Relationship Manager - Excellency

Job description / Role

Target Achievement
- The job holder would be responsible for generating revenues as stated in the Objectives through the sales of Investments and Bancassurance products

Portfolio AUM Increase
- Prospect new clients and increase the bank market share.

Investment Penetration
- Maximize his/her portfolio profitability and increase the AUMs.
- To enhance investment penetration in portfolio by preset percentage compared to the previous year.

Customer Relationship Management
- The job holder is expected to make qualitative contributions in terms of ensuring realistic commitments are made to customers and render them excellent service to differentiate ourselves from the competition.

Prompt response to customer complaints
- To ensure in the event of any complaints, the same is addressed within a reasonable time period. To make sure any service failure is redressed immediately to avoid any threat to the banks reputation and ensure such issues do not repeat in the future.

Portfolio and AUM Increase
- Heavily focused on prospecting ultra new high net worth individuals to increase the banks market share.

Customer Relationship Management
- Maintain, serve and enhance his/her existing relationships and achieve targeted sales numbers through capitalizing on his/her sales skills and analytical abilities in presenting and providing the suitable products to his/her clients.
- Enhance the Wealth Management proposition through on going relationship management and by providing proactive investment advice to customers.

Target Achievement
- Achieves volume and revenue goals via the combination of customer acquisition and relationship deepening through the execution of an effective sales process as per the set business plan.

Main Tasks & Responsibilities

Basic Discipline
- Ensure basic discipline is maintained through timely reporting to office.
- Ensure adherence to dress code and code of conduct.

Day to Day Activities
- To develop and manage UHNW direct client relationships and enhance the Wealth Management proposition through on going relationship management and by imparting proactive investment solutions to customers and helping them take informed decisions to meet their financial needs, based on their risk profile.
- Maintain and update Client Relationship Management details through provided tools like FPFs ,ITQAN, etc. And other tools that maybe provided on an ongoing basis.
- Prospecting to ensure 3-4 meetings a day.
- Prepare daily sales reports.
- Ensure required information sought regarding customers are provided on a timely basis.

Target Achievement
- To ensure specified targets viz. NTB/upgrade sourcing, revenue and AUM growth targets are met.
- To ensure all cross sell opportunities are effectively leveraged and referred/closed.

Training
- Ensure attendance at each sales training programs
- Be adequately trained to prevent mis-selling.
- Assist the Unit Manager in training new Team members and take the new members on joint calls.

Weekly Sales Reviews
- Attend weekly review meeting to ensure there is no gap in planned v/s actual numbers set out for the week
- Take corrective action wherever there is a discrepancy in planned v/s actual delivery
- Highlight identified customers for reclassification and take necessary action.
- Discuss issues pertaining to the time period and resolve the same immediately
- Discuss success stories with other team members that would have a positive impact on business
- Draw up goals for the subsequent week

Compliance & Quality
- Ensure strict compliance on documentation provided by the customers.
- Ensure compliance policies are understood and strictly implemented
- Bring in quality customers to the bank, which leads to quality references thus ensuring each case is profitable to the bank.
- Ensure clean and healthy sourcing without resorting to quick-fix measures and fraudulent practices that may affect performance of the portfolio.
- Maintain and update Customer Handover Form in case of reclassification/handover of cm to another RM.
- Deliver superior service to match and exceed customer expectations to achieve customer delight

Market Intelligence
- To maintain in-depth knowledge of global and local financial markets so as to be abreast with current market trends
- Proactively provide feedback to the Area Manager and supporting units of new products, marketing, service opportunities and issues to assist in a decision-making process consistent with the banking experience.
- Monthly presentation and analysis of one competition product offering

Requirements

- University degree from a reputable university, preferably with MBA
- Preferably MBA or CFA or related course from a reputable university
- Apt in MS Office , excel and high computer skills
- Excellent investment and banking knowledge
- Experience of 5-10 years in relationship management or similar background
- Experienced in managing people/ teams with strong capabilities to establish higher level of relationships with the UHNW individuals.
- Analytical abilities to take decisions with the given/available information.
- The ability to pass on information to coach and assist his/her team members, with strong capabilities in structuring transactions to meet the clients requirements and maximizing relationships profitability
- High level of communication skills, verbal and writing
- Team player with good diversified skills, Sales, Marketing, etc.
- Solid track record in banking
- Strong investment background
- Excellent written and spoken English & Arabic is required

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.