Relationship Manager - Business Banking

Role Overview

Relationship Manager - Business Banking at Mashreq. Manage a portfolio of existing Small Enterprise (SE) relationships and originate new SE relationships in business communities around branch locations.

Role Purpose

Manage a set of existing Small Enterprise relationships and originate new SE 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

Customer Acquisition and Portfolio Development

• Actively source new-to-bank (NTB) customers and generate new business leads from walk-in customers.
• Screen the market for NTB opportunities.
• Seamlessly take over new relationships originated by DS and relationships downgraded by ME team using defined customer onboarding 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 according to client profile and requirements.

Relationship Management and Revenue Growth

• Manage all customers with focus on relationship management and up-selling, deep-selling, and cross-selling other bank products.
• Assume complete ownership of customer relationship management for the assigned portfolio of accounts and provide superior customer service.
• 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.

Credit Management and Monitoring

• Conduct annual and periodic credit facility reviews in the existing portfolio in a timely manner and 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.
• Follow-up and monitor assigned relationships to ensure satisfactory account conduct and early rectification of various credit-related issues.
• Maintain acceptable portfolio quality.

Portfolio Controls and Compliance

• Implement and maintain complete control aspects including documentation, periodical client visits, call reports, stock inspections, formal credit checks, and informal market feedback to monitor the assigned portfolio effectively.
• Ensure quality and soundness of assigned SE portfolio including KYC reviews, monitoring for due diligence, and anti-money laundering procedures.
• Adhere to all compliance and regulatory policies regarding KYC and AML as set out by the bank from time to time.

Stakeholder Management and Coordination

• 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 or weekly basis for better controls on sales and relationship management.

Team Development

• Develop the 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.

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 (credit, trade, operating systems, legal, etc.).
• MBA or CA qualification, 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 mentality.