10 Oct
ADIB - Abu Dhabi Islamic Bank
Abu Dhabi
Job Description
Role: Senior Relationship Manager - Corporate Banking
Location: Abu Dhabi
Role Purpose:
To manage an assigned existing portfolio and a list of Target Market potential prospects for acquisition towards achieving financial targets (including but not limited to revenue, new net revenue, volume, cross-sell ratio, ROE, and ROA) and overall customer satisfaction. To be fully involved and primarily responsible for account strategy and business growth.
Key Accountabilities of the Role
Relationship Management
1. Manage assigned portfolio with a focus on relationships.
2. Achieve financial targets assigned in line with portfolio handled (e.g., total revenues, revenue from treasury products,
revenue from cash management, RORC, etc.).
3. Ensure regular interaction with clients to address any banking/financial needs and increase ADIB share of wallet.
4. Conduct joint client calls with product partners (CFIB, Treasury, GTS) as per the account plan to identify opportunities to deepen relationships.
5. Work closely with customer service unit to ensure that clients' day-to-day transaction needs are addressed.
Risk Management & Credit Analysis
1. Assume responsibility for credit risk and day-to-day management of own portfolio.
2. Conduct due diligence in preparing credit applications including screening against TM & RAC and prepare green light memos for CRT.
3. Structure facilities that comply with ADIB's credit policy with adequate security/collateral, terms and conditions, and profitability (ROA, RORC) in line with thresholds.
4. Negotiate internally and with clients for closure of deals.
5. Ensure fulfilment of all required documentation (including insurance)
as per the bank's credit policies and procedures.
6. Ensure all deferred documentation is obtained on time.
7. Continuously monitor overall performance of the company and its industry through the calling process.
8. Execute annual renewals of facilities on time.
9. Monitor and track assigned portfolio on a dynamic basis to recognize problem credits early.
Build Sector Expertise
1. Understand market and business trends.
2. Develop sector expertise: understand the economics of the industry, key levers, and key products to offer.
3. Ensure that all new deals in discussion are recorded and updated in deals in pipeline report on a weekly basis.
Process Implementation
1. Conduct client calls at least quarterly.
2.
Document call memos in standard format capturing the contents of the meeting, opportunities for business development, client's financial plan, etc.
3. Develop account plans for each relationship and use it as a basis for regular client calling; keep account plans updated.
4. Ensure that all operational issues are addressed to the satisfaction of customers (e.g., establishment of LCs/LGs, disbursement of financing, etc.).
Compliance
1. Ensure that activities are in full compliance with group policies and processes including Sharia requirements, Central Bank regulations, and other internal Legal and Compliance regulations at all times.
2. Ensure satisfactory internal and external audit ratings.
Other
1. Attend recommended trainings.
Specialist Skills / Technical Knowledge Required for this Role:
1. Strong analytical skills.
2. Knowledge of credit policy & procedure.
3. Customer service oriented.
4. Strong marketing skills.
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