Relationship Manager - Business Banking- BB

Role Overview

Relationship Manager – Business Banking at Mashreq. The role is based at a branch location and focuses on managing Small Enterprise relationships and originating new business within assigned communities.

Role Purpose

Manage a portfolio of existing Small Enterprise relationships and originate new SE relationships 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.

Key Responsibilities

Relationship & Portfolio Management

• Manage all customers with focus on relationship management and up-selling, deep-selling, and cross-selling other bank products.
• Assume complete ownership of customer relationship management for the assigned portfolio of accounts.
• Provide superior customer service.
• Improve share of wallet and work to be the primary bank for each relationship in the assigned portfolio.
• Enhance relationship revenue from existing portfolio of borrowing and non-borrowing accounts by cross-selling the complete range of banking products.
• Maintain acceptable portfolio quality.
• Own quality and soundness of assigned SE portfolio, including KYC reviews, monitoring for due diligence, and anti-money laundering procedures.

Business Development & Lead Generation

• Actively source new-to-bank customers and generate new business leads from walk-in customers.
• Screen the market for new-to-bank opportunities.
• Seamlessly take over new relationships originated by DS 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.

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.
• Monitor assigned relationships to ensure satisfactory account conduct and early rectification of various 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 the assigned portfolio effectively.

Compliance & Reporting

• Adhere to all compliance and regulatory policies with regards to KYC and AML as set out by the bank.
• Update branch manager and regional SE manager on a regular or weekly basis for better controls on sales and relationship management.
• Liaise between internal and external advisors to ensure precision of agreements.

Team & Organization Leadership

• Develop on-the-job learning curve of SSO to enable them to grow professionally and prepare them for higher levels of responsibility.
• Liaise with superiors and direct reports within the business units, Risk Management, and related enabler units within the bank to achieve business objectives.

Business Targets

• Achieve assigned financial and non-financial targets.
• Regularly upgrade existing SE customers to ME segment by offering need-based solutions as per client's profile and requirements.

Qualifications & Experience

• At least 4 years of relevant banking experience in local or international market.
• MBA or CA qualification, or if a regular graduate, must possess adequate relevant experience.
• Banking sales and service experience with proven relationship management qualities.
• Advanced vocational knowledge of the subject matter including credit, trade, operating systems, and legal.
• Excellent communication and negotiation skills.
• Positive attitude, strong work ethic, and good team player.