Senior Relationship Manager, Trade&Working Capital.RBG - TWC Partially Secured.Retail Banking Group

Role Overview

Senior Relationship Manager, Trade & Working Capital, Retail Banking Group at Mashreq, based in the local market.

Role Purpose

To manage existing and solicit acceptable new Trade & Working Capital relationships for the Business Banking Division, meeting pre-set financial and non-financial objectives while ensuring portfolio quality, soundness, and compliance with bank policies.

Key Responsibilities

Business Development & Customer Acquisition

• 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.
• Seamlessly take over new relationships originated or referred by various channels within the bank.
• Target to be primary bank for each relationship in the portfolio under management.

Relationship Management & Portfolio Stewardship

• Manage all customers focusing on relationship management and up-selling, deep-selling, and cross-selling other bank products.
• 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.
• Deliver hands-on relationship management to ensure effective and timely delivery of the bank's services and products to clients.

Revenue Enhancement

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

Credit Facility Management & Monitoring

• 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.
• Ensure 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 effectiveness and maintain acceptable portfolio quality.

Governance & Compliance

• Ensure responsibility for quality and soundness of portfolio under management.
• Ensure compliance with the bank's approved policies.
• Adhere to all compliance and regulatory policies with regard to KYC and AML as set out by the bank from time to time.

Cross-Functional Collaboration

• Liaise between internal and external advisors to ensure precision of agreements.
• Liaise with superiors and direct reports, if any, within business units, Risk Management, and related enabler units within the bank to achieve business objectives.

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

Skills & Competencies

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