Relationship Manager- Financial Institutions

Mashreq; Dubai; On-site; AED 350,000 - 550,000; Full time

Job summary

Mashreq is seeking a senior Regional FI Strategy Lead to formulate and execute organizational strategy for the Eastern and Southern African markets. The role requires deep relationships with end-to-end Financial Institutions, and leadership to drive cross-sell across Trade, Cash Management and TCM products.

You will work with Mashreq country teams to identify FI opportunities, engage with traders and exporters, and ensure alignment with risk and regulatory requirements while delivering strong

Qualifications

• Extensive client relationships across FI segments.
• Strong FI credit and legal knowledge.
• Deep knowledge of local markets and regulatory environment.
• Proven leadership and communications skills.
• Minimum 7 years regional FI banking experience.
• Postgraduate qualification preferred.

Responsibilities

• Develop and implement strategies to maximise value for Mashreq Bank while managing risk appetite.
• Build and maintain relationships with regional financial institutions and decision-makers.
• Anticipate client needs and provide solutions with product partners.
• Collaborate with country teams to identify FI opportunities and cross-sell.
• Provide direction to product partners to focus on economically viable opportunities.
• Leverage connections with traders, importers and exporters to capture trade corridors.
• Monitor market dynamics and regulatory changes impacting portfolio performance.
• Drive cross-sell and long-term relationship development across the Africa and Levant FI team.
• Prepare management presentations and reports related to strategy and client planning.
• Produce high-quality client memos and briefing notes for C-Suite review.

Skills

Client relationships

Team leadership

FI credit & legal

FI products knowledge

Regulatory environment

Leadership strengths

Analytical skills

Team player/coach

7+ years FI banking

Postgraduate qualification

Education

Postgraduate qualification

Job description

Job Description

Job Purpose

To Formulate and execute the organizational strategy to build the FI business for Eastern and Southern African Markets

Key Result Areas

• Develop, lead and implement business and client strategies which maximise value for MB, while managing the Bank’s risk appetite and capabilities
• Develop and maintain strong relationships with decision-makers with regional FIs
• Anticipate clients’ needs and provide solutions for their needs working with relevant product partners
• Work closely with MB country teams to identify untapped FI opportunities
• Provide focus and direction to product partners to ensure MB focusses on clients and business that make sense economically and for the franchise
• Must be well connected with end Importers, Exporters, Traders to capture trade corridors between Eastern and Southern African Markets and Mashreq Booking Locations.
• Must be well versed with Market Dynamics of the assigned markets to leverage on opportunities within Trade, Cash Management, Treasury and Capital Markets and Sovereigns.
• Drive business ethos of FI, emphasizing cross-sell, long term relationship development and appropriate returns
• Keep up-to-date with market, regulatory, competitive dynamics and industry conditions that impact portfolio performance
• Achieve agreed financial and non-financial objectives
• Achieve targeted Asset growth supported by cross-sell
• Be a subject matter expert in the areas of Trade, Cash Management and TCM
• Portfolio Quality: Implement credit controls, and periodic reviews in line with the bank’s credit policy and local regulatory directives in order to maintain a satisfactory portfolio quality
• Risk Compliance & Relationships: Ensure adherence to the internal and external audit and compliance requirements
• Achieve a satisfactory rating in audit and ensure strict compliance to the Bank’s policies
• Provide effective leadership and guidance to other members of the unit and other groups including the Credit Analysis team
• Cooperate with senior colleagues in CIBG and IBG to ensure management and stakeholders buy-in to and support the FI strategy and vice versa
• Maintain an effective operating environment by leading broader aspects of business including both line and support functions
• Lead the way on culture and values to set the appropriate tone across the Africa and Levant FI team
• Support Regional Head in preparing management presentations and reports related to strategy and client planning
• Independently prepare high quality, effective, transactional write-up, client memos and briefing notes suitable for C-Suite review

Knowledge, Skills and Experience

• Extensive client relationships across the in-scope client sub-segments
• Team leadership experience
• Strong FI credit and legal knowledge, marketing skills and portfolio management experience
• Thorough awareness of FI commercial banking products
• Deep knowledge of the local markets and the regulatory environment
• Proven leadership strengths including communications skills
• Strong analytical skills
• Team player and coach
• Minimum regional FI banking experience of 7 years
• Strong preference for a Postgraduate qualification.
• Must be well connected with Traders, importers and Exporters to capitalize on Trade Corridors between Eastern and Southern African Markets and Mashreq Booking Locations.