Senior Relationship Manager

JOB PURPOSE



To lead and manage a team in acquiring new clients and managing existing client relationships in line with agreed policies, procedures and risk appetite in order to achieve targeted growth and secure profitable business transactions for the assigned area.



GROUP: Wholesale Banking



JOB FAMILY: Relationship Management



KEY WORKING RELATIONSHIPS:



- Line Manager: To receive instructions / guidance and provide updates



- Direct Reports: To provide direction and guidance, receive updates and review performance



- WBG Colleagues: To provide and receive support



- External Clients: To acquire new and manage existing clients



- Department Head: To provide updates / receive guidance



ACCOUNTABILITIES



New Client Acquisition: Acquire new clients, conduct financial analysis and submit accurate credit applications while ensuring an excellent on-boarding experience in order to achieve assigned acquisition targets and achieve the desired growth in portfolios



Portfolio Management: Offer existing clients new solutions, enroll clients for alternate channels and value added services to increase transaction volumes and grow the assigned portfolio



Relationship Management: Review client dossiers to ensure capture current and future needs, identify and respond to customers' requirements and ensure complaints are resolved within agreed turnaround times to build and maintain long-term relationships



Risk Management: Conduct client visits, understand and report on risk profile and highlight/ update approving authorities with any changes to enable necessary action to be taken



Financial Analysis and Credit Assessment: Conduct analysis on clients' financial health and needs as well as their industries/ markets on regular basis in order to identify lending, selling, and cross-selling opportunities and improve ADCB's profitability



Conduct credit assessments/ appraisals and coordinate the processing of approved credit requests for new clients to ensure a quality and timely credit utilisation process



Cross Selling: Cross-sell various products of ADCB's portfolio such as corporate finance, project and structured finance, transaction services, debt markets, treasury and Islamic banking products to existing client based on their requirements in order to contribute to the increase in product penetration and wallet share of the existing clients







People Management: Manage self and team in line with ADCB's people management policies, procedures, processes and practices to ensure adherence and to maximise own and employee contribution to business performance



Organise and supervise the activities and work of the team to ensure that targets and objectives are achieved and the business plan is delivered in line with the required policies, processes, procedures and systems



Policies, Processes, Systems and Procedures



Implement approved departmental policies, processes and procedures, and ensure employee adherence so that work is carried out to the required standard while delivering the required standards of service to customers and stakeholders



Continuous Improvement: Manage and motivate the team to ensure they contribute to, and participate in, the identification and implementation of change initiatives, programmes and projects in line with the bank's standards



Customer Service: Demonstrate Our Promise and apply the ADCB Service Standards to deliver the bank's required levels of service in all internal and external customer interactions