Relationship Manager

Job Purpose:

SME plays a significant role in driving the economic health of the UAE and specifically Dubai market and represent the majority of business in the economy. As the world continues to become more connected, SMEs will increasingly become international, and FAB is better placed to meet their needs by increasing strength to support domestic SME business.
The jobholder will prepare a self-development plan, agree it with the Line Manager, and work progressively towards achieving it. They should seek best practices from peers and colleagues and attend training sessions as planned by management. A strong ability to provide direction in assessing and capturing customer needs and opportunities effectively within the existing new and prospective customer base is required.
To drive best practice in key account relationship management and risk policies, ensuring this remains in line with FAB practices.

Relationship Management:

• Acquiring NTB high-value clients and enhancing existing high-value relationships to increase the liability book of the bank and revenue.
• Strong engagement with clients to understand and improve their banking services.
• Understand clients' requirements to increase the bank's wallet share.
• Cross-sell and upsell bank products and services to maximize revenue.
• Increase sales volumes/market shares in the target market.
• Response & turnaround times of customer requests & processing business applications.
• Negotiate with internal clients and structure pricing of the GM and Cash products as per customer needs.
• Establish an efficient customer-focused approach representing a strong competitive edge.
• Increase share of the high-end market and quality business within the assigned segment.
• Establish and maintain a working rapport with customers by providing expertise in identifying their financial needs and deploying bank products & services to fulfill these needs to enhance the asset base.
• Provide customers with accurate and timely information on products and reveal the benefits affecting their businesses.
• Keep customers and prospects updated on new products & services.
• Actively source business from prospects and follow up on sales leads within designated market segments.
• Plan timely visits to clients to introduce GTB and GM partners.
• Identify and forward sales leads to other areas in the bank for cross-selling.
• Coordinate with product managers/specialists on promoting bank products.

Risk Management:

• Timely updating of KYC.
• Work closely with internal departments to cover compliance risk, operational risk, and any credit risk exposure where applicable.
• Prepare Credit Application (CA), analyze financial statements, and make it ready for approvals.
• Ensure CAs for new clients and renewals for existing clients are correctly prepared in accordance with the bank policies and regulatory framework.
• Recognize early warning signals of unsatisfactory account conduct and pursue the collection of past due loans.
• Effective work processing and risk management.
• Assess the financial and business risks involved in lending to particular businesses by looking at the company's competitive position within its industry, its strategic direction, management quality, and financial profile wherever required.
• Perform analysis of creditworthiness and recommend appropriate credit limits.
• Proactively manage the assigned portfolio risk by ensuring timely renewal of accounts within the applicable time standards provided all required information is available.
• Compliance with bank-related policies and procedures and Business Banking standards in structuring & pricing of limits.
• Adhere to and comply with the bank's internal applicable policies and procedures as well as governing regulations issued by concerned authorities.
• Cooperate and facilitate the 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.

Qualifications:

KNOWLEDGE, SKILLS AND EXPERIENCE

Essential:

• Proven ability with a successful record of accomplishment in driving a high-performance culture across the team delivering customer and financial objectives.
• Sales management and being a team player.
• Excellent interpersonal skills with a particular emphasis on inspiring, influencing, and negotiating in dealing with customers and colleagues.
• Ability to effectively plan and organize with tenacity to drive through results.
• Strong business assessment skills, particularly with regards to more complex structures and facilities with an international dimension.
• Leadership, performance management, and team development.
• Strong analytical ability.
• Visible and motivational leadership.
• Business acumen.
• Qualification to a University Degree.

Desirable:

• Enthusiasm for collective management and the need to drive behavioral change with an absolute intolerance of mediocrity.
• Innovative with a flair for solving problems.
• Knowledge of general and business banking including the competitive landscape with a detailed knowledge of competitor propositions.
• Excellent communication skills including written and verbal, and the ability to deliver compelling presentations.
• Strong knowledge of SME proposition.
• Proven ability in identifying and meeting customer needs through a broad range of products and services.
• Ability to interact with all levels of stakeholders.
• Qualification to a Postgraduate in Business Management or Business Administration.

Remote Work:

No

Employment Type:

Full-time