Mashreq
Requirements
Candidates must have at least 4 years of relevant banking experience with proven relationship management and credit expertise. An MBA, CA, or a relevant graduate degree is required, along with excellent communication and negotiation skills.
Job Summary
Job Description
Manage a set of existing Small Enterprise (SE) relationships and originating new
SE relationships in business communities around branch locations. To achieve
assigned financial and non-financial objectives by meeting all borrowing & non
borrowing needs of customers with target segments (Viz. borrowers, transactors,
depositors).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 by DS & relationships
downgraded by ME team using defined customer on-boarding procedure. Constantly
identify opportunities to upgrade customers to ME category by identifying
customer’s needs & profiling. Responsible for quality & soundness of assigned SE
portfolio (KYC reviews, monitoring for due diligence, anti money laundering
procedures etc).
Key result Areas
* Improve share of wallet & target to be primary bank for each of the
relationships in the assigned portfolio. Enhance relationship revenue from
existing portfolio of borrowing & non-borrowing accounts by cross-selling
complete range of banking products.
* Assume complete ownership of customer relationship management for the
assigned portfolio of accounts. Provide superior customer service.
* 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.
* Follow-up and monitor assigned relationships to ensure satisfactory account
conduct and early rectification of various credit related issues.
* 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 assigned portfolio
effectively.
* Maintain acceptable portfolio quality.
* Screen the market for NTB opportunities.
* Liaise between internal and external advisors to ensure precision of
agreements.
* Develop on the job learning curve of SSO to enable them to grow
professionally and prepare them for higher levels of responsibility.
* Liaise with superiors and direct reports within the business units, Risk
Management and related enabler units within the bank to achieve business
objectives.
* Achieve assigned financial and non financial targets.
* Adhere to all the compliance & regulatory policies with regards to KYC/ AML
etc as set out by the bank from time to time.
* Update branch manager and regional SE manager on regular / weekly for better
controls on sales and relationship management.
* Regularly upgrade existing SE customers to ME segment by offering need based
solution as per client’s profile & requirements.
Knowledge, skills and experience
* Banking Sales & service experience with proven relationship management
qualities.
* Requires advanced vocational knowhow of the subject matter (viz. Credit,
Trade, Operating system, Legal, etc)
* Excellent communication and negotiation skills.
* At least 4 years + relevant banking experience in local or international
market
* MBA/CA or if a regular graduate needs to possess adequate relevant
experience.
* Positive attitude, strong work ethic and a good team player.
RESPONSIBILITIES
* Improve share of wallet & target to be primary bank for each of the
relationships in the assigned portfolio. Enhance relationship revenue from
existing portfolio of borrowing & non-borrowing accounts by cross-selling
complete range of banking products.
* Assume complete ownership of customer relationship management for the
assigned portfolio of accounts. Provide superior customer service.
* 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.
* Follow-up and monitor assigned relationships to ensure satisfactory account
conduct and early rectification of various credit related issues.
* 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 assigned portfolio
effectively.
* Maintain acceptable portfolio quality.
* Screen the market for NTB opportunities.
* Liaise between internal and external advisors to ensure precision of
agreements.
* Develop on the job learning curve of SSO to enable them to grow
professionally and prepare them for higher levels of responsibility.
* Liaise with superiors and direct reports within the business units, Risk
Management and related enabler units within the bank to achieve business
objectives.
* Achieve assigned financial and non financial targets.
* Adhere to all the compliance & regulatory policies with regards to KYC/ AML
etc as set out by the bank from time to time.
* Update branch manager and regional SE manager on regular / weekly for better
controls on sales and relationship management.
* Regularly upgrade existing SE customers to ME segment by offering need based
solution as per client’s profile & requirements.
QUALIFICATIONS
* Banking Sales & service experience with proven relationship management
qualities.
* Requires advanced vocational knowhow of the subject matter (viz. Credit,
Trade, Operating system, Legal, etc)
* Excellent communication and negotiation skills.
* At least 4 years + relevant banking experience in local or international
market
* MBA/CA or if a regular graduate needs to possess adequate relevant
experience.
* Positive attitude, strong work ethic and a good team player.
Responsibilities
The Relationship Manager is responsible for managing existing Small Enterprise relationships and sourcing new business leads to meet financial and non-financial targets. They must ensure portfolio quality through diligent credit reviews, KYC compliance, and effective cross-selling of banking products.
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