Sr\\. Relationship Manager, Trade & Working Capital - TWC Partially Secured.

Mashreqbank PSC; United Arab Emirates; On-site; AED 300,000 - 600,000; Full time

Job summary

Mashreqbank PSC in the United Arab Emirates seeks an experienced Relationship Manager for the Business Banking Division to manage existing TWC relationships and source new-to-bank clients. You will lead end-to-end relationship management, cross-sell a full range of bank products, conduct credit facility reviews, and ensure compliance with KYC/AML policies while delivering superior service.

The role requires strong negotiation skills, five plus years in local markets, and a proven track record in

Qualifications

• Banking sales & service experience with proven relationship management.
• In depth awareness of financial products and services and digitization in operations.
• Strong interpersonal, negotiation & analytical skills; ability to work in a team.

Responsibilities

• Manage active pitch pipeline for TWC, MOD and SBL clients.
• Originate new-to-bank or new-to-product TWC, MOD and SBL clients.
• Analyze client business plans and financial statements and recommend credit proposals.
• Take ownership of credit evaluation, approval, documentation and disbursement.
• Provide after-sale support and manage assigned assets, revenue and liabilities targets.
• Adhere to KYC/AML and other bank compliance policies.

Skills

Relationship management

Banking sales

Cross-selling

Negotiation

Analytical skills

Team player

Education

MBA/CA or equivalent

Job description

Job Purpose

• To manage existing and solicit acceptable new Trade & Working Capital (TWC) relationships for the Business Banking Division, in order to meet pre-set financial / non-financial objectives.
• Actively source new-to-bank customers and generate new business leads from walk-in customers. Manage all customers focusing on relationship Management & up-selling/ deep-selling/ cross selling other bank products. Seamlessly takeover new relationships originated or referred by various channels within the bank.
• Responsible for quality & soundness of portfolio under management & ensuring compliance with banks’ approved policies

Key result Areas

• Improve share of wallet & target to be primary bank for each of the relationships in the portfolio under management
• Enhance relationship revenue from existing portfolio of borrowing & non-borrowing accounts by cross-selling complete range of products offered by the bank.
• Screen the market for NTB opportunities & develop the portfolio by soliciting new relationships within the defined segment and acceptable risk parameters for achieving the assigned financial and non-financial objectives
• Assume complete ownership of the managed portfolio. Provide superior customer service and regularly meet all customers. Maintain close working relationships with clients to ensure in –depth understanding of business so as to reduce risks, promote cross sell & maximize earnings.
• Conduct annual/periodic credit facility reviews in the existing portfolio in a timely manner and recommend appropriate credit facilities in line with the banks credit policy to maximize earnings while containing risks to an acceptable level and identifying candidates for downgrades/ upgrades.
• Hands on relationship management to ensure effective and timely delivery of the bank’s services/products to clients.
• Follow-up and closely monitor assigned relationships to ensure satisfactory account conduct and early rectification of credit related issues, if any.
• Implement and maintain complete control aspects i.e. documentation, periodical client visits / call reports, stock inspections and formal credit checks / informal market feedback to monitor the effectively & maintain acceptable portfolio quality.
• Liaise between internal and external advisors to ensure precision of agreements.
• Develop on the job learning curve of ARMs to enable them to grow professionally and prepare them for higher levels of responsibility.
• Liaise with superiors and direct reports if any within the business units, Risk Management and related enabler units within the bank to achieve business objectives.
• Adhere to all the compliance & regulatory policies with regards to KYC/ AML etc. as set out by the bank from time to time.

Knowledge, Skills and Experience

• Banking sales & service experience with proven experience in relationship management.
• In depth awareness of various financial products and services being offered and be abreast with rapid digitization and various technological advancement in the area of operations
• Display positive attitude & possess strong work ethic. Strong interpersonal, negotiation & analytical skills with ability to perform as a team player

MBA/CA or equivalent is preferred with minimum relevant experience of at least 5 years in local market.

Responsibilities:

• Manage an active pitch pipeline for TWC, MOD and SBL clients.

• Originate new to bank or new to product acceptable TWC, MOD and SBL clients.

• Obtain client's business plan, audited financial statements and other required information, analyze those reports and recommend credit proposals of potential customers to the approving authority to meet financial objective.

• Working independently for closure of the deal and being responsible for:

• 1. Credit Evaluation

• 2. Credit Approval

• 3. Documentation

• 4. Disbursement of Limits

• 5. Provide after sale support to relationship

• Responsible for the assigned assets, revenue and liabilities targets.

• Manage a set of existing business banking relationships and cross sell to grow share of wallet

• To achieve assigned financial & non-financial objectives by meeting all borrowing and non-borrowing needs of customers within target segments (Viz. borrowers, transactors, depositors).

• Responsible for quality and soundness of existing TWC/MOD/SBL portfolio (Monitoring all assets products maturities, KVC reviews, monitoring for due diligence, anti-money laundering procedures etc.) identify and segments target market and develop new business to broad base the portfolio and pursue growth opportunities.

• Review and recommend necessary policy change, as necessary, to suit evolving business conditions based on Market changes

• Assume complete ownership of customer relationship management for the assigned portfolio of accounts. Provide superior customer service.

• Conduct annual /periodic credit facility reviews in the existing portfolio in timely manner and recommend appropriate credit facilities in line with the bank's credit policy to maximize earnings while containing risks to an acceptable level and identifying candidates for downgrades/upgrades.

• Follow-up and monitor assigned relationships to ensure satisfactory account conduct and early rectification of various credit related issues and monitoring of covenants

• Implement and maintain complete control aspects i.e. documentation, periodical client visits/call reports, stock inspections and formal credit checks/informal market feedback to monitor the assigned portfolio effectively.

• Liaise with superiors and direct reports within the business unit, Risk Management and related enabler units within the bank to achieve business objectives.

• Adhere to all compliance & regulatory policies with regards to KYC/AML etc as set out by the bank from time to time.

Qualifications:

• Complete knowledge and clear understanding of the Bank's credit policy and operating

• systems.

• Banking Sales & service experience with proven relationship management qualities

• Requires advanced vocational know-how of the subject m11tter (viz. Credit, Trade, Operating System, Legal, etc ...)

• Excellent communication and negotiation skills

• At least 5 years+ relevant banking experience in local or international market.

• MBA/CA or if a regular graduate needs to possess adequate relevant experience.

• Positive attitude, strong work ethics & good team player

• As per the organization's competency framework, the job holder needs to possess minimum level of Competencies as mentioned below:

• 1. Customer Focus - Level 3

• 2. Commitment to Results - Level 3

• 3. Analytical Thinking - Level 3

• 4. Planning and Organizing - Level 3

• 5. Commercial Awareness - Level 3