Relationship Manager - Corporate Banking

Role       : Relationship Manager - Corporate Banking
Location : Dubai
Role Purpose:

• To manage an assigned existing portfolio and a list of Target Market 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 build a liability book for LC/MM business in Dubai.
• 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 building liabilities for LC/MM business in Dubai. 
• 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 always.
• Ensure satisfactory internal and external audit ratings.

Other

• Attend recommended trainings.

Specialist Skills / Technical Knowledge Required for this role:

• Strong analytical and relationship skills
• Strong KYC understanding and management skills. 
• Knowledge of credit policy & procedure
• Customer Service Oriented
• Strong Marketing Skills