Senior Relationship Manager
Role : Senior Relationship Manager - Wholesale Banking Group
Location : Dubai
Role Purpose:
To manage an assigned existing portfolio and a list of Target Market potential prospects for acquisition towards achieving financial targets (including but no limit to revenue, new net revenue, volume, cross-sell ratio, ROE, and ROA) and overall customer satisfaction
To be fully involved and primarily responsible for account strategy and business growth
To manage and grow the liability business for WBG in Dubai and NE
Key Accountabilities of the role
Relationship management- Manage assigned portfolio with a focus on relationships
- Achieve financial targets assigned in line with portfolio handled (e.g. total revenues, revenue from treasury products, revenue from cash management, RORC, etc.)
- Ensure regular interaction with clients to address any banking/financial needs and increase ADIB share of wallet
- Conduct joint client calls with product partners (CFIB, Treasury, GTS) as per the account plan to identify opportunities to deepen relationship
- Work closely with customer service unit to ensure that clients’ day to day transaction needs are addressed
Risk management & credit analysis
Assume responsibility for credit risk and day to day management of own portfolio
Conduct due diligence in preparing credit applications including screening against TM & RAC and prepare green light memos for CRT
Structure facilities that comply with ADIB’s credit policy with adequate security/collateral, terms and conditions and profitability (ROA, RORC) in line with thresholds
Negotiate internally and with clients for closure of deals
Ensure fulfilment of all required documentation (incl. insurance) as per the banks credit policies and procedures
Ensure all deferred documentation is obtained on time
Continuously monitor overall performance of company and its industry through the calling process
Execute annual renewals of facilities on time
Monitor and track assigned portfolio on a dynamic basis to recognize problem credits early
Build sector expertise
- Understand market and business trends
- Develop sector expertise: understand economics of industry, key levers and key products to offer
- Ensure that all new deals in discussion are recorded and updated in deals in pipeline report on a weekly basis
Process implementation
Conduct client calls at least quarterly
Document call memos in standard format capturing the contents of the meeting, opportunities for business development, client’s financial plan, etc.
Develop account plans for each relationship and use it as a basis for regular client calling; keep account plans updated
Ensure that all new deals in discussion are recorded and updated in deals in pipeline report on a weekly basis
Manage a list of prospects as assigned centrally and ensure that adequate follow up is made leading to new client acquisition
Ensure that all operational issues are addressed to the satisfaction of customers (e.g. establishment of LCs/LGs, disbursement of financing, etc.)
Compliance
Ensure that activities are in full compliance of group policies and processes including Sharia requirements, Central Bank regulations and other internal Legal and Compliance regulations at all times
Ensure satisfactory internal and external audit ratings
Other
- Attend recommended trainings
Specialist Skills / Technical Knowledge Required for this role:
- Knowledge of credit policy & procedure
- Strong analytical skills
- Customer Service Oriented
- Strong Marketing Skills