Senior Relationship Manager

Role Overview

Senior Relationship Manager – Wholesale Banking Group at ADIB, Dubai.

Role Purpose

To manage an assigned existing Commercial Real Estate clients portfolio and a list of target market Commercial Real Estate potential prospects for acquisition towards achieving financial targets (including but not limited to revenue, new net revenue, volume, cross-sell ratio, ROE, and ROA) and overall customer satisfaction, with full involvement and primary responsibility for account strategy and business growth.

Key Responsibilities

Relationship Management

• Manage assigned portfolio with a focus on relationships
• Achieve financial targets assigned in line with portfolio handled (including total revenues, revenue from treasury products, revenue from cash management, RORC)
• Ensure regular interaction with clients to address banking and financial needs and increase ADIB share of wallet
• Conduct joint client calls with product partners (CFIB, Treasury, GTS) as per the account plan to identify opportunities to deepen relationship
• Work closely with customer service unit to ensure that clients' day-to-day transaction needs are addressed

Risk Management & Credit Analysis

• Assume responsibility for credit risk and day-to-day management of own portfolio
• Conduct due diligence in preparing credit applications including screening against TM and RAC and prepare green light memos for CRT
• Structure facilities that comply with ADIB's credit policy with adequate security, collateral, terms and conditions and profitability (ROA, RORC) in line with thresholds
• Negotiate internally and with clients for closure of deals
• Ensure fulfilment of all required documentation (including insurance) as per the bank's credit policies and procedures
• Ensure all deferred documentation is obtained on time
• Continuously monitor overall performance of company and its industry through the calling process
• Execute annual renewals of facilities on time
• Monitor and track assigned portfolio on a dynamic basis to recognize problem credits early

Sector Expertise

• Understand market and business trends
• Develop sector expertise: understand economics of industry, key levers and key products to offer
• Ensure that all new deals in discussion are recorded and updated in deals in pipeline report on a weekly basis

Process Implementation

• Conduct client calls at least quarterly
• Document call memos in standard format capturing the contents of the meeting, opportunities for business development, client's financial plan
• Develop account plans for each relationship and use it as a basis for regular client calling; keep account plans updated
• Manage a list of prospects as assigned centrally and ensure that adequate follow up is made leading to new client acquisition
• Ensure that all operational issues are addressed to the satisfaction of customers (including establishment of LCs/LGs, disbursement of financing)

Compliance

• Ensure that activities are in full compliance of group policies and processes including Sharia requirements, Central Bank regulations and other internal Legal and Compliance regulations at all times
• Ensure satisfactory internal and external audit ratings
• Attend recommended trainings

Skills & Competencies

• Knowledge of credit policy and procedure
• Strong analytical skills
• Customer service oriented
• Strong marketing skills