Senior Relationship Manager

Job description / Role

Description

Our client is one of the UAE's leading financial institutions providing banking and financial services, seeking a seasoned Senior Relationship Manager to join its esteemed Real Estate Unit Team.

Job Purpose:

Maintain complex multi-product group relationships and solicit acceptable new relationships by originating transactions across the bank’s product suite, to achieve pre-set financial and non-financial objectives.
Play an active and integral role in deal origination efforts and coordinating between clients and product team(s) in the mandate execution.
Optimize utilization of approved credit limits by facilitating transactions and addressing operations and/or documentation requirements.
Responsible for credit risk assessment, risk rating, and structuring of facilities for assigned corporate relationships working with Credit Relationship Managers (CRMs), meeting the customers, preparing Credit Proposals (CPs), and liaising with Wholesale Risk Management (WRM) and the Compliance Unit to resolve all queries related to risk and compliance issues, respectively.
In-depth knowledge of the bank’s policies and operating systems.
Understanding of economic trends vis-à-vis understanding of regional and global financial markets.
Strong credit and marketing skills along with intuitive and judgment skills to evaluate risks beyond the obvious.

Key Result Areas:

• Review existing portfolio in a timely manner, recommend appropriate credit facilities in line with the bank’s credit policy to maximize earnings while containing risk to an acceptable level, and achieve a satisfactory rating on portfolio quality and credit management processes.
• Formulate ‘Relationship Strategy’ and ‘Account Plan’ for each client and ensure establishment of appropriate penetration and cross-sell strategies to attain objectives per KPI.
• Develop strong working relations with all existing clients at the decision-making level, to position the bank as their preferred bank.
• Hands-on account management to ensure effective and timely delivery of the banks’ services and products to clients through proactive interaction across the bank, to attain desired level of customer satisfaction.
• Maintain an active pipeline; focusing on ‘new to bank’ transactions and business. The incumbent functions within identified market segments and geographical boundaries and is required to adhere to the policies and guidelines set out in the Central Bank regulations, bank’s internal credit, operational and risk management policies and manuals, and operate within UAE legal system or overseas legal (if applicable).
• Externally, the incumbent is required to liaise with the business and banking community and coordinate with Legal Counsels on work related to legal issues.
• Internally, the job holder has working relationships with the Treasury, Operations, Support Divisions, Retail Banking, and the Risk Management Division, to achieve and maximize business opportunities, contain risks, and ensure that the financial and non-financial objectives are met.

Knowledge, Skills and Experience:

• Candidate must have an in-depth understanding of the real estate (RE) market and financing product suite.
• Experience in managing RE clients is a must.
• The individual must understand the risks associated with RE lending especially during various stages of asset acquisition and development.
• Ability to independently structure financing requirements whilst keeping in mind organizational lending policies is important.
• Knowledge of related legal infrastructure including the Escrow laws is a plus.