Senior Relationship Manager

Role : Senior Relationship Manager - Wholesale Banking Group
Location : Dubai

Role Purpose:
To manage an assigned existing Commercial Real Estate clients portfolio and a list of Target Market Commercial Real Estate potential prospects for acquisition towards achieving financial targets (including but no limit to revenue, new net revenue, volume, cross-sell ratio, ROE, and ROA) and overall customer satisfaction

To be fully involved and primarily responsible for account strategy and business growth

Key Accountabilities of the role

Relationship management

• Manage assigned portfolio with a focus on relationships

• Achieve financial targets assigned in line with portfolio handled (e.g. total revenues, revenue from treasury products, revenue from cash management, RORC, etc.)

• Ensure regular interaction with clients to address any banking/financial needs and increase ADIB share of wallet

• Conduct joint client calls with product partners (CFIB, Treasury, GTS) as per the account plan to identify opportunities to deepen relationship

• Work closely with customer service unit to ensure that clients’ day to day transaction needs are addressed

Risk management & credit analysis

• Assume responsibility for credit risk and day to day management of own portfolio

• Conduct due diligence in preparing credit applications including screening against TM & RAC and prepare green light memos for CRT

• Structure facilities that comply with ADIB’s credit policy with adequate security/collateral, terms and conditions and profitability (ROA, RORC) in line with thresholds

• Negotiate internally and with clients for closure of deals

• Ensure fulfilment of all required documentation (incl. insurance) as per the banks credit policies and procedures

• Ensure all deferred documentation is obtained on time

• Continuously monitor overall performance of company and its industry through the calling process

• Execute annual renewals of facilities on time

• Monitor and track assigned portfolio on a dynamic basis to recognize problem credits early

Build sector expertise

• Understand market and business trends

• Develop sector expertise: understand economics of industry, key levers and key products to offer

• Ensure that all new deals in discussion are recorded and updated in deals in pipeline report on a weekly basis

Process implementation

• Conduct client calls at least quarterly

• Document call memos in standard format capturing the contents of the meeting, opportunities for business development, client’s financial plan, etc.

• Develop account plans for each relationship and use it as a basis for regular client calling; keep account plans updated

• Ensure that all new deals in discussion are recorded and updated in deals in pipeline report on a weekly basis

• Manage a list of prospects as assigned centrally and ensure that adequate follow up is made leading to new client acquisition
Ensure that all operational issues are addressed to the satisfaction of customers (e.g. establishment of LCs/LGs, disbursement of financing, etc.)

Compliance

• Ensure that activities are in full compliance of group policies and processes including Sharia requirements, Central Bank regulations and other internal Legal and Compliance regulations at all times

• Ensure satisfactory internal and external audit ratings

Other

• Attend recommended trainings

Specialist Skills / Technical Knowledge Required for this role:

• Knowledge of credit policy & procedure

• Strong analytical skills

• Customer Service Oriented

• Strong Marketing Skills