SME's Relationship Manager

Job description / Role

SME's Relationship Manager - Upper Egypt

Job Purpose: Managing a portfolio with coverage of SME customers in Cairo and other governorates in Egypt (excluding Alex and Delta), marketing & soliciting new relationships in-order to achieve predetermined objectives.

Job Description:

Handling Credit Relationship(s)
- Responsible to screen Proposed Customers against Target Market Plan and Risk Acceptance Criteria, to initially identify ADIB EGYPTcredit risk appetite for obligors and setting the facility structure, subject to Business and Risk Management approvals and the Wholesale Bank Policy.
- Furnish / update the Business Analyst with client information, financial statements, and relevant data, for the different types of CA reviews (Annual, Initial, Interim etc.).
- Review/Approve extensions of credit (for Credit Officers) and ensure that the data within these extensions of credit are accurate and that they are designed with the appropriate requested facility package and all credit risks are properly addressed.
- Ensure that the extensions of credit are consistent with the relationship profile and endorsing the risk/reward balance.
- Ensure appropriate obligor / facility risk ratings in line with the risk ratings Policy of the bank.
- Conduct regular accounts follow up assisted by periodical reports to avoid the manifestation of past dues, excess and the breach of terms and conditions of the approved facilities.
- Bring in Industry, Product and other specialists (e.g., Legal, Tax), when required, to provide input to all approvers; Obtain proper legal financing / collateral documentation and Ensure that it is complete, consistent with internal approvals, properly executed, and filed.
- In charge of Green Light memos, Term Exposure, Summary sheeted, in case of term exposures. Request amendments / changes in the terms and conditions as the credit might warrant.
- Permanently monitors changes in the risk position of the clients using renewal and monitoring tools, and are promptly communicated to Business and Risk managers.

Key Customer Relationship
- Maintain regular contacts with customers to sort any internal/ departmental issues with immediate action, supporting CSU Service Unit to serve customers in the best way, as per approved SLA.
- Take an initiative towards problem solving and ensure sorting-out up to customers’ satisfaction.
- Conduct periodic client calls / site visits and document client calls with the frequency indicated in the Credit Analysis section.
- Maintain customer loyalty and promote brand identity by providing excellent customer service via regular updates and reviews on bank’s range of financial products as well as customers’ financial needs.
- Provide quality service to clients and closely follow up and ensure the processing of all requests (new facilities, increase of existing facilities, amendments, waivers, operations requests etc) up to their satisfaction duly within SLAs without deviation.

Marketing & Competition
- Prepare target list of potential relationships.
- Frequently, conduct marketing calls to screen the market

And approaching potential relationships.
- Identify expansion opportunities with existing clientele base to achieve portfolio growth.
- Continually monitor practices of competition and report findings to Unit & Department Heads.

Cross Selling
- Provide product specialists with qualified referrals for cross-sell. Responsible for overall parent relationship management and providing a wide range of treasury, cash management, trade and corporate finance products and solutions.
- Cross reference of business opportunities to other relevant lines of business (i.e. retail, Treasury …….).

Classification & Early Problem Recognition
- Proactive consultation with Business and Risk Management, especially on early problem recognition.
- Closely monitor Past Dues Report, and take any required action, after consulting with Unit Head and/or Wholesale Bank Head.
- Timely initiation of classification or change in classification for weak / troubled exposure. Follow developments closely, compare them with established benchmarks, and take alternative measures if the situation continues to deteriorate.

Abide by Bank’s Policies
- Strictly adhere to NBD’s Credit, Legal and Shariah policies.
- Make sure that extensions of credit follow regulatory limits and the Central Bank of Egypt regulations and guidelines.
- Initiate “credit checking” and “Central de Risqué – CBE” requests, and ensure their completeness by the time of the credit approval.
- Highlight any credit / regulatory issues and/or deviations to senior credit management.

Process Improvement
- Provide recommendations to improve the current procedures and processes to ensure that work is carried out in an efficient manner.

Requirements

- University/College Degree
- MA or MBA (beneficial)
- Islamic banking knowledge
- Core Credit Course.
- 3-4 years’ work experience in a corporate banking environment.
- A good understanding of the general, economic, political and business environment of the region will be a plus.

Job specific Skills:
- Excellent interpersonal skills, including listening skills/temperament.
- Excellent communication (written and verbal) and negotiation skills.
- Able to build and sustain good personal contacts with client executives at varying levels of seniority, balancing client needs and ADIB EGYPTobjectives/priorities.
- Creativity - an enquiring mind willing to develop a detailed understanding of client issues/needs and develop ideas/solutions in response Strong work ethic; high energy levels; results oriented - a self-starter prepared to take the initiative to start topics and/or follow issues through, whilst exercising judgment as to when to seek assistance.
- Networking - Maintaining close contact with coverage, product and risk specialists within NBD.
- Natural Team Player - Having an adaptable/flexible approach; willing to work in a co-operative manner to fulfil client and internal requirements.

Generic Skills
- Presentable.
- Ability to work within a team.
- High communication skills.
- Time management skills.
- Good language skills.

About the Company

In 2010, ADIB had introduced its new brand identity as a symbol of a new promise. For two years, we’ve conducted extensive research to identify ways to better meet your needs. You wanted banking to be simple, sensible and transparent, making everybody feel at home and respected. You wanted a bank that would be on your side, one that worked as if your success was the source of its own success.

You are seeking a bank that can deliver unique solutions because it is guided and inspired by the timeless rules and principles of Shari’a. These are the core pillars of the banking we want to deliver to you: Banking as it should be.

We have worked hard to implement these simple but powerful promises in the way we do business. We have introduced a number of new offerings and improvements already. We simplified a number of processes – from the way we open accounts to the way we deliver financing solutions. We have brought ADIB closer to you by rapidly expanding our network to 70 branches and 460 ATMs. We have extended branch opening hours in our in-mall branches and introduced a 24-hour branch at the Abu Dhabi Airport. We have launched an upgraded version of e-ADIB Internet Banking that is safer and more convenient. We have launched numerous products and services. But what won’t change is our priority, which remains your satisfaction.