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Relationship Manager, Trade & Working Capital

📁
Personal Banking
📅
HEA002111 Requisition #

PURPOSE OF JOB :

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, SME’s will increasingly become international and that 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 Team Leader/ Line Manager and work progressively towards achieving it. Seek best practices from other peers and colleagues. Would be required to attend training sessions as planned by management. Should have a strong ability to provide direction in assessing and capturing customer needs and opportunities effectively within the existing, new and prospective customer base.


To drive best practice in lending and risk policies ensuring this remains in line with FAB practices.

 

  

TASK

 

1. Sales and Financial :

  • Sourcing new clients by using the referral system from existing borrowing relationships. Implementing tools to identify new leads for business banking such as: Improving the existing Call Report format to be able distract information to penetrate more SME customer base e.g; adding Contact Information of Top 5 Supplier/ Buyer of the existing client,  Implementing tools and programmes to create a business inflow and outflow among the existing SME clientele in the unit and  by using the existing borrowing clientele’s suppliers & buyers, creating new borrowing relationship to the bank
  • Increase depth and breadth of Relationship with existing customers.
  • Increased sales volumes/ market shares in target market.
  • Utilization of limits for the new approved limits.
  • Number and quality of Credit Applications processed.
  • Response & Turnaround Times of Customer requests & processing business applications.
  • Alignment of structure & pricing of the proposed limits with customers’ needs.
  • Establishment of an efficient customer-focused approach representing a strong competitive edge.
  • Increase share of high end market and quality business within assigned segment.
  • To develop and manage the portfolio of the company for Corporate/ Commercial Financing.
  • Minimizing one-off transactions by adequately structuring customer limits and targeting.
  • Non- borrowing clients having one-off request.
  • Establish and maintain a working rapport with customers by providing expertise in identifying their financial needs and the deployment of bank’s products & Services to the fulfilment of these needs.
  • 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 visits to non-borrowing clients as well as NTB’s coordination with GTB and FX team.
  • Identify and forward sales leads to other areas in the Bank for cross-selling.
  • Coordinate with product managers/ specialists on promoting Bank’s products.

 

2. Risk Management :

  • Prepare Credit Application (CA), analyze financial statements, and make it ready for approvals.
  • Ensure CA’s for new clients and also renewals for existing clients are correctly prepared in accordance with the bank policies and regulation framework.
  • Recognize early warning signals of unsatisfactory account conduct, and pursue the collection of past due loans.
  • Effective work processing and risk management.
  • Responsible to assess credit risk, set and structure limits.
  • Assess the financial and business risks involved in lending to particular businesses, mainly by looking at the Company’s competitive position within its industry, its strategic direction, management quality and its financial profile.
  • Identify and analyze the areas of potential risk threatening the assets, earning capacity or success of Organizations in various business fields.
  • Perform analysis to credit worthiness and recommend appropriate credit limits.
  • Pro-actively manage the assigned portfolio risk by ensuring timely renewal of accounts within the applicable time standards, provided all required information is available


3. Profitability & Expense Control :

  • Ensure effective utilization of limits in order to maximize profitability.

  • Regularly monitor MIS reports for FX and Trade Working Capital revenues and utilizations.

  • Continuously seek to increase revenue margins from customers.


4. Customer Service & Service Level :

  • Whenever needed, contact customer service groups and processing units to ensure satisfactory service standards are met.

  • Operations and Process responsibilities.


5. Activities/ Operations :

  • Discuss credit packages with respective Credit Team and approving authorities if needed.

  • Establish and maintain a close working relationship with Credit Division/ Credit Administration.

  • Understand customer’s financial needs & initiate formulation of written proposals to fulfill these needs with bank’s products within the general guidelines of Business Banking and regulating authorities

  • Review credit analysis and add high standard qualitative comments.

6. Compliance

  • Compliance with bank related policies and procedures, and Business Banking standards in structuring & pricing of limits.

  • Adhere and comply with bank’s internal applicable policies and procedures as well as governing regulations issued by concerned authorities.

  • Cooperate and facilitate 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.



 

 

Essential

  • Proven ability, with a successful record of accomplishment in driving a high performance culture across the team delivering customer and financial objectives.
  • Excellent Interpersonal skills, with a particular emphasis upon inspiring, influencing and negotiating in dealing with customers and colleagues.
  • Ability to effectively plan and organize, with tenacity to drive through results.
  • Strong credit assessment skills, particularly with regards to more complex and structured facilities with an international dimension.
  • Leadership, performance management and team development.
  • Commercial Sales Management.
  • Strong analytical ability
  • Visible and motivational leadership
  • Commercial acumen

Desirable

  • Enthusiasm for collective management and the need to drive behavioral change, with an absolute intolerance of mediocrity.

  • Innovative with a flair of solving problems.

  • Knowledge of Commercial Banking including the competitive landscape, with a detailed knowledge of competitor propositions.

  • Excellent communication skills, including written, 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 University Degree

 

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