About the Role
The Relationship Manager will play a crucial role in maintaining and expanding the real estate client base in Dubai. With an in-depth knowledge of the market and financing products, you will structure financing requirements and assess credit risks. Your primary focus will be on deal origination, coordinating with clients and product teams, and optimizing credit limit utilization. Additionally, you will be responsible for credit risk assessment, preparing credit proposals, and ensuring compliance with bank policies and regulations.
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Key Result Areas
- Review existing portfolio in a timely manner, recommending appropriate credit facilities in line with the bank’s credit policy to maximize earnings while containing risk to an acceptable level, achieving a satisfactory rating on portfolio quality and credit management processes.
- Formulate ‘Relationship Strategy’ & ‘Account Plan’ for each client and ensure establishment of appropriate penetration/cross-sell strategies to attain objectives per KPI.
- Develop strong working relations with all existing clients at the decision-making level, positioning the bank as their preferred banking partner.
- Hands-on account management to ensure effective and timely delivery of the bank’s services/products to clients through proactive interaction across the bank, attaining the desired level of customer satisfaction.
- Maintain an active pipeline, focusing on ‘new to bank’ transactions/business, adhering to identified market segments and geographical boundaries, and complying with policies and guidelines set out in Central Bank regulations and internal credit, operational, and risk management policies.
- Externally liaise with the business and banking community and coordinate with Legal Counsels on work related to legal issues.
- Internally maintain working relationships with the Treasury, Operations, Support Divisions, Retail Banking, and the Risk Management Division to maximize business opportunities, contain risks, and ensure financial/non-financial objectives are met.
Knowledge, Skills & Experience
- In-depth understanding of the real estate market and financing product suite.
- Experience in managing real estate clients, primarily in Dubai is a must.
- An understanding of the risks associated with real estate lending, especially during various stages of real estate development.
- Ability to independently structure financing requirements, keeping in mind organizational lending policies.
- Knowledge of related legal infrastructure, including the Escrow laws, is a plus.
Responsibilities
- Maintain and develop complex, multi-product group relationships with real estate clients.
- 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.
- 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.
- Review the existing portfolio and recommend appropriate credit facilities to maximize earnings and manage risk.
- Formulate relationship strategies and account plans for each client, ensuring effective penetration and cross-selling strategies.
- Develop strong working relationships with existing clients at the decision-making level to position the bank as their preferred banking partner.
- Manage accounts proactively to ensure timely and effective delivery of the bank's services and products.
Qualifications
- In-depth understanding of the real estate market and financing product suite, with experience in managing real estate clients in Dubai.
- Ability to independently structure financing requirements and assess risks associated with real estate lending.
- Knowledge of the legal infrastructure, including escrow laws, is an advantage.
- 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/global financial markets.
- Ability to work independently and as part of a team, coordinating with various internal divisions.
- Minimum [insert years] of experience in a similar role within the banking industry.
