Relationship Manager - Business Banking

Job description / Role

Establish and maintain close liaison between the bank and customers within an assigned territory for the ultimate purpose of selling banks products, by originating, structuring, participating and grouping market financing transactions to achieve pre-set financial objectives. Achieve profitable business transactions and capitalize on new areas of business opportunity while mitigating risk.

Closely work with the Business Support Teams to accomplish the business banking long-term goals.

Main Tasks and Responsibilities:
- Will be responsible for achieving personal targets assigned by the respective team leader.
- Income and volumes of sales generated.
- Achieving own sales quota (product/volume).
- Increase depth and breadth of Relationship with existing customers.
- Level of non-performing assets.
- Up-selling and cross-selling levels.
- Number of new acquisitions.
- Increased business from existing customers.
- Utilization of limits.
- Selling across the entire product line against predefined targets.
- Number of customer complaints.
- Level of customer retention.
- Number of generated prospects and leads
- Maintaining high standards of customer service.
- Adherence to predefined management best practices.
- Customer satisfaction levels.
- Attitudes and personal behavior.
- Alignment of structure & pricing of the proposed limits with customers needs.
- Compliance with ADCB related policies and procedures and Business Banking standards in structuring & pricing of limits.

Performance Objectives and Sales activities
- Set personal sales plan agree it with the team leader and work towards achieving it.
- Achieve assigned personal targets (product/volume/segment) in a consistent and competent manner.
- Establish and maintain a working rapport with customers by providing expertise in identifying their financial needs and the deployment of banks products and services to the fulfillment of these needs.
- Investigate & evaluate solutions which meets the clients organization requirements
- Provide customers with accurate and timely information on ADCB products and reveal the benefits affecting their businesses. Keep customers and prospects updated on new products and services.
- Plan customers relationships in compliance with applicable polices and sales objectives.
- Actively source business from prospects and follow up on sales leads within designated market segments.
- Plan calls via calling schedules and submit relevant call reports and correspondence.
- Identify and forward sales leads to other areas in the bank for cross-selling (HNW, PBU, RBG, etc.)
- Coordinate with product managers / specialists on promoting banks products.

Profitability & Expense Control
- Ensure effective utilization of limits in order to maximize profitability.
- Identify loss making customers and recommend ways to improve their profitability (cross-selling, up-selling or encourage to leave - Exit).
- Continuously seek to increase revenue margins from customers.
- Recognize early warning signals of unsatisfactory account conduct, and pursue the collection of past due loans.

Customer / Market Responsibilities
- Customer Service & Service Level
- Track customer satisfaction and solicit feedback to identify improvement opportunities.
- Adhere to customer service standards set by management.
- Visit customers on regular basis to strengthen business relationships, ascertain customer needs and extend proper service.
- Receive customers and address their requests and complaints in a timely manner.
- Whenever needed, contact customer service groups and processing units to ensure satisfactory service standards are met.
- Take personal responsibility to provide assistance in customers issues
- Market trends/ Competitor Review
- Interact with customers to obtain their feedback on ADCB image, products & services, and identify issues that require action.
- Monitor and report competitors activities and strategies (products offered, selling strategies, coverage etc.) and relay market trends and developments to management.
- Maintain a thorough familiarity of other banks products and services to deal with arguments raised by customers and prospects in daily interactions.

Operations and Process Responsibilities
- Risk Management / Operations
- Promptly understand the business issues and financial challenges of client's organization and industry.
- Ensure that customers financial needs are properly identified & formulation of written proposals initiated to satisfy these needs with banks products within the general guidelines of Business Banking. Review credit analysis and add high standard qualitative comments.
- Identify client organization's strengths and weaknesses and suggest areas of improvement.
- Jointly with respective Team Leader, asses risk and make pertinent recommendations in line with ADCBs applicable policies.
- Convey sufficient information to Business Support Team and ensure that deals are adequately structured.
- Discuss credit packages with respective Team Leader and approving authorities if needed.
- Prepare variety of management reports and correspondence including, but not limited to: data reports on activities, results, market acceptance of bank products, market needs etc.

Compliance:
- Adhere and comply with ADCBs internal applicable policies and procedures as well as governing regulations issued by concerned authorities.
- Cooperate and facilitate work of internal audit and risk management to address gaps, and respond to audit reports within agreed deadlines.
- Monitor money laundering activities, and coordinate remedial actions with management.

Capabilities Development Responsibilities:
- Staff Development
- Mentor and coach peers as needed and directed.
- Extend support, and pass knowledge for less experienced staff.
- Share best practices with other peers and colleagues.
- Self Development
- Prepare a self-development plan, agree it with the Team Leader, and work progressively towards achieving it.
- Attend training sessions as planned by management.
- Seek best practices from other peers and colleagues.

Miscellaneous:
- Maintain the stature of the Bank in the community
- Support other teams in the area and head office as needed

Requirements

- Arabic Speaker is preferred.
- Strong Credit Skills are Mandatory.

Minimum Education Level:
Bachelor's Degree in a relevant subject (business, accounting & finance).

Professional Qualification:
Master's degree in relevant subjects or Diploma in Banking preferred.

Experience:
Minimum 5 years of experience in SME, 2 years in Credit.

About the Company

ADCB is a full-service commercial bank offering a wide range of products and services such as retail banking, wealth management, private banking, corporate banking, commercial banking, cash management, investment banking, corporate finance, foreign exchange, interest rate and currency derivatives, Islamic products, project finance, and property management services.