Relationship Manager - SME Clients

Job description / Role

Our client, one of the leading financial institutions in the GCC are looking to bring on board a Relationship Manager with a successful track record of managing SME clients for one of their branches in Saudi Arabia. The role will report to the Country Manager - KSA.

Job Purpose/Objectives:
- Market Bank’s product and services to small / medium size business customers to achieve deposits, assets and earnings targets.
- Implement a well thought calling plan with skilfully selected target names.
- Devise and recommend realistic asset acceptance criteria for various business segments under Commercial / Corporate Banking
- Repackage existing products / services and design new products / services as necessary to achieve greater market penetration.
- Be very well known and accepted by all major players in the Commercial / Corporate business community.
- Identify, analyze and understand appropriate present and future market opportunities / trends with the objective of recommending to Senior Management suitable strategies and tactics to exploit these opportunities for sound and profitable growth.
- Ensure high standard of customer service, asset protection and credit administration, structuring, documentation and ongoing accounts management tasks.
- Update branch management on market trends, terms and pricing of corporate products and services and recommend appropriate action where required.
- Attend to adhoc marketing tasks assigned by branch management such as segment market studies.

Dimensions e.g. Targets, budgets, volumes, staff numbers:
- Manage a portfolio size of SAR 500Million in corporate assets and SAR 200 Million in corporate deposits.
- Member of Credit Committee of the branch.
- Reports to Country Manager.

Principal Responsibilities:

Marketing:
- Recommend objectives and action plans to defend and increase our share of the Commercial / Corporate business.
- Recommend appropriate pricing, product, services strategies and changes thereto to maintain competitive position and ensure market penetration.
- Study, analyze and report on market and economic conditions and government controls to identify and interpret the changing needs and wants of the Commercial / Corporate business.
- Evaluate competition and identify their weaknesses which could be leverage to banks advantage.
- Identify specific weaknesses in banks position towards the Commercial / Corporate business and take necessary action to reduce or remove such weaknesses.
- Keep track of new products, technologies and services available in the market and make necessary recommendations.
- In co-ordination with Country Manager, develop a list of target names to be solicited.
- Market Bank’s products and services to Commercial / Corporate Banking customers to achieve budgeted deposits, assets and earnings targets.
- Ensure that credit files are maintained on all prospect names. These files to contain a basic information report, call memos, financial information and all correspondence pertaining to the relationships.
- In co-ordination with Country Manager, arrange to periodically meet for feedback and exchange of views on marketing.
- Submit periodical Marketing Call Programs and New Business Development Lists to inform Senior Management of results achieved in the marketing area.

Organization & Staffing:
- Ensure a high degree of personnel motivation by structuring challenging tasks, clear accountability, proper delegation and recommending to Senior Management appropriate rewards for performance.
- Develop (in conjunction with the Division’s Head) imaginative and effective training programs to address the needs of inexperienced staff and to continually upgrade the technical / managerial skills of experienced personnel.

Normal Account Management / Credit Administration:
- Implement established credit policies and procedures, pricing and terms of acceptance for Commercial/Corporate Banking customers.
- Recommend changes to policies and procedures, pricing and terms of acceptance as appropriate to maintain and improve Bank’s competitive position.

Upgrade account management process to ensure conformity with policy and procedures in the area of:
- Credit files
- Initial, interim and annual credit reviews.
- Call programs and business prospect lists.
- Credit and account documentation
- Operations.

- Communicate with customers regarding all credit related matters including approval, cancellation, increase or decrease of credit facilities and regarding account, credit, and transactional documentation as appropriate.
- Act as link between customers and operating departments to ensure high standard of product / service delivery and resolve any day to day problems that may arise.

Remedial Management:
- Be alert to market trends that may adversely impact existing borrowers.
- Identify signs of deterioration / weaknesses in financial position / market standing of existing borrowers.
- In coordination with Remedial Manager, institute legal action, where appropriate, and follow up on court cases with designated Bank’s legal counsel.
- Recommend and implement appropriate corrective measures against I & II problematic account relationships.

Requirements

Manager - Commercial / Corporate Banking is directly concerned with identifying and developing new business relationships in KSA as well as maintaining good relations with existing customers, in order to meet business units budgets, whilst maintaining standards consistent with banks criteria. This is done in close communication with Country Manager and Head of Credit Administration Department.

The position holder should have good credit and marketing skills, with a pleasant and persuasive personality. He should be able to identify/source appropriate opportunities and market the banks products, as well as identify product gaps in the market which we may be able to fill. He should be able to manage, lead, train and motivate subordinates to maintain high standards of professionalism and technical competence.

- Advanced degree in Accounting or Commerce from a reputable University. Alternatively, attended formal credit training with a recognized institution with a degree from a recognized university.
- Minimum 5 years experience in marketing and credit related posts within a reputable financial institution.
- Must be able to make decisions based on prior knowledge and experience.
- Must be able to make decisions requiring analytical, interpretative, evaluative and constructive thinking.
- Must have excellent inter-personal skills and be able to deal effectively and tactfully with clients.
- Must be innovative, enthusiastic individual with good management skills willing to work independently and under pressure.

About the Company

AXIZ Consulting is based in the Dubai International Finance Centre and offers a bespoke, highly consultative recruitment service to local and international organisations across the GCC in both professional services and primary industries. Its founding two members come from a blend of executive search and contingent recruitment and they have taken some of the best practices of executive search and applied this to contingent recruitment in order to produce a service which offers maximum value to clients.

In order for us to build a successful company, we identified a core aim: to offer our clients a service that surpasses that of our competition. In order to do this, we have put into place both internal and external processes that ensure clients receive a consistent and professional service which gets the right results, in the right way.