Relationship Manager- Real Estate Unit

Mashreq; United Arab Emirates; On-site; AED 250,000 - 450,000; Full time

Job summary

Mashreq in Dubai seeks a Relationship Manager to grow our real estate client base. You will structure financing needs, assess credit risks, and coordinate with clients and product teams to optimize credit utilization. You will ensure compliance with bank policies and UAE regulations.

You will build and maintain relationships with clients at decision-making levels, manage pipeline for new-to-bank transactions, and collaborate with Legal, Treasury, and Risk teams to meet objectives.

Qualifications

• In-depth understanding of the real estate market and financing product suite.
• Experience managing RE clients, primarily in Dubai.
• Understand risks associated with RE lending across development stages.
• Ability to independently structure financing requirements per lending policies.
• Knowledge of related legal infrastructure including escrow laws is a plus.

Responsibilities

• Review portfolio and recommend credit facilities per policy to optimize earnings and manage risk.
• Develop and execute Relationship Strategy and Account Plans for clients.
• Build strong relationships with decision-makers to position the bank as preferred lender.
• Manage accounts to deliver bank services/products and ensure client satisfaction.
• Maintain an active pipeline focusing on new-to-bank transactions in UAE markets.
• Collaborate with Legal, Treasury, Operations, and Risk to maximize opportunities and compliance.

Skills

RE market knowledge

Financing products

RE client management

RE lending risk

Financing structuring

Escrow laws

Job description

Job Purpose

The Relationship Manager will play a crucial role in maintaining and expanding our real estate client base in Dubai. With an in-depth knowledge of the market and financing products, you will structure financing requirements and assess credit risks. Your primary focus will be on deal origination, coordinating with clients and product teams, and optimizing credit limit utilization. Additionally, you will be responsible for credit risk assessment, preparing credit proposals, and ensuring compliance with bank policies and regulations.

Key Result Areas

• Review existing portfolio in a timely manner, recommend appropriate credit facilities in line with the bank’s credit policy to maximize earnings while containing risk to an acceptable level, and achieve a satisfactory rating on portfolio quality and credit management processes.
• Formulate ‘Relationship Strategy’ & ‘Account Plan’ for each client and ensure establishment of appropriate penetration/cross-sell strategies to attain objectives per KPI.
• Develop strong working relations with all existing clients at the decision-making level, to position MB as their preferred bank.
• Hands-on account management to ensure effective and timely delivery of the banks’ services/products to clients through proactive interaction across the bank, to attain desired level of customer satisfaction.
• Maintain an active pipeline; focusing on ‘new to bank’ transactions / business. The incumbent functions within identified market segments and geographical boundaries, and is required to adhere to the policies and guidelines set out in the Central Bank regulations/ MB’s internal credit, operational and risk management policies and manuals and operate within UAE legal system/Overseas legal (if applicable).
• Externally, the incumbent is required to liaise with the business and banking community and coordinate with Legal Counsels on work related to legal issues.
• Internally, the job holder has working relationships with the Treasury, Operations, Support Divisions, Retail Banking, and the Risk Management Division, to achieve / maximize business opportunities, contain risks, and ensure that the financial /non-financial objectives are met.

Knowledge, Skills & Experience

• Candidate must have an in-depth understanding of the real estate (RE) market and financing product suite.
• Experience in managing RE clients, primarily in Dubai is a must.
• The individual must understand the risks associated with RE lending especially during various stages of RE Development.
• Ability to independently structure financing requirements whilst keeping in mind organizational lending policies is important.
• Knowledge of related legal infrastructure including the Escrow laws is a plus