Senior Relationship Manager

5 months ago

Manama, Bahrain Arab Banking Corporation Full time

**1. Job Purpose**:
To lead Oil and Gas coverage for the GCC region.
- Work with Global and Regional heads of Corporate to set the strategy for Oil and Gas sector across GCC.
- Build a portfolio of Oil and Gas/Petrochemical relationships across the GCCdelivering “Bank to Client and Client to Bank”.
- Strong understanding of key industry drivers and key credit issues.
- Establish a holistic understanding of key Client’s needs and offer innovative customized solutions.
- Work in collaboration with product specialists across the Bank.
- Manage all admin/credit related tasks/responsibilities for the portfolio.

Drive own and team (if applicable) performance to increase operating income and Risk Adjusted Relationship Returns across Oil and Gas sector in the GCC, successfully deepening existing customer business and on boarding New to Bank Customers (NTB) which provide a value add to the current revenue streams.

The incumbent is responsible for delivering on a cohesive customer strategy aimed at leveraging existing and new capabilities across the designated core market and sectors by offering a full range of solutions and services to clients.

The incumbent must work integrally and collaboratively with the Group’s wholesale banking product lines and manage the bank’s client centric coverage effort in order to achieve overall relationship financial targets within acceptable risk parameters.

**2. Principal Responsibilities, Accountabilities and Deliverables of Role**:
The incumbent will proactively originate new, and manage existing, relationships within Oil and Gas.

The incumbent will be responsible for establishing:

- **Account Strategy**: Existing or NTB customer’s global account plan and strategy
- **Revenue**: will be responsible for the global asset and liability growth, revenue / profitability generated regardless of product or geography booking for the Designated Area
- **Credit**: will establish, document, monitor and be the custodian of the credit Limits and will be accountable for managing the credit risk for the Designated Area
- **Calls**: will mark the Existing or NTB customer’s Global HO’s senior management with appropriate ABC management with an appropriate meeting / engagement / calling program.

For the above the incumbent will be recognized holistically for the revenue generated for the bank ensuring that all relationship managers work collaboratively to deliver a true global coverage solution to the customer.

The following four Dimensions of accountability will form the basis for a consistent evaluation of performance for the incumbent

1. Customers / Stakeholders

2. Leadership and Teamwork

3. Operational Effectiveness and Control

**Customers / Stakeholders**
- Build the Coverage platform value / reputation in the designated area of operation
- Establish a holistic understanding of Client’s needs and deliver customized solutions across all product lines
- Drive own / team performance (if applicable) across the existing and NTB customer portfolio in the designated area
- to deliver sustainable revenue growth
- effectively manage operating expenses
- grow the overall Client base
- increase Client’s share of wallet
- increase overall portfolio
- improve Client RAROC;
**Financial**:
increase operating income based on approved budgets from the portfolio by offering the Bank’s product suite leveraging cross border relationships if required

**Non-Financial**:
effectively manage Compliance, Audit and Reputational risk to ensure business continuity

**Develop**:
Trusted advisor relationships with key decision maker’s at various levels for the existing or NTB customer’s using own, the teams and the Banks’s various management levels

**Originate / Coordinate**:
originate leads (asset and liability), credit approve, document, monitor and execute in the designated area, the spectrum of Bank’s products and services by drawing on the bank’s product partners across the globe for efficient and tailored delivery

**Grow / Cross sell**:
strong internal relationships with product partners to grow the share of client wallet

**Product Knowledge / Mentor**:
maintain and build own and teams product knowledge of the Bank’s products and services for effective delivery

**Leadership and Teamwork**
- Understand and disseminate the designated area’s business strategy
- Lead by example: represent the ABC brand in the designated area enhance the Bank values and reputation in the market place

**Mentor and Coach **team and provide growth and career development

**Collaborate **with all colleagues and product partners to achieve the budgets as set out in the Client account plans

**Operational Effectiveness and Control**
- **Understand** and **disseminate** the Banks’ policies in the designated area
- **Implement** and **maintain** the Group Compliance Policy locally and regionally
- **Be aware** of the Operational Risk associated with the role
- **Ensure** all audit points raised

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