized training for Relationship Managers (RMs) in FX, Trade, Banca (insurance solutions), and merchant services. By fostering ownership and data-driven decision-making, we improved client engagement and operational efficiency.
3. Driving Innovation and Agility
Under my leadership, we:
- Integrated Transaction Banking into Business Banking, streamlining cash management.
- Enhanced digital lending, enabling loan approvals in under 60 minutes.
- Expanded ESG financing, helping SMEs future-proof their businesses.
By combining a structured approach, team empowerment, and innovation, we’ve strengthened our SME banking leadership and created lasting value for businesses.
Briefly describe, what would be your top 3 achievements/ projects delivered by your bank for SME customers?
Our top three achievements reflect our commitment to digital transformation, innovative financing, and sustainable growth:
1. Digital SME Ecosystem Expansion
- Transformed the onboarding process to a fully digital experience, with over 70% of SME customers now onboarded digitally.
- Reduced account opening times and enhanced accessibility, while integrating solutions such as DuitNow QR and virtual accounts for improved cash management.
2. Accelerated SME Financing & Transactional Solutions
- Launched innovative products including BizSmart®, SME Express Financing, and the CGC-backed Visa Platinum Business Credit Card.
- Strengthened our Banca offerings, providing life and general insurance solutions to help SMEs manage financial risks effectively.
- These initiatives drove a 12% compound annual growth rate in SME loans and increased our market share significantly, outpacing industry benchmarks.
3. ESG & Sustainability Impact Programme (SIP)
- Implemented a robust ESG framework, facilitating over RM2 billion in green financing.
- This program not only helped SMEs comply with evolving regulations but also positioned them for sustainable, long-term growth.
What would be the most significant business case that you've applied and learned the most out of it? Both positively or negatively?
One of the most impactful transformations I led was expanding SME banking beyond traditional lending, positioning Alliance Bank as a holistic financial partner for SMEs.
Key Achievements & Lessons Learned
1. Expanding Beyond Traditional Banking
- Introduced FX, trade financing, and banca solutions to help SMEs manage currency risks, cash flow, and business protection.
- Launched the first CGC-backed Visa Platinum Business Credit Card in the region (2024), providing SMEs with an alternative financing tool.
- Integrated Transaction Banking under Business Banking, improving cash management solutions for SMEs.
2. Empowering SMEs Beyond Financing
- BizSmart® Challenge – Malaysia’s premier SME accelerator, providing funding and mentorship to high-potential startups.
- SupportLokal – A platform connecting SMEs with digital tools and networks to scale their businesses.
- ESG Components – Introduced green financing, sustainable trade solutions, and advisory support, enabling SMEs to transition to more sustainable business models.
3. Recognition & Industry Validation
- Best SME Bank 2024 – The Asian Banker, The Digital Banker, Qorus.
- Best Digital SME Bank 2023 – Alpha’s Best FI Awards.
- Additional awards: Best Microfinance Product, Best Financing Initiative, Best Loan Offering (Retail Banker International, The Digital Banker, The Asian Banker).
Lessons Learned
While digital adoption and unsecured lending expanded financial inclusion, some SMEs required hybrid support models. Balancing automation with human advisory services was key to managing credit risks and customer trust.
By expanding SME banking beyond financing, we created a comprehensive ecosystem that fosters SME resilience, innovation, and long-term success.
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