Senior Relationship Manager - Business Banking.RBG - TWC Partially Secured.Retail Banking Group

Role Overview

Senior Relationship Manager - Business Banking, Retail Banking Group at Mashreq. This role manages Trade & Working Capital (TWC) relationships for the Business Banking Division.

Role Purpose

To manage existing and solicit acceptable new Trade & Working Capital relationships for the Business Banking Division in order to meet pre-set financial and non-financial objectives.

Key Responsibilities

Relationship & Portfolio Management

• Actively source new-to-bank customers and generate new business leads from walk-in customers.
• Manage all customers with focus 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.
• Assume complete ownership of the managed portfolio.
• Provide superior customer service and regularly meet all customers.
• Maintain close working relationships with clients to ensure in-depth understanding of business so as to reduce risks, promote cross-sell, and maximize earnings.
• Conduct hands-on relationship management to ensure effective and timely delivery of the bank's services and products to clients.

Portfolio Development & Growth

• 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.
• Screen the market for new-to-bank opportunities and develop the portfolio by soliciting new relationships within the defined segment and acceptable risk parameters.

Credit & Risk Management

• 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 closely 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 and informal market feedback to monitor portfolio effectiveness and maintain acceptable portfolio quality.
• Maintain responsibility for quality and soundness of portfolio under management.

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.
• Ensure compliance with the bank's approved policies.

Stakeholder & Internal Coordination

• 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.

Team Development

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

Qualifications & Experience

• Minimum 5 years of relevant experience in the local market.
• MBA or CA or equivalent is preferred.
• Banking sales and service experience with proven experience in relationship management.

Skills & Competencies

• In-depth awareness of various financial products and services offered by the bank.
• Awareness of rapid digitization and various technological advancements in the area of operations.
• Strong interpersonal skills.
• Strong negotiation skills.
• Strong analytical skills.
• Ability to perform as a team player.
• Positive attitude and strong work ethic.