Relationship Manager - Business Banking - Rolex Tower - BB.

Role Overview

Relationship Manager - Business Banking at Mashreq, located at Rolex Tower.

Role Purpose

Manage a portfolio of existing Small Enterprise relationships and originate new Small Enterprise relationships in business communities around branch locations. Achieve assigned financial and non-financial objectives by meeting all borrowing and non-borrowing needs of customers within target segments.

Key Responsibilities

Relationship Management & Business Development

• Actively source new-to-bank customers and generate new business leads from walk-in customers.
• Manage all customers with focus on relationship management and up-selling, deep-selling, and cross-selling other bank products.
• Seamlessly take over new relationships originated by DS and relationships downgraded by ME team using defined customer onboarding procedures.
• Improve share of wallet and work toward becoming the primary bank for each relationship in the assigned portfolio.
• Enhance relationship revenue from existing portfolio of borrowing and non-borrowing accounts by cross-selling the complete range of banking products.
• Screen the market for new-to-bank opportunities.
• Regularly upgrade existing Small Enterprise customers to ME segment by offering need-based solutions as per client's profile and requirements.
• Assume complete ownership of customer relationship management for the assigned portfolio of accounts and provide superior customer service.

Portfolio Management & Monitoring

• 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 based on portfolio reviews.
• Follow up and monitor assigned relationships to ensure satisfactory account conduct and early rectification of credit-related issues.
• Implement and maintain complete control aspects including documentation, periodical client visits, call reports, stock inspections, and formal credit checks.
• Gather informal market feedback to monitor the assigned portfolio effectively.
• Maintain acceptable portfolio quality.

Compliance & Due Diligence

• Ensure quality and soundness of assigned Small Enterprise portfolio through KYC reviews, monitoring for due diligence, and anti-money laundering procedures.
• Adhere to all compliance and regulatory policies with regards to KYC/AML as set out by the bank from time to time.

Internal Coordination & Reporting

• Liaise between internal and external advisors to ensure precision of agreements.
• Liaise with superiors and direct reports within business units, Risk Management, and related enabler units within the bank to achieve business objectives.
• Update branch manager and regional Small Enterprise manager on a regular or weekly basis for better controls on sales and relationship management.
• Develop on-the-job learning curve of SSO to enable them to grow professionally and prepare them for higher levels of responsibility.

Performance

• Achieve assigned financial and non-financial targets.
• Constantly identify opportunities to upgrade customers to ME category by identifying customer needs and profiling.

Qualifications & Experience

• At least 4 years of relevant banking experience in local or international markets.
• Banking sales and service experience with proven relationship management qualities.
• Advanced vocational knowledge of subject matter including Credit, Trade, Operating systems, and Legal.
• MBA or CA certification, or if a regular graduate, must possess adequate relevant experience.

Skills & Competencies

• Excellent communication and negotiation skills.
• Positive attitude and strong work ethic.
• Good team player.