وصف الوظيفة
Role Overview
Relationship Manager - Business Banking at Mashreq. Manage a portfolio of Small Enterprise (SE) relationships and originate new SE business within communities around branch locations.
Role Purpose
Achieve assigned financial and non-financial objectives by meeting all borrowing and non-borrowing needs of customers within target segments, including borrowers, transactors, and depositors. Build lasting relationships while driving revenue growth through cross-selling and deepening customer engagement.
Key Responsibilities
Relationship & Portfolio Management
- 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.
- Constantly identify opportunities to upgrade customers to ME category by identifying customer's needs and profiling.
- Regularly upgrade existing SE customers to ME segment by offering need-based solutions as per client's profile and requirements.
- Seamlessly takeover new relationships originated by DS and relationships downgraded by ME team using defined customer on-boarding procedure.
- Manage all customers focusing on relationship management, up-selling, deep-selling, and cross-selling other bank products.
- Improve share of wallet and target to be primary bank for each of the relationships in the assigned portfolio.
Business Development
- Actively source new-to-bank customers and generate new business leads from walk-in customers.
- Screen the market for NTB opportunities.
- Enhance relationship revenue from existing portfolio of borrowing and non-borrowing accounts by cross-selling complete range of banking products.
Credit & Portfolio Quality
- 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.
- Responsible for quality and soundness of assigned SE portfolio, including KYC reviews, monitoring for due diligence, and anti-money laundering procedures.
- Follow-up and monitor assigned relationships to ensure satisfactory account conduct and early rectification of various credit-related issues.
- Implement and maintain complete control aspects including documentation, periodical client visits, call reports, stock inspections, and formal credit checks.
- Maintain informal market feedback to monitor the assigned portfolio effectively.
- Maintain acceptable portfolio quality.
Compliance & Governance
- Adhere to all compliance and regulatory policies with regards to KYC and AML as set out by the bank from time to time.
Stakeholder Liaison & Reporting
- Liaise between internal and external advisors to ensure precision of agreements.
- Liaise with superiors and direct reports within the business units, Risk Management, and related enabler units within the bank to achieve business objectives.
- Update branch manager and regional SE manager on regular and 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
- 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, 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 matters.
Skills & Competencies
- Excellent communication and negotiation skills.
- Positive attitude.
- Strong work ethic.
- Good team player.
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