About the Role
As a Senior Relationship Manager, you will take charge of managing an assigned existing portfolio while also focusing on acquiring potential prospects in the Target Market. Your main objective will be to achieve financial targets related to revenue, new net revenue, volume, cross-sell ratio, return on equity (ROE), and return on assets (ROA) while ensuring overall customer satisfaction. You will be responsible for crafting account strategies and driving business growth, specifically focusing on growing the liability business in Dubai and the Northern Emirates.
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Key Responsibilities
Relationship Management
- Manage an assigned portfolio with a strong emphasis on nurturing relationships.
- Achieve financial targets aligned with the managed portfolio, including total revenues, revenue from treasury products, and revenue from cash management.
- Conduct regular client interactions to address banking or financial needs, aiming to increase the entity's share of the client's wallet.
- Collaborate with product partners (CFIB, Treasury, GTS) for joint client calls based on the account plan to unlock opportunities for deeper relationships.
- Partner with the customer service unit to ensure clients' day-to-day transaction needs are satisfactorily met.
Risk Management & Credit Analysis
- Manage credit risk and daily oversight of your portfolio.
- Conduct thorough due diligence for credit applications, ensuring compliance with target market and risk appetite criteria, and prepare green light memos for Credit Risk Team (CRT).
- Structure facilities adhering to credit policies with the proper security/collateral, terms, conditions, and profitability metrics (ROA, RORC) within established thresholds.
- Facilitate negotiations internally and with clients to ensure deal closures.
- Ensure completion of all required documentation, including insurance, according to the bank's credit policies and procedures.
- Monitor performance dynamics within your portfolio, recognizing problem credits early and ensuring timely annual facility renewals.
Build Sector Expertise
- Generate insightful understanding of market and business trends.
- Develop expertise in specific sectors by understanding the economic factors, key levers, and essential products to offer.
- Maintain accurate records of all new deals under discussion in the weekly deals pipeline report.
Process Implementation
- Conduct at least quarterly client calls.
- Document call outcomes in standard formats, capturing meeting content, potential business development opportunities, and clients' financial plans.
- Create and update account plans for each client relationship, using these for regular engagement.
- Proactively manage an assigned list of prospects to ensure diligent follow-up leading to new client acquisition.
- Address all operational issues efficiently to meet customer satisfaction, including the establishment of Letters of Credit (LCs) or Guarantees (LGs) and the disbursement of financing.
Compliance
- Ensure activities comply with group policies, Sharia requirements, Central Bank regulations, and internal Legal and Compliance standards.
- Maintain satisfactory internal and external audit ratings.
Additional Responsibilities
- Attend training sessions as recommended.
Specialist Skills / Technical Knowledge Required
- Strong analytical skills.
- In-depth knowledge of credit policy & procedures.
- Customer service-oriented approach.
- Strong marketing skills.
