JOB DESCRIPTION
1.
Job Details
Job Title:
¤ Senior Relationship Manager
Grade:
¤
Department:
¤ CBG
Location:
¤ Varies
Direct Line Manager:
Date reviewed:
¤ Senior Area Manager - CBG
¤ April 2012
Expiry date:
¤ 30 April 2014
2.
Job Purpose
To develop Corporate business in line with UAB credit policy guidelines so as to achieve assigned goals & objectives according
to personal / team targets.
To manage / monitor the assigned corporate credit portfolio ensuring continuous management of credit risk and maximization
of profitability.
To lead & motivate the reporting relationship team members to achieve the team’s goals & objectives.
To assist Senior Area Manager & SVP - Head of Corporate, in administration & operations of CBG affairs in line with H.O.
instructions and memorandums.
•
•
•
•
3.
Job Dimensions
Volume of Staff Supervised (Direct
reports and Indirect/ dotted line reports)
Resources under control (eg, direct
budget, sales target, financial impact on
UAB results)
¤ Number will vary according to Area office (minimum 2 indirect reports)
¤ This role will contribute towards the achievement of the Area Corporate Financial
Sales target
¤ Performance reviewed on a regular basis by Senior Area Manager
¤ UAB credit policy
¤ Authority level and limits
4.
Organization Chart
SVP – Head of
Corporate
Senior Area Manager
Administration
Assistant
Senior Relationship
Manager
Relationship Manager
Senior Relationship
Officer
Relationship Manager
Corporate Support
Manager
Relationship Officer
Corporate Support
Officer
Note: the number of Senior Relationship Managers, Relationship Managers, Senior Relationship Officers and Relationship Officers reporting to
the Senior Area Manager will vary according to the Area office.
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5.
Job Accountabilities
Description
Performance Indicators
Business Development.
¤ To explore new business prospects & to strive for
collection of financial & other information and if found
feasible to advise Senior Managers so as to obtain
initial in-principle approvals.
¤ Develop business from existing customers.
Customers’ Relationship.
¤ To maintain a close contact with existing clients to
understand their banking needs, developments in state
/ modalities of their business and capitalize on
prospects of business growth.
¤ To take appropriate actions under guidance from Senior
Managers for interest of bank.
Credit Administration.
¤ To guide the team and to closely monitor the assigned
risk assets portfolio, so as to keep the portfolio regular
and avoid unauthorized excess over limit, expired limits
and overdue unpaid liabilities etc.
¤ To note any early warning signs in any account and
seek guidance from seniors for appropriate action.
Team Management / Leadership.
¤ To motivate the team members under his/her
supervision to act for collection of financial information
from customers for timely renewal of credit files,
perfection of securities, keeping their assigned
portfolios regular.
¤ To provide timely feed back for any notable
development in any account and also pass on any
information to capture new business.
¤ To infuse a desire among the team members to extend
all possible supervision / cooperation to Operations staff
in addressing customers’ services related issues
especially for corporate clients.
The Business Target Figures.
¤ After obtaining credit approvals to ensure that customers use
credit lines and pass required level of business / turnover etc so
that the business levels meet the targeted figures.
¤ The monthly Financial Reports provided by H.O. & Marketing
Pipe Line Reports to evidence rate of success.
Customers’ Contact Records.
¤ To document all notable developments / discussions during
customers’ meetings / visits, for seniors’ review which, may be
useful to give direction to bank to take desired course of action.
¤ The frequency of contacts / visits to be appropriate on a case to
case basis.
6.
No Irregularity.
¤ The assigned credit portfolio of the team under his / her
supervision to remain regular as far as possible. Desired
regularity level 100% and minimum acceptable level 90%.
¤ The related exception reports like EOL, Expired Limits and
unperfected securities etc to evidence.
Overall Health of Credit Portfolio / Customer Services.
¤ The concerned team members to timely prepare all new /
renewal credit proposals, technical authorizations for temporary
transactions etc and after getting necessary approvals securities
to be perfected.
¤ Efforts to be made to keep all the accounts regular as far as
possible via close monitoring.
¤ The related MIE listings and / or related reports would provide
measure of performance.
¤ The team members to coordinate with Operations for services
issues and an overall customers’ feedback to evidence level of
success.
Main Challenges
¤ In addition to the normal duties of a Relationship Manager, this role also has indirect responsibility for
Job context
Problem solving &
Innovation
a minimum of 2 support staff (Senior Relationship Officer and Corporate Support Officer)
¤ It is also likely that the job holder will be responsible for some of the most important Corporate clients
¤
¤
¤
¤
¤
Client relationships/
Interpersonal skills
¤
¤
in the Area office
To understand Client requirements and to identify suitable business development opportunities
Identifying early warning signs of issues in client accounts
Translating/adapting non-standard client requests to meet the Bank’s operating procedures
The job holder must develop and maintain effective working relationships with clients, including
visiting their offices and factories to promote business development and maintain visibility on the
health of credit risks (in line with the standard policy guidelines of bank.
Able to articulate the customer’s requirements and to demonstrate moderate influence and persuasion
to capitalize on prospects for business development
Creates positive and results focused working environment amongst Relationship Officers and
Customer Support Officers,
Able to communicate effectively with a wide range of internal employees from Branch management, to
Risk and Operations departments
Internal working relationships
¤ Routine correspondence with colleagues in CBG, Risk Management and Operations. Escalation of
non-routine/exceptional matters to Senior Managers
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JOB DESCRIPTION
External working relationships
¤ Contact new business prospects; Regular written/verbal communication with existing customers.
Risk management
Planning &
Organizing
This role is responsible for:
¤ Understanding the Bank’s Credit risk policy
¤ Closely monitoring the assigned risk assets portfolio, to keep the portfolio regular and avoid
unauthorized excesses over limit, expired limits and overdue unpaid liabilities etc.
¤ Noting any early warning signs in any account and to seek guidance from Senior Area Manager for
appropriate action.
¤ Plan regular client visits and calls.
¤ Conduct regular monitoring of assigned portfolio.
¤ Completes periodic reports to management
¤ Manages own time to ensure completion of assigned tasks
¤ Manages the time/priorities of Relationship Officers and Customer Support Officers
7.
Qualifications, Experience & Skills
Essential
Desirable
Qualifications:
¤ Bachelor Degree in Finance / Accounting
¤ MBA
¤ Post-Graduate qualification in Finance,
Experience:
¤
Job Specific Skills:
¤
¤
¤
¤
Generic Skills/Requirements:
Competencies:
from a recognized international education
institute
Knowledge and experience of banking
operations and branch network processes
Strong sales track record
Sound knowledge of credit appraisal
techniques
Strong capability to interpret financial
statements / balance sheets / cash flow
statements etc.
Good knowledge of trade finance related
products / procedures
¤ Good understanding of general banking
operations.
¤ Excellent inter-personal relationship skills
¤ Good PC Skills, MS Office products.
¤ Good communication in English - verbal and
¤
¤
¤
¤
¤
written.
Influence and Persuasion – able to develop
effective customer relationships; through
adopting a consultative sales approach, able
to attain sales objectives
Results orientated - objectives and goals
focused and result oriented.
Drive - self motivated and proactive.
Commercially focused - ability to
understand the market developments and
customer specific business dynamics.
Leadership Skills/Team management ability to lead and manage the relationship
staff to meet challenges and time deadlines
for required tasks.
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Accounting or Commerce
¤ 7-8 years Corporate Banking
experience
¤
¤ Understanding of local market and
competitor activity
¤ Arabic an advantage
¤ Proven ability to interact effectively with
all levels of Employees, Customers and
Business Associates
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JOB DESCRIPTION
8.
Approvals
Input : Line Manager / Dept. Manager
_________________________________
Signature
Ratified : Human Resources
___________________
Date
_________________________________
Signature
Approved : General Management
___________________
Date
_________________________________
Signature
___________________
Date
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