Senior Relationship Manager – Corporate Banking

Job Description

<br><br><strong>Role       : Senior Relationship Manager – Corporate Banking<br></strong> <strong>Location :</strong> Dubai<br><br> <strong>Role Purpose:<br><br></strong> 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<br><br>To be fully involved and primarily responsible for account strategy and business growth <br>     <br> <strong>Key Accountabilities of the role      <br><br></strong> <strong>Relationship management<br><br></strong> <ul><li>Manage assigned portfolio with a focus on relationships </li> <li>Achieve financial targets assigned in line with portfolio handled (e.g. total revenues, revenue from treasury products, revenue from cash management, RORC, etc.)</li> <li>Ensure regular interaction with clients to address any banking/financial needs and increase ADIB share of wallet</li> <li>Conduct joint client calls with product partners (CFIB, Treasury, GTS) as per the account plan to identify opportunities to deepen relationship</li> <li>Work closely with customer service unit to ensure that clients’ day to day transaction needs are addressed</li> </ul> <br><br><strong>Risk management &amp; credit analysis<br><br></strong> <ul><li>Assume responsibility for credit risk and day to day management of own portfolio</li> <li>Conduct due diligence in preparing credit applications including screening against TM &amp; RAC and prepare green light memos for CRT</li> <li>Structure facilities that comply with ADIB’s credit policy with adequate security/collateral, terms and conditions and profitability (ROA, RORC) in line with thresholds</li> <li>Negotiate internally and with clients for closure of deals</li> <li>Ensure fulfilment of all required documentation (incl. insurance) as per the banks credit policies and procedures</li> <li>Ensure all deferred documentation is obtained on time</li> <li>Continuously monitor overall performance of company and its industry through the calling process</li> <li>Execute annual renewals of facilities on time </li> <li>Monitor and track assigned portfolio on a dynamic basis to recognize problem credits early<br>  </li> </ul> <br><br><strong>Build sector expertise<br><br></strong> <ul><li>Understand market and business trends</li> <li>Develop sector expertise: understand economics of industry, key levers and key products to offer</li> <li>Ensure that all new deals in discussion are recorded and updated in deals in pipeline report on a weekly basis</li> </ul> <br><br><strong>Process implementation<br><br></strong> <ul><li>Conduct client calls at least quarterly</li> <li>Document call memos in standard format capturing the contents of the meeting, opportunities for business development, client’s financial plan, etc.</li> <li>Develop account plans for each relationship and use it as a basis for regular client calling; keep account plans updated</li> <li>Ensure that all new deals in discussion are recorded and updated in deals in pipeline report on a weekly basis</li> <li>Manage a list of prospects as assigned centrally and ensure that adequate follow up is made leading to new client acquisition</li> <li>Ensure that all operational issues are addressed to the satisfaction of customers (e.g. establishment of LCs/LGs, disbursement of financing, etc.)</li> </ul> <br><br><strong>Compliance<br><br></strong> <ul><li>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</li> <li>Ensure satisfactory internal and external audit ratings</li> </ul> <br><br><strong>Other<br><br></strong> <ul><li>Attend recommended trainings</li> </ul> <br><br><strong>Specialist Skills / Technical Knowledge Required for this role:<br><br></strong> <ul><li>Strong analytical skills</li> <li>Knowledge of credit policy &amp; procedure</li> <li>Customer Service Oriented</li> <li>Strong Marketing Skills<br>  </li></ul>