Relationship Manager, Trade and Working Capital

Job Purpose To manage existing and solicit acceptable new Trade & Working Capital (TWC) relationships for the Business Banking Division, in order to meet pre-set financial / non-financial objectives. Actively source new-to-bank customers and generate new business leads from walk-in customers. Manage all customers focusing on relationship Management & up-selling/ deep-selling/ cross selling other bank products. Seamlessly takeover new relationships originated or referred by various channels within the bank. Responsible for quality & soundness of portfolio under management & ensuring compliance with banks’ approved policies Key result Areas Improve share of wallet & target to be primary bank for each of the relationships in the portfolio under management Enhance relationship revenue from existing portfolio of borrowing & non-borrowing accounts by cross-selling complete range of products offered by the bank. Screen the market for NTB opportunities & develop the portfolio by soliciting new relationships within the defined segment and acceptable risk parameters for achieving the assigned financial and non-financial objectives Assume complete ownership of the managed portfolio. Provide superior customer service and regularly meet all customers. Maintain close working relationships with clients to ensure in –depth understanding of business so as to reduce risks, promote cross sell & maximize earnings. Conduct annual/periodic credit facility reviews in the existing portfolio in a timely manner and recommend appropriate credit facilities in line with the banks credit policy to maximize earnings while containing risks to an acceptable level and identifying candidates for downgrades/ upgrades. Hands on relationship management to ensure effective and timely delivery of the bank’s services/products to clients. Follow-up and closely monitor assigned relationships to ensure satisfactory account conduct and early rectification of credit related issues, if any. Implement and maintain complete control aspects i.e. documentation, periodical client visits / call reports, stock inspections and formal credit checks / informal market feedback to monitor the effectively & maintain acceptable portfolio quality. Liaise between internal and external advisors to ensure precision of agreements. Develop on the job learning curve of ARMs to enable them to grow professionally and prepare them for higher levels of responsibility. Liaise with superiors and direct reports if any within the business units, Risk Management and related enabler units within the bank to achieve business objectives. Adhere to all the compliance & regulatory policies with regards to KYC/ AML etc. as set out by the bank from time to time. Knowledge, Skills and Experience Banking sales & service experience with proven experience in relationship management. In depth awareness of various financial products and services being offered and be abreast with rapid digitization and various technological advancement in the area of operations Display positive attitude & possess strong work ethic. Strong interpersonal, negotiation & analytical skills with ability to perform as a team player MBA/CA or equivalent is preferred with minimum relevant experience of at least 5 years in local market.

Bachelor's degree in a business or commercially-related discipline Minimum 2-4 years of experience in a banking environment (e.g. at Level 1 of the CAPM/Branch Management family). Awareness of Mashreq's products and services Good data entry skills and a basic knowledge of relevant systems. Broad awareness of competitor products/services. Report writing skills. Written and spoken fluency in Arabic and English languages. Proficient IT skills

Manage existing and solicit acceptable new Trade & Working Capital relationships for the Business Banking Division. Actively source new-to-bank customers and generate new business leads from walk-in customers. Manage all customers focusing on relationship management & up-selling/deep-selling/cross selling other bank products. Seamlessly take over new relationships originated or referred by various channels within the bank. Ensure quality and soundness of portfolio under management and compliance with bank policies. Improve share of wallet and target to be primary bank for each relationship. Enhance relationship revenue from borrowing and non-borrowing accounts through cross-selling. Screen the market for NTB opportunities and develop the portfolio within defined risk parameters. Conduct annual/periodic credit facility reviews and recommend facilities in line with credit policy. Provide superior customer service and regular meetings with customers. Maintain close client relationships to understand business and maximize earnings while mitigating risks. Implement controls: documentation, client visits, stock inspections, and credit checks. Liaise with internal/external advisors to ensure precision of agreements. Develop ARMs for growth. Adhere to KYC/AML and other regulatory policies.