Relationship Manager

ADIB Group; Abu Dhabi; On-site; AED 120,000 - 200,000; Full time

Job summary

A leading financial institution is seeking a Manager to oversee an assigned portfolio that focuses on mid-size clients for account management and financial growth. The role requires strong analytical and marketing skills to achieve set financial targets while ensuring high levels of client satisfaction. The successful candidate will conduct client relations and deal closures adhering to compliance standards and will contribute to the overall business strategy in Abu Dhabi.

Qualifications

• Proven experience in portfolio management and client relationships.
• Knowledge of credit policies and procedures.
• Ability to meet financial targets and perform risk analysis.

Responsibilities

• Manage an assigned existing portfolio to achieve financial targets.
• Conduct client calls to address banking needs and enhance relationships.
• Ensure compliance with credit policies and Central Bank regulations.

Skills

Strong analytical skills

Customer service orientation

Strong marketing skills

Job description

Description

Role: XX

Location: XX

Role Purpose:
To manage an assigned existing portfolio and a list of Target Market potential prospects for acquisition towards achieving financial targets (including but not limited to revenue, new net revenue, volume, cross-sell ratio, ROE, and ROA) and overall customer satisfaction.

To be fully involved and primarily responsible for account strategy and business growth.

Key Accountabilities of the role

Relationship management

• Manage assigned portfolio with focus on mid-size relationships (10 for Large Corporates, 25 for Emerging Corporates, and 20 for Government).
• Achieve financial targets assigned in line with the portfolio handled (e.g., total revenues, revenue from treasury products, revenue from cash management, RORC, etc.).
• Ensure regular interaction with clients to address banking/financial needs and increase ADIB's share of wallet.
• Conduct joint client calls with product partners (CFIB, Treasury, GTS) as per the account plan to identify opportunities to deepen relationships.
• Work closely with the customer service unit to ensure clients' daily transaction needs are addressed.

Risk management & credit analysis

• Take responsibility for credit risk and day-to-day management of the portfolio.
• Conduct due diligence in preparing credit applications, including screening against TM & RAC, and prepare green light memos for CRT.
• Structure facilities in compliance with ADIB's credit policy, with adequate security/collateral, and profitability (ROA, RORC) in line with thresholds.
• Negotiate internally and with clients for deal closures.
• Ensure all required documentation (including insurance) is fulfilled as per credit policies and procedures.
• Ensure all deferred documentation is obtained on time.
• Monitor overall performance of companies and industries through the calling process.
• Execute annual renewals of facilities on time.
• Monitor and track the assigned portfolio to recognize problem credits early.

Build sector expertise

• Understand market and business trends.
• Develop sector expertise by understanding industry economics, key levers, and key products.
• Record and update all new deals in the pipeline report weekly.

Process implementation

• Conduct client calls at least quarterly.
• Document call memos in a standard format, capturing meeting content, opportunities, financial plans, etc.
• Develop and update account plans for each relationship.
• Follow up on prospects assigned centrally to acquire new clients.
• Address operational issues to customer satisfaction (e.g., LCs, LGs, disbursements).

Compliance

• Ensure activities comply with group policies, Sharia requirements, Central Bank regulations, and other internal regulations.
• Maintain satisfactory audit ratings.

Other

• Attend recommended training sessions.

Specialist Skills / Technical Knowledge Required

• Strong analytical skills.
• Knowledge of credit policy & procedure.
• Customer service orientation.
• Strong marketing skills.

Required Experience:

Manager