وصف الوظيفة
Role Overview
Account Manager, Business Banking at Mashreq, managing Small Enterprise relationships and originating new business in branch communities to achieve assigned financial and non-financial objectives.
Role Purpose
Manage an assigned portfolio of Small Enterprise relationships while originating new customers from business communities around branch locations. Deliver superior customer service, identify growth opportunities, and ensure portfolio quality through effective relationship management and cross-selling of banking products.
Key Responsibilities
Relationship Management
- Manage a set of existing Small Enterprise relationships and originate new Small Enterprise relationships in business communities around branch locations.
- Assume complete ownership of customer relationship management for the assigned portfolio of accounts.
- Provide superior customer service to all assigned customers.
- Seamlessly take over new relationships originated by DS and relationships downgraded by ME team using defined customer onboarding procedures.
- Develop on-the-job learning of SSO to enable them to grow professionally and prepare them for higher levels of responsibility.
Business Development & Growth
- Actively source new-to-bank customers and generate new business leads from walk-in customers.
- Screen the market for new-to-bank opportunities.
- Improve share of wallet and target to be primary bank for each relationship in the assigned portfolio.
- Enhance relationship revenue from existing portfolio of borrowing and non-borrowing accounts by cross-selling complete range of banking products.
- Conduct up-selling, deep-selling, and cross-selling of other bank products.
- Regularly upgrade existing Small Enterprise customers to ME segment by offering need-based solutions as per client's profile and requirements.
- Constantly identify opportunities to upgrade customers to ME category by identifying customer needs and profiling.
Credit & Portfolio Management
- Conduct annual and periodic credit facility reviews in the existing portfolio in a timely manner.
- Recommend appropriate credit facilities in line with the bank's credit policy to maximize earnings while containing risks to an acceptable level.
- Identify candidates for downgrades and upgrades within the portfolio.
- Follow-up and monitor assigned relationships to ensure satisfactory account conduct and early rectification of various credit-related issues.
- Maintain acceptable portfolio quality.
- Assume responsibility for quality and soundness of assigned Small Enterprise portfolio, including KYC reviews, monitoring for due diligence, and anti-money laundering procedures.
Monitoring & Control
- Implement and maintain complete control aspects including documentation, periodic client visits, call reports, stock inspections, and formal credit checks or informal market feedback to monitor the assigned portfolio effectively.
- Update branch manager and regional Small Enterprise manager on a regular or weekly basis for better controls on sales and relationship management.
Compliance & Stakeholder Management
- Adhere to all compliance and regulatory policies with regards to KYC and AML as set out by the bank from time to time.
- Liaise between internal and external advisors to ensure precision of agreements.
- Liaise with superiors and direct reports within the business units, Risk Management, and related enabler units within the bank to achieve business objectives.
Performance & Targets
- Achieve assigned financial and non-financial targets.
Qualifications & Experience
- At least 4 years of relevant banking experience in local or international market.
- MBA or CA qualification, or if a regular graduate, must possess adequate relevant experience.
- Banking sales and service experience with proven relationship management qualities.
Skills & Competencies
- Advanced vocational knowledge of subject matter including credit, trade, operating systems, and legal matters.
- Excellent communication and negotiation skills.
- Positive attitude and strong work ethic.
- Good team player.
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