Sr\. Relationship Manager, Trade & Working Capital - TWC Partially Secured.

Role Overview

Senior Relationship Manager, Trade & Working Capital (TWC) - Partially Secured at Mashreq, responsible for managing and developing Trade & Working Capital relationships within the Business Banking Division.

Role Purpose

To manage existing and solicit acceptable new Trade & Working Capital (TWC) relationships for the Business Banking Division in order to meet pre-set financial and non-financial objectives, while actively sourcing new-to-bank customers and generating new business leads to achieve risk-weighted revenue and profitability targets.

Key Responsibilities

Portfolio & Relationship Management

• Assume complete ownership of the managed portfolio and provide superior customer service.
• Manage an active pitch pipeline for TWC, MOD and SBL clients.
• Manage a set of existing business banking relationships and cross-sell to grow share of wallet.
• Regularly meet all customers and maintain close working relationships to ensure in-depth understanding of business.
• Improve share of wallet and target to be primary bank for each relationship in the portfolio.
• Enhance relationship revenue from existing portfolio of borrowing and non-borrowing accounts by cross-selling the complete range of products offered by the bank.
• Seamlessly takeover new relationships originated or referred by various channels within the bank.

Business Development & Market Screening

• Actively source new-to-bank and new-to-product customers and generate new business leads from walk-in customers.
• Originate new-to-bank or new-to-product acceptable TWC, MOD and SBL clients.
• Screen the market for NTB opportunities and develop the portfolio by soliciting new relationships within the defined segment and acceptable risk parameters.
• Identify and segment target market and develop new business to broad base the portfolio and pursue growth opportunities.

Credit Analysis & Facility Management

• Obtain client's business plan, audited financial statements and other required information.
• Analyze reports and recommend credit proposals of potential customers to the approving authority.
• 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.
• Work independently for closure of deals and assume responsibility for credit evaluation, credit approval, documentation, and disbursement of limits.
• Provide after-sale support to relationships.

Monitoring & Compliance

• Monitor all assets, products, maturities, KVC reviews and due diligence procedures.
• Follow-up and closely monitor assigned relationships to ensure satisfactory account conduct.
• Rectify credit-related issues and monitor covenants on an early basis.
• 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.
• Maintain acceptable portfolio quality and ensure compliance with bank's approved policies.
• Adhere to all compliance and regulatory policies with regards to KYC and AML as set out by the bank from time to time.
• Conduct anti-money laundering procedures as required.

Internal Collaboration & Leadership

• 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 to achieve business objectives.
• Develop on-the-job learning curve of ARMs to enable them to grow professionally and prepare them for higher levels of responsibility.

Financial & Policy Management

• Assume responsibility for assigned assets, revenue and liabilities targets.
• Achieve assigned financial and non-financial objectives by meeting all borrowing and non-borrowing needs of customers within target segments.
• Review and recommend necessary policy changes to suit evolving business conditions based on market changes.
• Responsible for quality and soundness of existing TWC, MOD and SBL portfolio.

Qualifications & Experience

• Minimum 5 years' relevant banking experience in local or international market.
• MBA or CA, or if a regular graduate must possess adequate relevant experience.
• Banking sales and service experience with proven relationship management qualities.
• Advanced vocational know-how of subject matter including credit, trade, operating systems and legal areas.

Skills & Competencies

• Customer Focus - Level 3.
• Commitment to Results - Level 3.
• Analytical Thinking - Level 3.
• Planning and Organizing - Level 3.
• Commercial Awareness - Level 3.
• Excellent communication and negotiation skills.
• Strong interpersonal and analytical skills.
• Ability to perform as a team player.
• Positive attitude and strong work ethic.
• In-depth awareness of various financial products and services being offered.
• Abreast with rapid digitization and various technological advancements in the area of operations.
• Complete knowledge and clear understanding of the bank's credit policy and operating systems.