Relationship Manager - Business Banking

Role Overview

Relationship Manager - Business Banking at Mashreq, managing Small Enterprise relationships across branch locations.

Role Purpose

Manage existing Small Enterprise relationships and originate new ones 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 including borrowers, transactors, and depositors.

Key Responsibilities

Relationship Development & Acquisition

• 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 Deal Sourcing and relationships downgraded by Middle Enterprise team using defined customer on-boarding procedures.
• Identify opportunities to upgrade customers to Middle Enterprise category by identifying customer needs and profiling.
• Regularly upgrade existing Small Enterprise customers to Middle Enterprise segment by offering need-based solutions aligned with client profile and requirements.

Portfolio Management & Credit Review

• Assume complete ownership of customer relationship management for the assigned portfolio of accounts.
• 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 performance.
• Follow up and monitor assigned relationships to ensure satisfactory account conduct and early rectification of various credit-related issues.
• Maintain acceptable portfolio quality.

Cross-Selling & Revenue Enhancement

• Manage all customers focusing on relationship management and up-selling, deep-selling, and cross-selling other bank products.
• 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.
• Provide superior customer service.

Compliance & Risk Management

• Implement and maintain complete control aspects including documentation, periodical client visits, call reports, stock inspections, and formal credit checks.
• Conduct informal market feedback to monitor the assigned portfolio effectively.
• Maintain responsibility for quality and soundness of assigned Small Enterprise portfolio.
• Conduct Key-Know-Your-Customer (KYC) reviews.
• Monitor for due diligence and anti-money laundering procedures.
• Adhere to all compliance and regulatory policies with regards to KYC and anti-money laundering as set out by the bank from time to time.

Stakeholder 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 weekly basis for better controls on sales and relationship management.

Team Development

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

Performance Targets

• 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 banking 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.
• Excellent communication and negotiation skills.
• Positive attitude, strong work ethic, and good team player mentality.