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Relationship Manager

2 months ago

Dubai, Dubai, United Arab Emirates Abu Dhabi Islamic Bank Full time
Job Description

Role: Relationship Manager - Community Banking

Location: Dubai

Job 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/net income, volumes, and cross-sell ratio) and overall customer satisfaction.

Key Responsibilities:

Relationship Management
  • Originate and introduce new-to-bank clients with value addition to the portfolio in terms of liability balances and possible assets booking.
  • Manage the assigned relationships within the region aiming for portfolio growth.
  • Achieve the assigned financial targets in line with the handled portfolio (e.g., total revenues, revenue from deposits, and revenue for cash management & transaction banking) as well as targeted deposits volumes (CASA/Wakala Deposits).
  • Ensure regular interaction with clients to address any banking/financial needs and increase ADIB wallet share.
  • Conduct joint client calls with product partners (Treasury/GTB/ADIMAC/) as per the account plan to identify opportunities and deepen relationship.
  • Negotiate for closure of deals within a reasonable period or escalate to seniors for proper actions.
  • Work closely with customer service unit to ensure that client's day-to-day transaction needs are addressed.
Process Implementation
  • Develop account plans for each relationship and use it as a basis for regular client calling, conduct calls on each client at least quarterly.
  • Document call memos in standard format capturing the contents of the meeting, opportunities for business development, client's financial plan, etc.
  • Ensure that all potential deals are recorded and updated in deals in pipeline report on a weekly basis.
  • Consistently implement ADIB's prospecting process, ensure that adequate follow-up is made with prospects leading to new client acquisition.
  • Ensure that all operational issues/troubleshooting are addressed to the satisfaction of customers.
Build Sector Expertise (i.e., Nonprofit Organizations)
  • Understand market and business trends and have a comprehensive understanding of nonprofit business models.
  • Develop sector expertise, understand economics of industry & key levers.
  • Help develop sector strategy, define target customers/customer types, key products to offer, key initiatives.
  • Attend recommended trainings as well as seminars in cash management and fund raising.
Compliance
  • Ensure that activities are in full compliance of group policies and procedures including Sharia requirements, central bank regulations, and other internal legal and compliance regulation at all times.
  • Ensure the KYC/ODD of assigned portfolio is updated timely and manage the high-risk factors of the industry.
  • Ensure satisfactory internal and external audit ratings.
Behavioral Competencies
  • Customer orientation.
  • Communication.
  • Quality orientation.
  • Teamwork.
  • Adaptability.
  • Technical knowledge.
  • Information Gathering.
  • Problem Solving.
  • Decision Making.
  • Initiative & Change.
Specialist Skills / Technical Knowledge Required for this role
  • Strong understanding of cash management products and banking operations.
  • Very good knowledge of local UAE market, especially Dubai & NE region.
  • Strong technical and analytical skills.
  • Customer service oriented.
  • Strong marketing skills.