Relationship Manager, Trade and Working Capital

Role Overview

Relationship Manager, Trade and Working Capital at Mashreq, Retail Banking Group. This is a partially secured position in the Trade and Working Capital division.

Role Purpose

Manage existing and solicit acceptable new Trade and Working Capital relationships for the Business Banking Division to meet pre-set financial and non-financial objectives while maintaining portfolio quality and ensuring compliance with bank-approved policies.

Key Responsibilities

Business Development and Relationship Management

• Actively source new-to-bank customers and generate new business leads from walk-in customers.
• Screen the market for new-to-bank opportunities and develop the portfolio by soliciting new relationships within the defined segment and acceptable risk parameters.
• Assume complete ownership of the managed portfolio and provide superior customer service.
• Regularly meet all customers and maintain close working relationships with clients to ensure in-depth understanding of their business.
• Manage all customers focusing on relationship management and up-selling, deep-selling, and cross-selling other bank products.
• Seamlessly take over new relationships originated or referred by various channels within the bank.

Revenue Optimization and Portfolio Management

• Improve share of wallet and target to be primary bank for each relationship in the portfolio under management.
• Enhance relationship revenue from existing portfolio of borrowing and non-borrowing accounts by cross-selling the complete range of products offered by the bank.
• 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 within the portfolio.

Risk Management and Monitoring

• Monitor assigned relationships to ensure satisfactory account conduct and early rectification of credit-related issues.
• 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 portfolio effectiveness and maintain acceptable portfolio quality.
• Reduce risks and promote cross-sell through in-depth business understanding.
• Liaise between internal and external advisors to ensure precision of agreements.

Compliance and Administration

• Adhere to all compliance and regulatory policies with regards to Know Your Customer, Anti-Money Laundering, and other requirements as set out by the bank.
• Prepare customer profiles and legal documentation to allow timely execution of transactions in response to customer requests.
• Prepare customer transaction documentation to facilitate timely execution.
• Ensure all customer databases and records are maintained in an accurate manner which facilitates ease of data retrieval.
• Follow all department and bank-wide procedures and transactions to ensure procedural compliance and to safeguard against financial loss to the bank.
• Provide accurate and timely administrative support to ensure relationship managers have all information required to progress commercial opportunities.

Stakeholder Coordination

• Liaise with superiors and direct reports within the business units, Risk Management, and related enabler units within the bank to achieve business objectives.
• Liaise with other business areas to ensure the timely processing of all transactions to provide the highest levels of service to customers.
• Respond to routine customer enquiries to help maintain positive relationships with clients.

Team Development

• Develop on-the-job learning curve of Associate Relationship Managers to enable them to grow professionally and prepare them for higher levels of responsibility.

Support and Reporting

• Perform basic and preliminary financial spreading and analysis as requested by relationship managers.
• Assist relationship managers in the preparation of Management Information System reports to ensure all relationship managers have the information they require to capitalize upon commercial opportunities.
• Deliver hands-on relationship management to ensure effective and timely delivery of the bank's services and products to clients.

Qualifications & Experience

• Bachelor's degree in a business or commercially-related discipline.
• Minimum 2–4 years of experience in a banking environment, for example at Level 1 of the CAPM/Branch Management family.
• Banking sales and service experience with proven experience in relationship management.
• MBA or Chartered Accountant qualification or equivalent preferred, with minimum relevant experience of at least 5 years in local market.

Skills & Competencies

• In-depth awareness of various financial products and services being offered and awareness of rapid digitization and various technological advancements in the area of operations.
• Awareness of Mashreq's products and services.
• Broad awareness of competitor products and services.
• Strong interpersonal, negotiation, and analytical skills.
• Ability to perform as a team player.
• Positive attitude and strong work ethic.
• Good data entry skills and basic knowledge of relevant systems.
• Proficient IT skills.
• Report writing skills.
• Written and spoken fluency in Arabic and English languages.

Additional Information

• Position is located within the Retail Banking Group, Trade and Working Capital division.