Account Manager Business Banking - Business Banking

Mashreq; Dubai; On-site; AED 180,000 - 300,000; Full time

Job summary

Mashreq in Dubai seeks an experienced SE Relationship Manager to manage a portfolio of Small Enterprise clients and originate new relationships across branch networks. You will drive cross-selling, up-sell, and deep-selling of banking products while ensuring robust KYC/AML compliance and risk controls.

Candidate should have 4+ years in banking, strong credit, negotiation, and relationship-management skills, with MBA/CA or equivalent experience.

Qualifications

• 4+ years of banking experience.
• MBA/CA or equivalent.
• Strong communication and negotiation skills.
• Experience with KYC/AML compliance.

Responsibilities

• Manage a portfolio of Small Enterprise relationships and originate new SE relationships across branch locations.
• Drive cross-selling, up-selling and deep-selling of the full range of bank products.
• Ensure KYC/AML compliance and sound risk controls for all accounts.
• Monitor relationship performance and upgrade opportunities to ME category where appropriate.
• Collaborate with branch teams, risk and other units to meet business objectives.

Skills

Banking Sales

Relationship Mgmt

Negotiation

Communication

Education

MBA/CA or equivalent

Job description

Job Description:

Manage a set of existing Small Enterprise (SE) relationships and originating new SE relationships in business communities around branch locations. To achieve assigned financial and non-financial objectives by meeting all borrowing & non borrowing needs of customers with target segments (Viz. borrowers, transactors, depositors).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 by DS & relationships downgraded by ME team using defined customer on-boarding procedure. Constantly identify opportunities to upgrade customers to ME category by identifying customer's needs & profiling. Responsible for quality & soundness of assigned SE portfolio (KYC reviews, monitoring for due diligence, anti money laundering procedures etc).

Key result Areas

• Improve share of wallet & target to be primary bank for each of the relationships in the assigned portfolio. Enhance relationship revenue from existing portfolio of borrowing & non-borrowing accounts by cross-selling complete range of banking products.
• Assume complete ownership of customer relationship management for the assigned portfolio of accounts. Provide superior customer service.
• 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.
• Follow-up and monitor assigned relationships to ensure satisfactory account conduct and early rectification of various credit related issues.
• 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 assigned portfolio effectively.
• Maintain acceptable portfolio quality.
• Screen the market for NTB opportunities.
• Liaise between internal and external advisors to ensure precision of agreements.
• Develop on the job learning curve of SSO to enable them to grow professionally and prepare them for higher levels of responsibility.
• Liaise with superiors and direct reports within the business units, Risk Management and related enabler units within the bank to achieve business objectives.
• Achieve assigned financial and non financial targets.
• Adhere to all the compliance & regulatory policies with regards to KYC/ AML etc as set out by the bank from time to time.
• Update branch manager and regional SE manager on regular / weekly for better controls on sales and relationship management.
• Regularly upgrade existing SE customers to ME segment by offering need based solution as per client's profile & requirements.

Knowledge, skills and experience

• Banking Sales & service experience with proven relationship management qualities.
• Requires advanced vocational knowhow of the subject matter (viz. Credit, Trade, Operating system, Legal, etc)
• Excellent communication and negotiation skills.
• At least 4 years + relevant banking experience in local or international market
• MBA/CA or if a regular graduate needs to possess adequate relevant experience.
• Positive attitude, strong work ethic and a good team player.

Requirements: