Relationship Manager, Services & Manufacturing (Corporate Banking)

Mashreq; Dubai; On-site; AED 100,000 - 180,000; Full time

Job summary

Mashreq is seeking a seasoned professional in credit and customer relationship management to drive business growth in the UAE. You will be responsible for developing and maintaining relationships with multinational corporations, ensuring tailored financial solutions, meeting profitability targets, and contributing actively to business development efforts.

Qualifications

• Minimum 6-10 years of experience in credit and customer relationship management.
• University level education preferably in business, finance or related discipline.
• Sound understanding of all relevant Central Bank of UAE regulations.

Responsibilities

• Prospect and on-board new borrowing relationships.
• Provide financial advice and support to clients.
• Achieve business targets for new-to-bank and profitability.

Skills

Credit analytical skills

Networking

Leadership

Results orientation

Interpersonal skills

Education

University education in business or finance

Job description

Job Purpose:

To prospect, identify, and on-board new to bank borrowing relationships in-line with Mashreq Bank’s growth strategy. These shall have to fit in the Target Market and Risk Acceptance Criteria of the Services & Manufacturing Division. Provide specialist financial advice and support to the portfolio of clients to ensure that their individual needs are fulfilled and contribute to the achievement of the individual as well as the Team’s business targets.

Key Result Areas:

• Be an ambassador for Mashreq bank and develop the bank’s profile in the local / International business for Multinationals (MNCs). These MNCs to be based in the UAE and Mashreq’s International sites on the GRM & LRM Principle. Primary responsibility shall be originating and delivering Mashreq Bank products and services for these corporate banking customers.
• Identify key contacts at potential client companies to establish and foster a relationship.
• Keep abreast of market trends and manage a disciplined marketing process by identifying steps/strategies necessary to effectively initiate relationships with prospects.
• To build a proprietary understanding of each client’s financial needs/issue agenda, originating and assisting in the execution of innovative deal solutions along with product partners.
• Fully dimension the client’s wallet and identify/create opportunities for Mashreq to deliver customized solutions.
• Structure the client’s requirement ensuring optimum Risk Adjusted Return on Capital performance across business and credit cycles, while setting and meeting Mashreq’s revenue, cross-sell and capital management objectives.
• Owning the entire credit process from timely preparation of the credit proposal to obtaining the credit approvals and subsequent documentation and onboarding.
• Adhere to structures and processes in place for the management of credit, operational, reputation, financial crime and regulatory risk.
• Achieve business targets for new-to-bank, profitability, deposits growth, income growth and cross-selling.
• Ensure all relevant control measures are undertaken to minimize the risk exposure.
• Track and monitor deal flows, liaising such that vital business reports are prepared and available on a timely basis.
• Maintaining close contact with International sites, product and risk specialists within Mashreq Bank.
• Build a network of business introducers in the local professional and business community
• Profile existing corporate clients in order to identify investment preferences and thus introduce clients to appropriate new products and services.
• Hold meetings with portfolio clients at their premises on a regular basis to ensure that they are introduced to a wide variety of Mashreq products and services in order to maximize portfolio revenues and ensure that customers are satisfied with the service that they receive.
• Negotiate with customers to deliver the most favorable financial terms possible for the Bank but also maintain competitiveness within the market.
• Maintain ongoing dialogue with customers to ensure that they are aware of all Mashreq products/services relevant to their situation and credit analysis.
• Benchmark Mashreq product/service features and performance against those of local competitors so that Mashreq product/service development is aware of market trends and can design products/services that are competitive in the market.
• Ensure the validity and legality of all transaction and account documentation to secure and protect the Bank’s position against unacceptable levels of risk.

Knowledge, Skills and Experience:

• Minimum 6-10 years of experience in credit and customer relationship management in the banking sector.
• Mature and independent mindset, able to work effectively under pressure
• University level education preferably in business, finance or related discipline
• Sound credit analytical skills and profound knowledge in various corporate banking products
• Strong networking, leadership and management skills
• Strong commercial orientation with acute interpersonal skills
• Innovative – willing to develop a detailed understanding of client issues/needs and develop ideas/solutions in response
• Strong work ethic; high energy levels; results oriented – a self-starter prepared to take the initiative to identify and/or follow issues through, whilst exercising judgment as to when to seek assistance.
• Natural Team Player - Having an adaptable/flexible approach; willing to work in a co-operative manner to fulfill client and internal requirements
• Well-developed credit/financial/market analysis skills.
• Good understanding of economic conditions within UAE and globally.
• Detailed knowledge of credit proposal processes and procedures.
• Sound understanding of all relevant Central Bank of UAE/Gulf/Global regulations.
• Detailed knowledge of relevant Mashreq products/services.
• Sound knowledge of relevant Mashreq procedures and policy.
• In-depth awareness of competitor products/services.
• Sound knowledge of investor risk theory so that appropriate new product/service recommendations are made to clients.
• Effective report-writing skills.
• Proficiency in English with additional languages an advantage