Relationship Manager - Business Banking.RBU - Muraqabat branch - Business Banking.41.Retail Banking Group

Role Overview

Relationship Manager - Business Banking at Mashreq, Muraqabat branch, Retail Banking Group. 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.

Role Purpose

To build and maintain a portfolio of Small Enterprise customer relationships, originate new business, cross-sell banking products, manage credit quality, and ensure full compliance with bank policies while achieving assigned targets and delivering superior customer service.

Key Responsibilities

Relationship Management & Business Development

• Manage all customers with focus on relationship building and up-selling, deep-selling, and cross-selling other bank products.
• Actively source new-to-bank customers and generate new business leads from walk-in customers.
• Seamlessly take over new relationships originated by DS team 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.
• Develop on-the-job learning curve of SSO to enable them to grow professionally and prepare them for higher levels of responsibility.
• Screen the market for new-to-bank opportunities.
• Regularly upgrade existing SE customers to ME segment by offering need-based solutions as per client's profile and requirements.

Portfolio Management

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

Credit & Compliance

• Assume responsibility for quality and soundness of assigned Small Enterprise portfolio including KYC reviews, monitoring for due diligence, and anti-money laundering procedures.
• 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.
• Adhere to all compliance and regulatory policies with regards to KYC/AML as set out by the bank from time to time.

Communication & Coordination

• Provide superior customer service.
• 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.

Performance

• Achieve assigned financial and non-financial targets.

Qualifications & Experience

Education

• MBA/CA qualification, or if a regular graduate, must possess adequate relevant experience.

Experience

• At least 4 years of relevant banking experience in local or international market.
• Banking sales and service experience with proven relationship management qualities.

Skills & Competencies

• Advanced vocational knowledge of subject matter including Credit, Trade, Operating systems, and Legal matters.
• Excellent communication and negotiation skills.
• Positive attitude, strong work ethic, and good team player qualities.