Corporate Relationship Manager

Job Summary

To build, manage and maintain relationships relationship with existing and new customers, manage a portfolio of accounts to increase share of wallet whilst mitigating any credit risk.

Key Accountabilities

Supervision of Subordinates

• Organise and supervise the activities and work of subordinates to ensure that all work within a specific area of the activity is carried out in an efficient manner which is consistent with operating procedures and policy.
• Provide on-the-job training and constructive feedback to subordinates to support their overall development.

Budgets and Plans

• Contribute to the preparation of the budget and monitor financial performance versus the budget so that the business is aware of anticipated costs/revenues and areas of unsatisfactory performance are identified.

Business Development

• Lead the profitability and balance sheet of the nominated portfolio of the clients to meet and exceed business targets as well as to meet individualbudget targets and objectives andgrow bank market share of deposits,low cost or free funds (current and call accounts), investments, trade fInance and other banking business from the dedicated target industry segment.
• Identify the prospects within the relevant area, from referrals and use market knowledge to acquire new clients.
• Actively undertake and maximise the cross-selling of products to a portfolio of the clients, as well as the marketing of new products and services to the client portfolio.
• Maximise client relationship profitabilityand ensure good asset quality and maximise the cross-selling of products and services to the client portfolio.
• Participate in regular, structured client meetings and ensure all clients are personally met at least with higher frequencies for the top 25%. Maintain a call report of all visits for review by management.
• Ensure opportunities are identified, market information on developments as appropriate is gathered and business referred to other teams is provided in a standard format.
• Ensure client database is regularly updated and detailed information about the client is collected as per standard format and maintained.
• Manage client portfolios according to needs to maximise product sales, footprint, AUM and optimise returns.Monitor, review and manage lending portfolio performance, risk, and support collection activities.
• Liaise with products and service specialists in order to best serve client needs.
• Maintain full awareness of all relevant policies and procedures, and ensure compliance with internal (e.g. risk management), monetary, legal and fiscal rules and guidelines.

Other Accountabilities

Relationship Management

• Identify and establish new relationships, consistent with the Bank’s strategic and commercial objectives.
• Hold regular meetings with portfolio clients to introduce CBQ products and services in order to maximize portfolio revenues and ensure that customers are satisfied with services received.
• Maintain ongoing dialogue with customers to ensure that they are aware of all CBQ products/services relevant to their situation and credit analysis.
• Act as main point of contact for all portfolios of customers in order to ensure appropriate servicing and effective resolution of issues.
• Participate in regular, structured client meetings and ensure all clients are personally met at least twice in a year with higher frequencies for the top 25%. A call report should be maintained of all visits for review by management.

Customer Analysis

• Gather information on existing and potential customers; analyse their credit worthiness, credit data compilation and financial information interpretation in order to ensure a continuous workflow with all required information available.
• Profile existing and potential clients in order to identify overall banking needs and thus introduce clients to appropriate new products and services.
• Develop account plans in a consistent and timely manner in order to swiftly follow-up on identified business opportunities and regularly update team leader about portfolio’s accounts development.
• Manage client portfolios according to needs to maximise product sales, footprint, AUM and optimise returns.
• Monitor, review and manage lending portfolio performance, risk, and support collection activities.

Continuous Improvement

• Motivate subordinates and contribute to the identification of opportunities for continuous improvement of systems, processes and practices taking into account ‘international leading practice’, improvement of business processes, cost reduction and productivity improvement.

Policies, Systems, Processes & Procedures

• Recommend improvements to departmental procedure and direct the implementation of instructions and controls covering a specific area of activity so that all relevant procedural/legislative requirements are fulfilled while delivering a quality, cost-effective service.

Quality, Health, Safety, & Environment

• Ensure compliance to all relevant quality, health, safety and environmental management procedures and controls within a defined area of activity to guarantee employee safety, compliance, delivery of high quality products/service and a responsible environmental attitude.

MIS and Reports

• Prepare departmental MIS statements and reports timely and accurately to meet CBQ and department requirements, policies and standards.

Related Assignments

• Perform other related duties or assignments as directed.

Key Interactions

Internal

• Corporate Branches
• Credit Administration
• Treasury/FI
• Audit
• Legal

External

• External Auditors
• Clients
• Other Banks
• Government Representatives

Competencies

• Integrity/Ethics
• Interpersonal Skills
• Planning
• Quality
• Risk Management

Skills

• Arabic speaking preferred
• Communications
• Interpersonal Skills
• Negotiations
• Numerical skills

Education

• Bachelor’s Degree, in Business-related major

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