Relationship Manager- Corporate Banking

Role Overview

Relationship Manager – Corporate Banking at Mashreq, reporting on the corporate banking portfolio within the institution.

Company Overview

Mashreq is a leading financial institution in MENA. More than half a century old, the organization thinks like a challenger, startup, and innovator in banking and finance, powered by a diverse and dynamic team that puts customers first. The mandate is to help customers find their way to Rise Every Day, partnering with them through the highs and lows to help them reach their goals and unlock their unique vision of success. The organization delivers superior service to clients by leading with innovation, treating colleagues with dignity and fairness while pursuing opportunities that grow shareholder value. Mashreq actively contributes to the community through responsible banking.

Role Purpose

Manage allocated corporate banking portfolio relationships and broaden the portfolio by building new relationships to meet financial objectives. Recommend appropriate credit facilities in line with relationship strategy while maximizing earnings and managing risk appetite.

Key Responsibilities

Portfolio Management

• Manage and review allocated portfolio performance.
• Recommend appropriate credit facilities aligned with relationship strategy, taking into account potential earnings maximization and the bank's risk appetite.

Business Development & Growth

• Identify new prospects and segment target markets to pursue growth opportunities.
• Identify and develop syndication and structured financing transactions.
• Explore vertical and horizontal relationships with existing clients across their group and owner affiliations.
• Cross-sell products and services from other business divisions to clients.
• Develop and maintain strong relationships with decision makers in the portfolio to originate business in line with strategy.

External Controls & Client Management

• Conduct periodic client calls and prepare call reports.
• Manage account and facility documentation and organization.
• Manage payment regularizations.
• Conduct field visits to clients.
• Gather latest market feedback from the field.

Internal Controls & Process Management

• Follow up on credit reviews with the Credit Product Group.
• Follow up on documentation process with the documentation unit.
• Follow up on credit approval process with credit.
• Escalate and manage operational issues with operations and other business segments.
• Review and initiate policy changes as necessary to suit business conditions.

Credit Analysis & Documentation

• Prepare and structure term sheets.
• Prepare pre-screen memos.
• Develop financial models.
• Prepare risk rating modules.
• Prepare economic profitability reports.
• Gather all required information for new credit proposals.
• Initiate credit proposal preparation with the Credit Product Group.
• Prepare financial spreads and financial models for new credit proposals.

Market & Regulatory Knowledge

• Keep current with market, regulatory, and competitive developments and industry trends.
• Introduce Mashreq as a player in the development and participation of emerging debt and capital markets.
• Ensure Mashreq is a lead in the trade and cash management space.

Cross-Functional Coordination

• Coordinate with concerned groups and divisions in the bank to ensure efficient and timely delivery of required structured solutions to clients.

Skills & Competencies

• Relationship management skills
• Communication and interpersonal skills
• Strong credit skills
• Credit analytical capability
• Financial spreading and modeling skills
• Credit presentation skills

Qualifications & Experience

• Tertiary qualification
• Credit experience