Relationship Manager- Community Banking

Role: Relationship Manager - Community Banking

Location: Abu Dhabi

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/net income, volumes and cross-sell ratio) and overall customer satisfaction.
• To be fully involved and primarily responsible for account strategy and business growth.

Key Accountabilities of the role:

Relationship Management:

• Originate and introduce new-to-bank clients with value addition to the portfolio in terms of liability balances and possible assets booking.
• Manage the assigned relationships within the region aiming for portfolio growth.
• Achieve financial targets assigned in line with the handled portfolio (e.g. total revenues, revenue from deposits and revenue for cash management & transaction banking) as well as targeted deposits volumes (CASA/Wakala Deposits).
• Ensure regular interaction with clients to address any banking/financial needs and increase ADIB wallet share.
• Conduct joint client calls with product partners (Treasury / GTB) as per the account plan to identify opportunities and deepen relationship.
• Negotiate for closure of deals within reasonable period or escalate to seniors for proper actions.
• Work closely with customer service unit to ensure that client’s day to day transaction needs are addressed.

Process Implementation:

• Develop account plans for each relationship and use it as a basis for regular client calling, conduct calls on each client at least quarterly.
• Document call memos in standard format capturing the contents of the meeting, opportunities for business development, client’s financial plan, etc.
• Ensure that all potential deals are recorded and updated in deals in pipeline report on a weekly basis.
• Consistently implement ADIB’s prospecting process, ensure that adequate follow up is made with prospects leading to new client acquisition.
• Ensure that all operational issues/troubleshooting are addressed to the satisfaction of customers.

Build Sector Expertise (i.e. Nonprofit organizations):

• Understand market and business trends and have a comprehensive understanding of nonprofit business models.
• Develop sector expertise, understand economics of industry & key levers.
• Help develop sector strategy, define target customers/customer types, key products to offer, key initiatives.
• Attend recommended trainings as well as seminars in cash management and fund raising.

Compliance:

• Ensure that activities are in full compliance of group policies and procedures including sharia requirements, central bank regulations, and other internal legal and compliance regulation at all times.
• Ensure the KYC/ODD of assigned portfolio is updated timely and manage the high-risk factors of the industry.
• Ensure satisfactory internal and external audit ratings.

Behavioral Competencies:

• Customer orientation.
• Communication.
• Quality orientation.
• Teamwork.
• Adaptability.
• Technical knowledge.
• Information Gathering.
• Problem Solving.
• Decision Making.
• Initiative & Change.

Specialist Skills / Technical Knowledge Required for this role:

• Strong understanding of cash management products and banking operations.
• Very good knowledge of local UAE market, especially Abu Dhabi, Al Ain & Western Region.
• Strong technical and analytical skills.
• Customer service oriented.
• Strong marketing skills.

Required experience:

• 6-10 years' experience in handling SMEs and/or government & corporate banking clients.
• UAE based experience is a must.