Relationship Manager, Trade and Working Capital Full-time

To manage existing and solicit acceptable new Trade & Working Capital (TWC) relationships for the Business Banking Division, in order to meet pre-set financial / non-financial objectives.

Actively source new-to-bank customers and generate new business leads from walk-in customers. Manage all customers focusing on relationship Management & up-selling/ deep-selling/ cross selling other bank products. Seamlessly takeover new relationships originated or referred by various channels within the bank.

Responsible for quality & soundness of portfolio under management & ensuring compliance with banks’ approved policies

Key result Areas

• Improve share of wallet & target to be primary bank for each of the relationships in the portfolio under management
• Enhance relationship revenue from existing portfolio of borrowing & non-borrowing accounts by cross-selling complete range of products offered by the bank.
• Screen the market for NTB opportunities & develop the portfolio by soliciting new relationships within the defined segment and acceptable risk parameters for achieving the assigned financial and non-financial objectives
• Assume complete ownership of the managed portfolio. Provide superior customer service and regularly meet all customers. Maintain close working relationships with clients to ensure in –depth understanding of business so as to reduce risks, promote cross sell & maximize earnings.
• Conduct annual/periodic credit facility reviews in the existing portfolio in a timely manner and recommend appropriate credit facilities in line with the banks credit policy to maximize earnings while containing risks to an acceptable level and identifying candidates for downgrades/ upgrades.
• Hands on relationship management to ensure effective and timely delivery of the bank’s services/products to clients.
• Follow-up and closely monitor assigned relationships to ensure satisfactory account conduct and early rectification of credit related issues, if any.
• Implement and maintain complete control aspects i.e. documentation, periodical client visits / call reports, stock inspections and formal credit checks / informal market feedback to monitor the effectively & maintain acceptable portfolio quality.
• Liaise between internal and external advisors to ensure precision of agreements.
• Develop on the job learning curve of ARMs to enable them to grow professionally and prepare them for higher levels of responsibility.
• Liaise with superiors and direct reports if any within the business units, Risk Management and related enabler units within the bank to achieve business objectives.
• Adhere to all the compliance & regulatory policies with regards to KYC/ AML etc. as set out by the bank from time to time.

Knowledge, Skills and Experience

• Banking sales & service experience with proven experience in relationship management.
• In depth awareness of various financial products and services being offered and be abreast with rapid digitization and various technological advancement in the area of operations
• Display positive attitude & possess strong work ethic. Strong interpersonal, negotiation & analytical skills with ability to perform as a team player
• MBA/CA or equivalent is preferred with minimum relevant experience of at least 5 years in local market.

Key Result Areas

• Provide accurate and timely administrative support to relationship managers to ensure that they have all information required to progress commercial opportunities.
• Respond to routine customer enquiries to help maintain positive relationships with clients.
• Perform basic/preliminary financial spreading/analysis as requested by relationship managers
• Assist Relationship Managers in the preparation of MIS reports to ensure that all relationship managers have the information they require to allow them to capitalize upon commercial opportunities.
• Ensure all customer databases and records are maintained in an accurate manner which facilitates ease of data retrieval so that the reliability of all data can be relied upon.
• Follow all department /bank wide procedures and transactions to ensure procedural compliance and to safeguard against financial loss to the Bank.
• Liaise with other business areas to ensure the timely processing of all transactions to provide the highest levels of service to customers.
• Prepare customer profile, legal documentation/ transaction documentation to allow timely execution of transactions in response to customer requests.

Knowledge, Skills and Experience

• Bachelor’s degree in a business or commercially-related discipline
• Minimum 2-4 years of experience in a banking environment (e.g. at Level 1 of the CAPM/Branch Management family).
• Awareness of Mashreq’s products and services
• Good data entry skills and a basic knowledge of relevant systems.
• Broad awareness of competitor products/services.
• Report writing skills.
• Written and spoken fluency in Arabic and English languages.
• Proficient IT skills

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