Senior Relationship Manager (Commercial Real Estate)

Senior Relationship Manager (Commercial Real Estate)

Abu Dhabi Islamic Bank
5-8 years
Not Specified

Job Description

Role : Senior Relationship Manager - Commercial Real Estate
Location : Dubai

Role Purpose:
  • To manage an assigned existing portfolio and a list of Target Market potential prospects for acquisition towards achieving financial targets (including but no limit 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
  • Manage assigned portfolio with a focus on relationships (10 for Large Corps, 25 for Mid Market Corps and 20 for Government)
  • Achieve financial targets assigned in line with portfolio handled (e.g. total revenues, revenue from treasury products, revenue from cash management, RORC, etc.)
  • Ensure regular interaction with clients to address any banking/financial needs and increase ADIB share of wallet
  • Conduct joint client calls with product partners (CFIB, Treasury, GTS) as per the account plan to identify opportunities to deepen relationship
  • Work closely with customer service unit to ensure that clients day to day transaction needs are addressed

Risk management & credit analysis
  • Assume responsibility for credit risk and day to day management of own portfolio
  • Conduct due diligence in preparing credit applications including screening against TM & RAC and prepare green light memos for CRT
  • Structure facilities that comply with ADIB's credit policy with adequate security/collateral, terms and conditions and profitability (ROA, RORC) in line with thresholds
  • Negotiate internally and with clients for closure of deals
  • Ensure fulfilment of all required documentation (incl. insurance) as per the banks credit policies and procedures
  • Ensure all deferred documentation is obtained on time
  • Continuously monitor overall performance of company and its industry through the calling process
  • Execute annual renewals of facilities on time
  • Monitor and track assigned portfolio on a dynamic basis to recognize problem credits early

Build sector expertise
  • Understand market and business trends
  • Develop sector expertise: understand economics of industry, key levers and key products to offer
  • Ensure that all new deals in discussion are recorded and updated in deals in pipeline report on a weekly basis

  • Process implementation
  • Conduct client calls at least quarterly
  • Document call memos in standard format capturing the contents of the meeting, opportunities for business development, client's financial plan, etc.
  • Develop account plans for each relationship and use it as a basis for regular client calling keep account plans updated
  • Ensure that all new deals in discussion are recorded and updated in deals in pipeline report on a weekly basis
  • Manage a list of prospects as assigned centrally and ensure that adequate follow up is made leading to new client acquisition
  • Ensure that all operational issues are addressed to the satisfaction of customers (e.g. establishment of LCs/LGs, disbursement of financing, etc.)

  • Compliance
  • Ensure that activities are in full compliance of group policies and processes including Sharia requirements, Central Bank regulations and other internal Legal and Compliance regulations at all times
  • Ensure satisfactory internal and external audit ratings

  • Attend recommended trainings
Specialist Skills / Technical Knowledge Required for this role:
  • Strong analytical skills
  • Knowledge of credit policy & procedure
  • Customer Service Oriented
  • Strong Marketing Skills

Previous experience:
  • Minimum 5-8 years of experience of handling Corporate Banking or Risk Management Group
  • Minimum 2-5 years in a Relationship Management Role

Job Details

Employment Types:



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