Relationship Manager- BB

Mashreq; Dubai; On-site; AED 300,000 - 420,000; Full time

Job summary

Mashreq in Dubai seeks an experienced Senior Relationship Manager to manage Small Enterprise portfolios and originate new SE relationships across branch networks. You will meet borrowing and non-borrowing needs, source new-to-bank clients, and drive revenue through up-selling and cross-selling a full range of banking products.

Key responsibilities include owning end-to-end relationship management, conducting periodic credit facility reviews, ensuring KYC/AML compliance, and upgrading customers

Qualifications

• Banking sales and service experience with proven relationship management.
• Advanced vocational knowledge of credit, trade, operating systems, and legal matters.
• Excellent communication and negotiation skills.
• Minimum 4 years of banking experience in local or international markets; MBA/CA preferred.

Responsibilities

• Improve share of wallet and make Mashreq the primary bank for portfolio customers.
• Own customer relationship management for assigned accounts and provide superior service.
• Conduct annual/periodic credit facility reviews and recommend facilities in line with policy to maximize earnings while controlling risk.
• Follow up on accounts to ensure satisfactory conduct and rectify issues.
• Maintain complete control: documentation, visits, reports, stock inspections, and due diligence.
• Upgrade SE customers to ME segment with need-based solutions.

Skills

Banking relationship management

Sales & cross-selling

Negotiation skills

Communication skills

4+ years banking experience

Education

MBA/CA or equivalent

Job description

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 customers 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 clients 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: