Relationship Manager

Role       : Senior Relationship Manager - Wholesale Banking Group
Location : Dubai                             

Role Purpose:

• To manage an assigned existing portfolio and a list of Target Market potential prospects for acquisition towards achieving financial targets (including but no limit to revenue, new net revenue, volume, cross-sell ratio, ROE, and ROA) and overall customer satisfaction

• To be fully involved and primarily responsible for account strategy and business growth

• To manage and grow the liability business for WBG in Dubai and NE
      
  Key Accountabilities of the role      

  Relationship management

• Manage assigned portfolio with a focus on relationships 

• Achieve financial targets assigned in line with portfolio handled (e.g. total revenues, revenue from treasury products, revenue from cash management, RORC, etc.)

• Ensure regular interaction with clients to address any banking/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 & 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 (incl. insurance) as per the banks 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

Build 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, etc.

• Develop account plans for each relationship and use it as a basis for regular client calling; keep account plans updated

• Ensure that all new deals in discussion are recorded and updated in deals in pipeline report on a weekly basis

• 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 (e.g. establishment of LCs/LGs, disbursement of financing, etc.)

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

Other

• Attend recommended trainings

Specialist Skills / Technical Knowledge Required for this role:

• Knowledge of credit policy & procedure
• Strong analytical skills
• Customer Service Oriented
• Strong Marketing Skills