Relationship Manager - Trade Working Capital

FAB, the UAE's largest bank and one of the world's most secure financial institutions, is dedicated to creating value for its employees, customers, shareholders, and communities. Through innovation, agility, and differentiation, FAB is committed to fostering growth.

We are looking for top talent and your success is our success. Accelerate your growth as you help us reach our goals and advance your career. Be ready to make your mark a top company, in an exciting and dynamic industry

Job Purpose:

SME & Mid-Market Companies play a significant role in driving the economic health of the UAE and specifically Dubai market and represent the majority of business in the economy. As the world continues to become more connected, SME’s will increasingly become international and that FAB is better placed to meet their needs by increasing strength to support domestic matured businesses. The jobholder will prepare a self-development plan, agree it with Line Manager and work progressively towards achieving it. Seek best practices from other peers and colleagues. Would be required to attend training sessions as planned by management. Should have a strong ability to provide direction in assessing and capturing customer needs and opportunities effectively within the existing, new and prospective customer base. To drive best practice in lending and risk policies ensuring this remains in line with FAB practices

General Accountability:

Sales and Financial:

• Increase depth and breadth of Relationship with existing customers.
• Increased sales volumes/ market shares in target market.
• Utilization of limits for the new approved limits.
• Number and quality of Credit Applications processed.
• Response & Turnaround Times of Customer requests & processing business applications.
• Alignment of structure & pricing of the proposed limits with customers’ needs.
• Establishment of an efficient customer-focused approach representing a strong competitive edge.
• Increase share of high-end market and quality business within assigned segment.
• By using the existing borrowing clientele’s suppliers & buyers, creating new borrowing relationship to the bank
• To develop and manage the portfolio of the company for Corporate/ Commercial Financing.
• Provide customers with accurate and timely information on products and reveal the benefits affecting their businesses.
• Actively source business from prospects and follow up on sales leads within designated market segments.
• Plan visits to existing and new prospective clients in coordination with GTx and FX team.
• Identify and forward sales leads to other areas in the Bank for cross-selling.

Risk Management:

• Prepare Credit Application (CA), analyze financial statements, and make it ready for approvals.
• Ensure CA’s for new clients and renewals for existing clients are correctly prepared in accordance with the bank policies and regulation framework.
• Recognize early warning signals of unsatisfactory account conduct and pursue the collection of past due loans.
• Assess the financial and business risks involved in lending to particular businesses, mainly by looking at the Company’s competitive position within its industry, its strategic direction, management quality and its financial profile.
• Identify and analyze the areas of potential risk threatening the assets, earning capacity or success of Organizations in various business fields.
• Pro-actively manage the assigned portfolio risk by ensuring timely renewal of accounts within the applicable time standards, provided all required information is available.

Profitability & Expense Control:

• Ensure effective utilization of limits to maximize profitability.
• Regularly monitor MIS reports for FX and Trade Working Capital revenues and utilizations.
• Continuously seek to increase revenue margins from customers.

Customer Service & Service Level:

• Whenever needed, contact customer service groups and processing units to ensure satisfactory service standards are met.
• Operations and Process responsibilities.

Activities / Operations:

• Discuss credit packages with respective Credit Team and approving authorities if needed.
• Establish and maintain a close working relationship with Credit Division/ Credit Administration.
• Understand customer’s financial needs & initiate formulation of written proposals to fulfill these needs with bank’s products within the general guidelines of Business Banking and regulating authorities
• Review credit analysis and add high standard qualitative comments.

Compliance:

• Compliance with bank related policies and procedures, and Business Banking standards in structuring & pricing of limits.
• Adhere and comply with bank’s internal applicable policies and procedures as well as governing regulations issued by concerned authorities.
• Cooperate and facilitate work of internal audit and risk management to address gaps, and respond to audit reports within agreed deadlines
• Monitor money laundering activities and coordinate remedial actions with management.

The day-to-day responsibilities of the proposed role will include, but not limited to:

Knowledge

• Strong understanding of financial statement analysis, conducting due diligence for lending cases, ability to risk assessment.
• Strong knowledge of Trade Finance and Real Estate Finance products.
• Good understanding of market best practices and dynamics including demographic factors, competitor products and services.
• Strong understanding and working knowledge of SME banking and related regulations.
• Understands legal structures consistent with different type of businesses. Skills & Behaviors.
• Proven ability to communicate and influence at different levels and to a variety of audiences.
• Proven achievement of meeting or exceeding sales targets. Having a sales hunting mindset.
• Able to evaluate, analysis, draw conclusions and develop insightful recommendations and solutions.
• Strong entrepreneurial / commercial / business acumen with an understanding of wider economic issues.
• Proven ability to build and maintain strong customer relationships.

Frameworks, Boundaries & Decision-Making Authority:

• Functions within the framework and boundaries of Group policies as well as overall organizational and governance frameworks.
• Authorized to take decisions as per the approved authorization matrix.

Minimum Qualification

University Degree - MBA / PGDM / CA / CFA or similar certification preferable.

Minimum Experience

• 5-8 years’ relevant experience in the banking sector with at least 4 years in similar positions of progressively increasing managerial responsibilities in the Business Banking function.
• Trade Working Capital Experience is a must; Real Estate Financing Experience will be valuable as well.