Relationship Manager - Business Banking

Mashreq; United Arab Emirates; On-site; AED 220,000 - 360,000; Full time

Job summary

Mashreq Bank in the United Arab Emirates seeks a Senior SE Relationship Manager to manage existing SE relationships and originate new ones across branch networks. You will drive revenue by cross-selling the full range of banking products while meeting borrowing and non-borrowing needs, and ensure compliant onboarding of new clients.

The role requires strong banking sales and service experience, excellent communication and negotiation skills, and the ability to upgrade customers to ME segments.

Qualifications

• Requires 4+ years of relevant banking experience.
• Strong knowledge of KYC/AML and credit processes.
• Excellent communication, negotiation, and client-facing skills.

Responsibilities

• Manage a portfolio of SE relationships and drive revenue through cross-selling a full suite of banking products.
• Source new SE clients and originate relationships from branch networks and walk-ins.
• Perform annual/periodic credit facility reviews and align facilities with policy to optimize earnings and manage risk.
• Ensure proper onboarding, documentation, and due diligence per bank policy (KYC/AML).
• Upgrade customers to ME segment by understanding needs and profiling opportunities.
• Provide superior customer service and timely updates to branch and regional SE management.

Skills

Relationship management

Banking sales

Communication skills

Negotiation skills

KYC/AML knowledge

Credit/Trade knowledge

Team player

Education

MBA/CA

Bachelor's degree

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.