Relationship Manager- Community Banking

Role       : Relationship Manager- Community Banking
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 not limited to revenue / net income, volumes and cross-sell ratio) and overall customer satisfaction. 

To be fully involved and primarily responsible for account strategy and business growth. 
    
Key Accountabilities of the role      
Relationship Management: 

• Originate and introduce new-to-bank clients with value addition to the portfolio in terms of liability balances and possible assets booking.
• Manage the assigned relationships within the region aiming for portfolio growth. 
• Achieve the assigned financial targets in line with the handled portfolio (e.g. total revenues, revenue from deposits and revenue for cash management & transaction banking) as well as targeted deposits volumes (CASA/Wakala Deposits). 
• Ensure regular interaction with clients to address any banking/financial needs and increase ADIB wallet share.
• Conduct joint client calls with product partners (Treasury / GTB / ADIMAC / ADIB@WORK) as per the account plan to identify opportunities and deepen relationship. 
• Negotiate for closure of deals within reasonable period or escalate to seniors for proper actions.
• Work closely with customer service unit to ensure that client’s day to day transaction needs are addressed. 

Process Implementation: 

• Develop account plans for each relationship and use it as a basis for regular client calling, conduct calls on each client at least quarterly. 
• Document call memos in standard format capturing the contents of the meeting, opportunities for business development, client’s financial plan, etc.
• Ensure that all potential deals are recorded and updated in deals in pipeline report on a weekly basis. 
• Consistently implement ADIB’s prospecting process, ensure that adequate follow up is made with prospects leading to new client acquisition. 
• Ensure that all operational issues / troubleshooting are addressed to the satisfaction of customers. 

Build Sector Expertise (i.e. Nonprofit organizations): 

• Understand market and business trends and have a comprehensive understanding of nonprofit business models. 
• Develop sector expertise, understand economics of industry & key levers. 
• Help develop sector strategy, define target customers/customer types, key products to offer, key initiatives. 
• Attend recommended trainings as well as seminars in cash management and fund raising. 

Compliance:

• Ensure that activities are in full compliance of group policies and procedures including sharia requirements, central bank regulations, and other internal legal and compliance regulation at all times. 
• Ensure the KYC/ODD of assigned portfolio is updated timely and manage the high-risk factors of the industry. 
• Ensure satisfactory internal and external audit ratings. 

Behavioral Competencies: 

• Customer orientation.
• Communication.
• Quality orientation.
• Teamwork.
• Adaptability
• Technical knowledge.
• Information Gathering.
• Problem Solving.
• Decision Making. 
• Initiative & Change. 

Specialist Skills / Technical Knowledge Required for this role:
 

• Strong understanding of cash management products and banking operations. 
• Very good knowledge of local UAE market, especially Dubai & NE region.
• Strong technical and analytical skills. 
• Customer service oriented. 
• Strong marketing skills