وصف الوظيفة
Role Overview
Relationship Manager - Business Banking at Mashreq. Manage a portfolio of Small Enterprise (SE) relationships and originate new SE business in communities around branch locations, achieving assigned financial and non-financial objectives by meeting all borrowing and non-borrowing customer needs.
Role Purpose
To build and deepen Small Enterprise customer relationships, originate new business, cross-sell banking products, and maintain portfolio quality while ensuring compliance with bank policies and regulatory requirements.
Key Responsibilities
Relationship Management & Customer Acquisition
- Manage assigned Small Enterprise (SE) relationships to maximize share of wallet and position the bank as primary financial institution.
- Actively source new-to-bank customers and generate new business leads from walk-in customers.
- Assume complete ownership of customer relationship management for the assigned portfolio of accounts.
- Seamlessly take over new relationships originated by Deal Structuring and relationships downgraded by Middle Enterprise team using defined customer onboarding procedures.
- Provide superior customer service across all assigned relationships.
Portfolio Development & Cross-Selling
- Enhance relationship revenue from existing portfolio of borrowing and non-borrowing accounts by cross-selling the complete range of banking products.
- Regularly upgrade existing SE customers to Middle Enterprise segment by offering need-based solutions aligned with client profile and requirements.
- Constantly identify opportunities to upgrade customers to Middle Enterprise category by identifying customer needs and profiling.
Credit & Monitoring
- Conduct annual and periodic credit facility reviews in the existing portfolio in a timely manner.
- Recommend appropriate credit facilities in line with bank 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.
Portfolio Controls & Documentation
- 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.
- Responsible for quality and soundness of assigned SE portfolio including KYC reviews, monitoring for due diligence, and anti-money laundering procedures.
Market Screening & Business Development
- Screen the market for new-to-bank opportunities.
- Partner with internal and external advisors to ensure precision of agreements.
Compliance & Reporting
- Adhere to all compliance and regulatory policies with regards to KYC and AML as set out by the bank from time to time.
- Update branch manager and regional SE manager on regular and weekly basis for better controls on sales and relationship management.
Team Development & Stakeholder Liaison
- Develop the on-the-job learning curve of Sales Support Officers to enable them to grow professionally and prepare them for higher levels of responsibility.
- Liaise with superiors and direct reports within the business units, Risk Management, and related enabler units within the bank to achieve business objectives.
Performance
- 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, adequate relevant experience.
Skills & Competencies
- Banking sales and service experience with proven relationship management qualities.
- Advanced vocational knowledge of subject matter including credit, trade, operating systems, and legal aspects.
- Excellent communication and negotiation skills.
- Positive attitude and strong work ethic.
- Good team player.
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