Job Description
Role : Relationship Manager - Corporate Banking
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 build a liability book for LC/MM business in Dubai.
- To be fully involved and primarily responsible for account strategy and business growth
Key Accountabilities of the role
Relationship management:
- Manage assigned portfolio with a focus on building liabilities for LC/MM business in Dubai.
- 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 always.
- Ensure satisfactory internal and external audit ratings.
Other
- Attend recommended trainings.
Specialist Skills / Technical Knowledge Required for this role:
- Strong analytical and relationship skills
- Strong KYC understanding and management skills.
- Knowledge of credit policy & procedure
- Customer Service Oriented
- Strong Marketing Skills
Job Details
- Job Location
- United Arab Emirates
- Company Industry
- Other Business Support Services
- Company Type
- Unspecified
- Employment Type
- Unspecified
- Monthly Salary Range
- Unspecified
- Number of Vacancies
- Unspecified