Relationship Manager - Business Banking

Role Overview

Relationship Manager - Business Banking at Mashreq. Manage a portfolio of Small Enterprise (SE) relationships and originate new SE business in communities around branch locations, achieving assigned financial and non-financial objectives by meeting all borrowing and non-borrowing customer needs.

Role Purpose

To build and deepen Small Enterprise customer relationships, originate new business, cross-sell banking products, and maintain portfolio quality while ensuring compliance with bank policies and regulatory requirements.

Key Responsibilities

Relationship Management & Customer Acquisition

• Manage assigned Small Enterprise (SE) relationships to maximize share of wallet and position the bank as primary financial institution.
• Actively source new-to-bank customers and generate new business leads from walk-in customers.
• Assume complete ownership of customer relationship management for the assigned portfolio of accounts.
• Seamlessly take over new relationships originated by Deal Structuring and relationships downgraded by Middle Enterprise team using defined customer onboarding procedures.
• Provide superior customer service across all assigned relationships.

Portfolio Development & Cross-Selling

• Enhance relationship revenue from existing portfolio of borrowing and non-borrowing accounts by cross-selling the complete range of banking products.
• Regularly upgrade existing SE customers to Middle Enterprise segment by offering need-based solutions aligned with client profile and requirements.
• Constantly identify opportunities to upgrade customers to Middle Enterprise category by identifying customer needs and profiling.

Credit & Monitoring

• Conduct annual and periodic credit facility reviews in the existing portfolio in a timely manner.
• Recommend appropriate credit facilities in line with bank credit policy to maximize earnings while containing risks to an acceptable level.
• Identify candidates for downgrades and upgrades based on credit reviews.
• Follow-up and monitor assigned relationships to ensure satisfactory account conduct and early rectification of various credit-related issues.
• Maintain acceptable portfolio quality.

Portfolio Controls & Documentation

• 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.
• Responsible for quality and soundness of assigned SE portfolio including KYC reviews, monitoring for due diligence, and anti-money laundering procedures.

Market Screening & Business Development

• Screen the market for new-to-bank opportunities.
• Partner with internal and external advisors to ensure precision of agreements.

Compliance & Reporting

• Adhere to all compliance and regulatory policies with regards to KYC and AML as set out by the bank from time to time.
• Update branch manager and regional SE manager on regular and weekly basis for better controls on sales and relationship management.

Team Development & Stakeholder Liaison

• Develop the on-the-job learning curve of Sales Support Officers 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.

Performance

• Achieve assigned financial and non-financial targets.

Qualifications & Experience

• At least 4 years of relevant banking experience in local or international market.
• MBA or CA qualification, or if a regular graduate, adequate relevant experience.

Skills & Competencies

• Banking sales and service experience with proven relationship management qualities.
• Advanced vocational knowledge of subject matter including credit, trade, operating systems, and legal aspects.
• Excellent communication and negotiation skills.
• Positive attitude and strong work ethic.
• Good team player.