Relationship Manager

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

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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

Specialist Skills / Technical Knowledge Required for this role:

• Strong analytical skills
• Knowledge of credit policy & procedure
• Customer Service Oriented
• Strong Marketing Skills