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 within communities around branch locations.

Role Purpose

Achieve assigned financial and non-financial objectives by meeting all borrowing and non-borrowing needs of customers within target segments, including borrowers, transactors, and depositors. Build lasting relationships while driving revenue growth through cross-selling and deepening customer engagement.

Key Responsibilities

Relationship & Portfolio Management

• Manage a set of existing Small Enterprise relationships and originate new SE relationships in business communities around branch locations.
• Assume complete ownership of customer relationship management for the assigned portfolio of accounts.
• Provide superior customer service.
• Constantly identify opportunities to upgrade customers to ME category by identifying customer's needs and profiling.
• Regularly upgrade existing SE customers to ME segment by offering need-based solutions as per client's profile and requirements.
• Seamlessly takeover new relationships originated by DS and relationships downgraded by ME team using defined customer on-boarding procedure.
• Manage all customers focusing on relationship management, up-selling, deep-selling, and cross-selling other bank products.
• Improve share of wallet and target to be primary bank for each of the relationships in the assigned portfolio.

Business Development

• Actively source new-to-bank customers and generate new business leads from walk-in customers.
• Screen the market for NTB opportunities.
• Enhance relationship revenue from existing portfolio of borrowing and non-borrowing accounts by cross-selling complete range of banking products.

Credit & Portfolio Quality

• 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.
• Responsible for quality and soundness of assigned SE portfolio, including KYC reviews, monitoring for due diligence, and anti-money laundering procedures.
• Follow-up and 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.
• Maintain informal market feedback to monitor the assigned portfolio effectively.
• Maintain acceptable portfolio quality.

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.

Stakeholder Liaison & Reporting

• 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.
• Update branch manager and regional SE manager on regular and weekly basis for better controls on sales and relationship management.

Team Development

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

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, must possess adequate relevant experience.
• Banking sales and service experience with proven relationship management qualities.
• Advanced vocational knowledge of subject matter including credit, trade, operating systems, and legal matters.

Skills & Competencies

• Excellent communication and negotiation skills.
• Positive attitude.
• Strong work ethic.
• Good team player.