Relationship Manager – Corporate Banking Division
Al Rajhi Bank
Total des années d'expérience :12 years, 10 Mois
Key Responsibilities:
• Driving sales initiatives to support business development of commercial banking relationships with focus on maximizing new and existing accounts while delivering top-notch customer service and banking experience.
• Leading prospect development and crafting sales pitch to acquire new business as well as build superior account relationships by utilizing consultative and solution selling techniques.
• Prospecting new clients and communicating effectively in lieu of business acquisition. Conducting meetings, analyzing requirements and aptly structuring proposals to successfully deliver in line with clients’ requirements.
• Evaluating proposals in the light of bank’s credit/ lending policies, interpreting financial information, establishing eligibility, identifying underlying risks and advising mitigates/ covenants for approval by Credit Management.
• Cultivating professional and positive relationships with clients through regular communications and frequent meetings while exploring any opportunities to cross-sell and/ or up-sell in lieu of assigned business targets
• Reviewing assigned portfolio regularly to maintain zero bad debts exposure, identifying significant variations in conduct of the account and stimulating the customers consistently to maintain a healthy portfolio.
• Ensuring alignment of all operations with policies pertaining to KYC and AML; communicating regularly with higher management and presenting research-based reports, MIS and forecasts for strategic decision-making.
• Contributing market intelligence consistently towards improvements in sales, customer service and product development strategies in order to align bank’s offerings with ever-changing market and business environment.
Accomplishments:
• Successfully managed a portfolio of SAR 1.2 Billion spread across 34 companies by ensuring delivery of impeccable customer service along with banking support and finance advisory to new and existing customers.
Key Responsibilities:
• Planned and deployed short/ long term sales oriented strategies that would drive forward business development for commercial banking products and ensure achievement of assigned targets.
• Developed and build a database of prospects, generated and up-kept pipeline, created referral sources, identified/ secured new and potential clients that match bank’s requirements to ensure consistent flow of revenue.
• Demonstrated effective client relationship management skills by frequent visits and presentation of new solutions/ services in order to secure referrals as well as achieve cross-selling and new business goals.
• Managed several essential functions with respect to credit management - transaction structuring, preparation of proposals, facilitating sanctions/ disbursement and documentation in full compliance to banks policies/ procedures.
• Worked in close coordination with various departments to seamlessly execute assigned operations; regularly presented MIS and research based reports to senior management to aid in strategic decision making.
• Addressed customer complaints/ grievances with grace, patience and understanding; minimized escalations by devising solutions that achieve customer satisfaction and comply with bank policies/ practices.
• Routinely prepared analytical reports including sales data analysis, target vs. achieved and kept the seniors current on business activities, market trends and competitors offerings to aid in business planning.
Key Responsibilities:
• Reviewed medical insurance applications to comprehend factors such as applicant’s age, profession, current health status and previous medical history as a basis to whether or not provide insurance cover.
• Quantified risks in terms of premium and coverage amount as well as included any other charges to ensure that the organization is aptly compensated for the cover it provides.
• Stipulated customer specific conditions/ covenants and established tight processes for all documentation and policy issuance activities in line with all specified insurance protocols.
• Fostered appropriate control levels, validated credit policy compliance for all transactions and applied best practices to minimize claims and maximize revenues and profitability.
Professional Development: • Riyadh Bank – Al Tawail Management Consulting & Training (2014) Advance Program (Treasury & Credit): – Advanced Financial Accounting – Cash Flow Analysis – Credit Risk Analysis & Documentation – Credit Rating – Corporate Finance – Corporate Valuation – Techniques & Modeling – Contract Finance – Advanced Treasury Product – Financing Small & Medium Projects – Selling & Negotiation – Cash Management – Customer Relationship Management (CRM) – Trade Finance – Legal Aspects of Credit – Treasury & Investment Operations Management – Manage & Measure Market Risk - Presentation Skills - Foreign Currency Transaction Risks - Business Report - Corporate Product (Workshop) - Credit Analysis (Workshop) • Riyadh Bank Program – Institution of Banking (2011 - 2012) Advance Program (Treasury & Credit): – Principles of Banking – Financial Accounting 1 & 2 – Introduction to Basel II – Analysis & Interpretation of Finance – Foreign Trade Operations – Fundamental Concepts of Investment – Treasury Products – Foreign Exchange Market – Principles of Shariah Compliant Bank – Anti – Money Laundering – Bank Lending & Credit Analysis – Methods of Detecting Counterfeiting – Selling Skills – Contract Finance – Legal Principles of Banking & SAMA