Relationship Manager

1 week ago


Dubai, Dubai, United Arab Emirates Abu Dhabi Islamic Bank PJSC Full time
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 not limited 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 relationships.
  • Work closely with the customer service unit to ensure that clients' day-to-day transaction needs are addressed.
  • 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 (including insurance) as per the bank's credit policies and procedures.
  • Ensure all deferred documentation is obtained on time.
  • Continuously monitor overall performance of the 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 the industry, key levers, and key products to offer.
  • Ensure that all new deals in discussion are recorded and updated in the 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.
  • 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 with group policies and processes including Sharia requirements, Central Bank regulations, and other internal Legal and Compliance regulations.
  • Ensure satisfactory internal and external audit ratings.

Other:

  • Attend recommended training.

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.

Job Information:

  • Job ID: 1961
  • Posting Date: 05/02/2024, 12:25 PM
  • Closing Date: 06/30/2024, 12:25 PM
  • Location: Dubai, Sheikh Zayed Road, The H Dubai Office Tower, Dubai, AE
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