Senior Relationship Manager- Relationship Based Finance Business Banking

Role Overview

Senior Relationship Manager – Relationship Based Finance Business Banking at ADIB, located in Sharjah.

Role Purpose

Develop and maintain business relationships with SME clients to fulfill their banking requirements. Enhance customer relationships through regular planned meetings, identify cross-sell opportunities, and improve service delivery.

Key Responsibilities

Credit Management

• Acquire volumes from the bank's existing portfolio through cross-sell and develop a database of qualified leads via referrals, telephone canvassing, face-to-face cold calling with business owners, direct mail, email, and networking.
• Prepare Call Reports to high standards that are informative, presentable, conclusive, professional, and comprehensive.
• Prepare credit applications by analyzing financial statements and ensuring readiness for approval.
• Ensure Credit Applications for new clients and renewals for existing clients are correctly prepared in accordance with bank policies and regulatory framework.
• Analyze working capital requirements for clients and monitor financial health of clients' businesses and industry.
• Ensure all documentation for credit proposals is complete with sufficient covered collaterals.
• Initiate and ensure disbursements and adjustments of loans.
• Ensure approved credit lines are valid and available for clients.
• Verify and inspect hypothecated or pledged inventory and mortgage fixed assets to ensure minimum credit risk.
• Conduct proper credit monitoring through regular customer site visits including offices, showrooms, and warehouses, and provide call reports.
• Recover the bank's dues in time through daily reports and follow-ups.

Customer Service

• Maintain contact with all clients in the market area to ensure high levels of client satisfaction.
• Maintain high standard service with customers and ensure no complaints.
• Respond to customer calls with appropriate greetings.
• Develop, enhance, and maintain relationships with prospective clients to ensure revenue and profit targets are met or exceeded.
• Ensure service quality norms and client satisfaction scores are met for assigned clients.
• Conduct regular visits to customers.

Internal and External Cooperation

• Demonstrate ability to interact and cooperate with all bank employees.
• Build trust, value others, communicate effectively, drive execution, foster innovation, focus on the customer, collaborate with others, solve problems creatively, and demonstrate high integrity.
• Maintain professional internal and external relationships that meet department core values.
• Proactively establish and maintain effective working team relationships with all support departments.

Compliance and Policy Adherence

• Liaise with various internal departments including credit-risk, legal, operations, and trade finance for smooth and quick turnaround of transactions.
• Strictly adhere to the Bank's Financing Policy Manual and report any exceptions.

Qualifications & Experience

• Minimum five years' experience in Relationship Management in a banking environment.

Skills & Competencies

• Good knowledge of ADIB's Business Banking products and services.
• Experience in credit analysis and balance sheet spreading.
• Good knowledge of ADIB's Operational Policies and Procedures.
• Proficiency in credit appraisal techniques including credit, risk, business, and financial analysis.
• Knowledge of Business Relationship Management.
• Fair knowledge of UAE banking practices, regulations, and risks.
• Good knowledge of Anti-Money Laundering regulations issued by the UAE Central Bank and other regulatory authorities.
• General awareness of competitors in the local market.
• Excellent knowledge of service standards.
• Knowledge of Cross Sales.
• Computer skills.
• Excellent Communication Skills.