Senior Relationship Manager, Real Estate

Job Purpose
Manage and deepen complex, multi-product Group relationships while proactively originating new business opportunities across the Bank’s product suite to achieve established financial and non-financial objectives.

Play an active and integral role in business origination efforts, working closely with clients and internal product teams to structure solutions and ensure effective execution of mandated transactions.

Drive optimal utilization of approved credit facilities by facilitating transaction flow and addressing all operational, documentation, and execution-related requirements.

Undertake comprehensive credit risk assessments, risk rating evaluations, and facility structuring for assigned corporate relationships in collaboration with Credit Relationship Managers (CRMs). Responsibilities include client engagement, preparation of credit proposals, and close liaison with Wholesale Risk Management (WRM) and Compliance teams to address and resolve all risk, regulatory, and compliance-related matters.

Maintain a thorough understanding of the Bank’s policies, procedures, systems, and operational frameworks to ensure effective relationship and portfolio management.

Demonstrate a strong understanding of macroeconomic developments, industry dynamics, and regional and global financial market trends, and assess their potential impact on client portfolios and credit quality.

Exhibit strong credit analysis, business development, and relationship management capabilities, supported by sound judgment and the ability to identify, assess, and mitigate risks beyond readily apparent factors.

Key Result Areas
• Conduct regular and timely reviews of the assigned portfolio, recommending appropriate credit facilities in line with the Bank’s credit policies and risk appetite, with the objective of maximizing risk-adjusted returns while maintaining sound portfolio quality and effective credit management standards.
• Develop and implement a tailored Relationship Strategy and Account Plan for each client, incorporating appropriate penetration and cross-selling initiatives to achieve agreed financial and non-financial KPIs.
• Build and maintain strong relationships with key decision-makers across the client base, positioning the Bank as a trusted financial partner and preferred banking institution.
• Undertake proactive, hands-on relationship and account management to ensure the timely and effective delivery of the Bank’s products and services, coordinating closely with internal stakeholders to achieve high levels of client satisfaction and franchise value.
• Maintain a robust business pipeline with a particular focus on originating new-to-bank opportunities and expanding market share within designated sectors and geographical markets. Ensure all activities are conducted in compliance with applicable regulatory requirements, including Central Bank regulations, the Bank’s internal credit, operational and risk management policies, and relevant UAE and international legal frameworks, as applicable.
• Represent the Bank within the broader business and banking community and engage with external advisors, including legal counsel and professional service providers, on matters relating to transaction execution, documentation, and legal considerations.
• Collaborate effectively with key internal stakeholders, including Treasury, Operations, Risk Management, Support Functions, and Retail Banking, to maximize business opportunities, ensure effective risk management, and achieve the Bank’s strategic, financial, and non-financial objectives.

Knowledge, Skills and Experience
• Conduct regular and timely reviews of assigned client relationships and portfolio exposures, recommending appropriate credit facilities in line with the Bank’s credit policies, risk appetite, and portfolio management objectives. Focus on maximizing risk-adjusted returns while maintaining strong asset quality and prudent credit standards.
• Develop and execute tailored Relationship Strategies and Account Plans for each client group, cross-selling, and wallet-share enhancement initiatives to achieve agreed financial and non-financial KPIs.
• Build, develop, and maintain strong relationships with key stakeholders and decision-makers across the client portfolio, positioning the Bank as a trusted advisor and preferred banking partner.
• Deliver proactive and hands-on relationship management by ensuring the timely and effective delivery of the Bank’s products and services, coordinating closely with internal stakeholders to drive client satisfaction and long-term franchise value.
• Maintain a robust and sustainable business pipeline, with a strong focus on originating new-to-bank relationships, identifying growth opportunities, and increasing market share within designated sectors and target markets.

• Ensure full compliance with applicable regulatory requirements, including UAE Central Bank regulations, the Bank’s internal credit and risk management frameworks, and all relevant legal and compliance obligations.
• Represent the Bank within the wider business and financial community, engaging effectively with clients, industry participants, legal counsel, consultants, and other professional advisors in connection with transaction execution, documentation, and strategic business initiatives.
• Collaborate closely with key internal stakeholders, including Treasury, Operations, Risk Management, Product Partners, Support Functions, and Retail Banking, to maximize business opportunities, strengthen risk governance, and deliver the Bank’s strategic, financial, and relationship objectives.