Relationship Manager Corporate Banking

Job Purpose

Relationship Management

• Identify and establish new relationships, consistent with the Bank’s strategic and commercial objectives.
• Hold regular meetings with portfolio clients to introduce the Bank's products and services in order to maximise portfolio revenues and ensure that customers are satisfied with services received.
• Independently manage account performance of assigned portfolio transactionally and from a credit risk perspective.
• Maintain ongoing dialogue with customers to ensure that they are aware of all the Bank's products/services relevant to their situation and credit analysis.
• Act as main point of contact for all portfolios of customers in order to ensure appropriate servicing and effective resolution of issues.
• Participate in regular, structured client meetings and ensure all clients are personally met and a call report is maintained for all client visits.

Sales Management

• Work diligently to meet financial targets, prepare an Account Plan for each account, set account targets and detail a clear strategy for the account to maximise account’s revenues.

Business Development

• Lead the profitability and balance sheet of the nominated portfolio of the clients to meet and exceed business targets as well as to meet individual budget targets and objectives and grow bank market share for the assigned target sector.
• Identify the prospects within the relevant area, from referrals and use market knowledge to acquire new clients.
• Actively undertake and maximise client relationship profitability through cross selling of products and marketing of new products and services to the client portfolio.
• Maintain high compliance standards for Contracting Banking clients in terms of AML and KYC requirements in order to ensure regulatory requirements are met and satisfactory client relationships are established.

Customer Service

• Manage remedial situations and takes all steps to protect the bank’s interests by internal consultation, negotiations with the client and moving quickly to implement decisions taken.
• Conduct customer satisfaction surveys and compiling survey results with a view to assess the level of customer satisfaction and to facilitate identification of areas for improvement.
• Receive and deal with customer complaints and ensure that customer service objectives are met.

Customer Analysis

• Gather information on existing customers; analyse their credit worthiness, credit data compilation and financial information interpretation in order to ensure a continuous workflow with all required information available.
• Profile existing clients in order to identify overall banking needs and thus introduce clients to the appropriate new products and services.
• Monitor, review and manage lending portfolio performance, risk, and support collection activities.

Credit Facilities and Approval

• Develop client credit proposals related to clients in the Contracting sector and ensure that client requirements and quality standards are met before sending them to the Credit function for review.
• Seek efficient utilization of credit facilities available to Contracting Banking clients by preparing new credit reviews, annual credit reviews, interim credit reviews and other credit proposals requesting approval of facilities for the client.
• Collaborate with the Credit function concerning credit approval applications and credit enhancement action plans.
• Analyse Contracting Banking client risk profile in order to secure the required credit approvals as per the delegation of authority.
• Maintain accurate and upto date documentation, credit approvals, credit files, financial information etc.
• MIS and Reports
• Assist in the preparation of timely and accurate functional statements and reports to meet function requirements, policies and standards.
• Perform basic/preliminary financial spreading and analysis as requested by Senior RMs.

Policies, Systems, Processes & Procedures

• Perform all relevant Business Banking policies, processes, standard operating procedures and instructions so that work is carried out in a controlled and consistent manner while delivering a quality, cost-effective service.

Minimum Qualifications

• University Graduate in Finance or Business Administration
• Multi-lingual (English/Arabic)

Minimum Experience

• 5-8 years’ banking experience in a similar role

Job-Specific Skills

• Good knowledge of Wholesale banking products, services and operations specifically in Contracting segment.
• Knowledge of Islamic banking industry.
• Good understanding of international and local laws /regulations & documentation.
• Good communication and presentation skills
• Good credit knowledge
• Strong analytical skills
• Time Management skills
• Ability to drive and achieve desired results within the defined time duration.
• Ability to interact with internal and external stakeholders in a multi-cultural environment.
• Planning and organising skills.