Relationship Manager - Business Banking

Role Overview

Relationship Manager - Business Banking at Mashreq, responsible for managing Small Enterprise (SE) relationships and originating new business within assigned branch locations.

Role Purpose

To achieve assigned financial and non-financial objectives by managing existing SE relationships, originating new SE business, and meeting all borrowing and non-borrowing needs of customers across target segments including borrowers, transactors, and depositors.

Key Responsibilities

Relationship Management & Portfolio Ownership

• Manage a set of existing Small Enterprise relationships and originate new SE 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.
• Improve share of wallet and target to be the primary bank for each relationship in the assigned portfolio.

Business Development & Origination

• Actively source new-to-bank customers and generate new business leads from walk-in customers.
• Screen the market for new-to-bank opportunities.
• Seamlessly take over new relationships originated by DS and relationships downgraded by ME team using defined customer on-boarding procedures.
• Constantly identify opportunities to upgrade customers to ME category by identifying customer needs and profiling.
• Regularly upgrade existing SE customers to ME segment by offering need-based solutions aligned with client profile and requirements.

Revenue Growth & Cross-Selling

• Enhance relationship revenue from existing portfolio of borrowing and non-borrowing accounts by cross-selling the complete range of banking products.
• Manage all customers focusing on relationship management, up-selling, deep-selling, and cross-selling other bank products.

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

Compliance & Risk Management

• Ensure quality and soundness of assigned SE portfolio through KYC reviews, monitoring for due diligence, and anti-money laundering procedures.
• Adhere to all compliance and regulatory policies with regards to KYC and 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 SE manager on a regular, weekly basis for better controls on sales and relationship management.

Team Development

• Develop on-the-job learning curve of SSO to enable them to grow professionally and prepare them for higher levels of responsibility.

Performance & Objectives

• Achieve assigned financial and non-financial targets.

Qualifications & Experience

• At least 4 years of relevant banking experience in local or international markets.
• MBA or CA qualification, or if a regular graduate, must possess adequate relevant experience.
• Banking sales and service experience with proven relationship management qualities.
• Advanced vocational knowledge of subject matter including credit, trade, operating systems, and legal aspects.

Skills & Competencies

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