Senior Relationship Manager
Sharjah Islamic Bank
Total years of experience :25 years, 8 Months
• Provides direction to assigned RM team members to drive business expansion goals and objectives related to profitability, loan growth, credit quality, business development, deposit and cash management cross selling and relationship management.
• Responsible for developing profitable and quality business directly and through RMs to ensure profit targets are met for the unit.
• Manage, coach and develop RMs and ensure a motivated and well-developed team which provides a high level of service.
• Provides guidelines and business development plans to RMs for the expansion of business opportunities in strategic target area.
• Plans and co-ordinates marketing of products and services to all entities within a customer group with the objective to maximise revenue return.
• Identifies prospects and generates leads for RMs for the bank's corporate business. Keep abreast developments in the local business environment to spot business opportunities.
• Review credit proposal prepared by RMs for submission to the Credit Committee.
• Maintain regular visits to clients for both monitoring and business generation purposes. Such visits to be recorded by way of call reports which are to include all pertinent information in a timely manner.
• Conduct account planning with Client Service Team Members & cross selling other products & services to corporate clients to ensure multi-product relationship and greater Share of wallet.
• Establish effective & professional communication (both internal and external) to ensure turnaround time within designated parameters and higher client satisfaction levels.
• Negotiate appropriate credit lines in conformity with the Bank's underwriting standards and risk adjusted targets after thorough analysis of information necessary for the preparation of a detailed credit proposal.
Ensure timely and accurate credit administrations through timely completion of annual reviews and regular monitoring of financials, covenants and other parameters within the review cycle.
• Driving new business and generating growth through leading and performance managing a team and working closely with Unit Head & Senior managers in implementing new strategies.
• Core responsibilities include coaching, developing and mentoring relationship managers & support team to exceed service and sales targets, enhancing revenue and delivering a first class service to clients.
• Managing targets, driving improvements, and importantly controlling risk management and adherence to policies and regulatory requirements
• Maintain & manage an assigned portfolio with existing corporate clients to retain & grow their banking relationships in a profitable manner and in line with assigned business growth targets.
Maximize revenue and customer value from a portfolio of relationships and contribute directly to corporate target, both stipulated in Strategic Plan and AOP, in profit growth, credit quality etc.
• Optimize and grow the current and potential future value of a portfolio of high value commercial customers
• Maximise cross-selling in a wide range of products including treasury, capital markets, personal, insurance, investments, private banking, etc.
• Coach and develop staff and ensure high level of service and sales standards is maintained.
• Grow existing business stream via optimal limit utilization / credit structure and targeting incremental business.
• Review and update wallet sizing & account plans in CMP annually, at the time of the annual review, working in conjunction with Product.
• Contribute to improve client feedback.
• Proactively monitor the risk profile and quality of the portfolio.
• Demonstrate internal leadership to arrive at solutions based approach to the client by integrating the relevant product partners and Risk t o maximize client revenues & cross-sell.
• Motivate and guide Assistant Relationship Manager to improve business and manager the portfolio.
Presenting banking solutions, products and facilities available for commercial companies.
• Solving Client's complaints and managing their inquiries.
• Prepare Credit Proposals.
• Checking all legal and other documents necessary to open commercial account and client's authorities to request facilities.
• Analyzing companies financial statements.
• Defining whether banks conditions meets client facilities requirements and securities available for the bank Permanent Supervision: including updating specific data provided by Head Office Dept such as Un-utilise facilities reports.
• Calculate accrued interest on Commercial Loans
• Follow up Insurance Policies, Trade License and other juridical documents
• Checking authorised and implements limits & interest rates as per credit terms and conditions
• Custodian of Securities