Role : XX
Location : XX
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 be fully involved and primarily responsible for account strategy and business growth
Key Accountabilities of the role
Relationship management
- Manage assigned portfolio with focus on mid-size relationships (~10 for Large Corps, ~25 for Emerging Corps and ~20 for Government)
- 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:
- Strong analytical skills
- Knowledge of credit policy & procedure
- Customer Service Oriented
- Strong Marketing Skills