Relationship Manager- Real Estate Unit

Role Overview

Relationship Manager – Real Estate Unit at Mashreq, Dubai. The Relationship Manager will play a crucial role in maintaining and expanding the real estate client base with in-depth market knowledge and financing product expertise.

Role Purpose

To structure financing requirements, assess credit risks, and drive deal origination for the real estate unit while coordinating with clients and internal product teams to optimize credit limit utilization, ensure portfolio quality, and maintain compliance with bank policies and regulations.

Key Responsibilities

Portfolio & Risk Management

• Review existing portfolio in a timely manner and recommend appropriate credit facilities aligned with bank credit policy to maximize earnings while containing risk to an acceptable level.
• Conduct credit risk assessments, risk rating, and structuring of facilities for assigned corporate relationships.
• Prepare credit proposals and liaise with Wholesale Risk Management and Compliance to address risk and compliance queries.
• Achieve satisfactory rating on portfolio quality and credit management processes.
• Understand and assess risks associated with real estate lending, especially during various stages of real estate development.

Relationship Strategy & Account Management

• Formulate relationship strategy and account plan for each client, ensuring establishment of appropriate penetration and cross-sell strategies to attain objectives per KPI.
• Develop strong working relationships with all existing clients at the decision-making level to position Mashreq Bank as their preferred bank.
• Manage accounts proactively to ensure timely and effective delivery of the bank's services and products through proactive interaction across the bank.
• Maintain and develop complex, multi-product group relationships with real estate clients.
• Attain desired level of customer satisfaction.

Deal Origination & Business Development

• Maintain an active pipeline focusing on new to bank transactions and business.
• Originate new transactions and solicit acceptable relationships to achieve financial and non-financial objectives.
• Actively participate in deal origination efforts and coordinate with clients and product teams for mandate execution.
• Optimize credit limit utilization by facilitating transactions and addressing operational and documentation requirements.

Compliance & Stakeholder Coordination

• Adhere to policies and guidelines set out in Central Bank regulations, Mashreq Bank's internal credit, operational and risk management policies and manuals, and operate within UAE legal system and overseas legal systems if applicable.
• Liaise with the business and banking community and coordinate with Legal Counsels on work related to legal issues.
• Work internally with Treasury, Operations, Support Divisions, Retail Banking, and the Risk Management Division to achieve and maximize business opportunities, contain risks, and ensure financial and non-financial objectives are met.

Qualifications & Experience

• Minimum experience in a similar role within the banking industry (specific years to be confirmed by employer).
• In-depth understanding of the real estate market and financing product suite.
• Experience managing real estate clients, primarily in Dubai, is a must.
• Knowledge of related legal infrastructure, including Escrow laws, is a plus.

Skills & Competencies

• Ability to independently structure financing requirements whilst keeping organizational lending policies in mind.
• Strong credit, marketing, and intuitive judgment skills to evaluate risks effectively.
• Excellent communication and interpersonal skills for building and maintaining client relationships.
• Proven track record in deal origination and transaction facilitation.
• Proficiency in using banking systems and tools for credit risk assessment and proposal preparation.
• Understanding of economic trends and regional and global financial markets.
• Ability to work independently and as part of a team, coordinating with various internal divisions.