Relationship Manager- Real Estate Unit

Mashreq; United Arab Emirates; On-site; AED 180,000 - 240,000; Full time

Job summary

Mashreq Bank is seeking an experienced Relationship Manager to grow our real estate financing portfolio in Dubai. You will assess credit risk, structure financing requirements, and coordinate with clients and product teams to deliver tailored lending solutions in accordance with policy.

In this role, you will build strong relationships with decision-makers, manage an active pipeline of new to bank transactions, and ensure compliance with UAE regulations while maximizing profitability and client

Qualifications

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

Responsibilities

• Review existing portfolio and recommend credit facilities per policy to maximize earnings while containing risk.
• Formulate ‘Relationship Strategy’ & ‘Account Plan’ for each client with penetration/cross-sell objectives.
• Develop strong working relations with existing clients at decision-making level to position Mashreq as their preferred bank.
• Hands-on account management to ensure timely delivery of services/products through proactive interaction across the bank.
• Maintain an active pipeline focusing on new-to-bank transactions within UAE regulations and internal policies.
• Liaise with Legal Counsels and internal divisions to ensure compliance and risk management.

Skills

Real estate financing

RE lending risk understanding

Client relationship management

Structuring financing requirements

Escrow laws knowledge

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