Relationship Manager, Business Banking - Liabilities

Role Overview

Relationship Manager, Business Banking - Liabilities at First Abu Dhabi Bank (FAB), Dubai.

Company Overview

First Abu Dhabi Bank (FAB) supports small and medium enterprises (SMEs) across the UAE economy. SMEs represent the majority of business in the economy and play a significant role in driving economic health. As SMEs become increasingly international, FAB is positioned to strengthen its support of domestic SME business.

Role Purpose

The jobholder will acquire and develop relationships with high-value clients in the SME segment, driving revenue growth in the liability book while managing credit risk, ensuring compliance with bank policies and regulatory frameworks, and delivering exceptional customer service aligned with FAB practices.

Key Responsibilities

Relationship Management

• Acquire new-to-bank (NTB) high-value clients and enhance relationships with existing high-value clients to increase the bank's liability book and revenue
• Engage strongly with clients to understand and improve their banking services
• Understand client requirements to increase the bank's wallet share
• Cross-sell and upsell the bank's products and services to maximize revenue
• Increase sales volumes and market shares in target markets
• Manage response and turnaround times of customer requests and processing of business applications
• Negotiate with internal clients and structure pricing of General Merchandise (GM) and Cash products according to customers' needs
• Establish an efficient, customer-focused approach representing a strong competitive edge
• Increase share of high-end market and quality business within assigned segment
• Establish and maintain working rapport with customers by providing expertise in identifying their financial needs and deploying the bank's products and services to fulfill these needs and enhance the asset base
• Provide customers with accurate and timely information on products and reveal the benefits affecting their businesses
• Keep customers and prospects updated on new products and services
• Actively source business from prospects and follow up on sales leads within designated market segments
• Plan timely visits to clients to introduce Global Transaction Banking (GTB) and GM partners
• Identify and forward sales leads to other areas in the bank for cross-selling
• Coordinate with product managers and specialists on promoting the bank's products

Risk Management

• Ensure timely updating of Know Your Customer (KYC) information
• Work closely with internal departments to address Compliance Risk, operational risk, and any credit risk exposure, where applicable
• Prepare Credit Applications (CA), analyze financial statements, and make them ready for approvals
• Ensure CAs for new clients and renewals for existing clients are correctly prepared in accordance with bank policies and the regulatory framework
• Recognize early warning signals of unsatisfactory account conduct and pursue collection of past due loans
• Execute effective work processing and risk management
• Assess the financial and business risks involved in lending to particular businesses, mainly by examining the company's competitive position within its industry, its strategic direction, management quality, and its financial profile wherever required
• Perform analysis of credit worthiness and recommend appropriate credit limits
• Proactively manage the assigned portfolio risk by ensuring timely renewal of accounts within applicable time standards, provided all required information is available
• Ensure compliance with bank-related policies and procedures and Business Banking standards in structuring and pricing of limits
• Adhere to and comply with the bank's internal applicable policies and procedures as well as governing regulations issued by concerned authorities
• Cooperate and facilitate the work of internal audit and risk management to address gaps and respond to audit reports within agreed deadlines
• Monitor money laundering activities and coordinate remedial actions with management

Profitability & Expense Control

• Ensure effective utilization of limits in order to maximize profitability
• Regularly monitor Management Information System (MIS) reports for Foreign Exchange (FX) and Trade revenues via Enterprise Data Warehouse (EDW) Dashboard
• Continuously seek to increase revenue margins from customers

Customer Service & Service Level

• Practice high-quality customer service standards
• Manage operations and process responsibilities
• Contact customer service groups and processing units to ensure satisfactory service standards are met
• Maintain strict adherence to bank policies to avoid any potential fraud or operational risks

Professional Development

• Prepare a self-development plan, agree it with their Line Manager, and work progressively towards achieving it
• Seek best practices from other peers and colleagues
• Attend training sessions as planned by management

Strategic Assessment

• Provide strong ability to assess and capture customer needs and opportunities effectively within the existing, new, and prospective customer base
• Drive best practice in key account relationship management and risk policies, ensuring these remain in line with FAB practices

Qualifications & Experience

Required

• University degree qualification
• Proven ability with a successful record of accomplishment in driving a high-performance culture across the team, delivering customer and financial objectives
• Sales management capability and ability to be a team player

Preferred/Beneficial

• Postgraduate qualification in Business Management or Business Administration
• Strong knowledge of small and medium enterprise (SME) proposition
• Knowledge of general and business banking, including the competitive landscape, with detailed knowledge of competitor propositions
• Proven ability in identifying and meeting customer needs through a broad range of products and services

Skills & Competencies

• Excellent interpersonal skills, with particular emphasis on inspiring, influencing, and negotiating in dealings with customers and colleagues
• Ability to effectively plan and organize, with tenacity to drive through results
• Strong business assessment skills, particularly with regards to more complex structures and facilities with an international dimension
• Leadership, performance management, and team development capabilities
• Strong analytical ability
• Visible and motivational leadership
• Business acumen
• Enthusiasm for collective management and the need to drive behavioral change, with an absolute intolerance of mediocrity
• Innovative approach with a flair for solving problems
• Excellent communication skills, including written, verbal, and the ability to deliver compelling presentations
• Ability to interact with all levels of stakeholders