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Senior Relationship Manager

4 months ago

Manama, Bahrain Bank ABC Full time
Bank ABC seeks to recruit a Senior Relationship Manager - Trading in the Group Corporate Coverage Department based in our Head Office, in Bahrain.

The Senior Relationship Manager within the Trading Sector will be responsible to establish a holistic understanding of key Client's needs and offer innovative customized solutions, to work in collaboration with product specialists across the Bank and to build a portfolio of Client relationships - delivering "Bank to Client and Client to Bank".

The job holder will also be responsible to drive own performance to increase operating income and Risk Adjusted Relationship Returns across a designated area, successfully deepening existing customer business and on boarding New to Bank Customers (NTB) which provide a value add to the current revenue streams. The Senior Relationship Manager will be responsible for delivering and leveraging existing and new capabilities across the designated core market and sectors by offering a full range of solutions and services to clients. He/she 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 parameter.

Responsibilities of the role:

Reporting to the Co-Head of Corporate Coverage, the job holder will proactively originate new, and manage existing, relationships within the Designated Sector.

The job holder 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 job holder 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 job holder:

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

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

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 are closed within the agreed time frame

Areas of Knowledge, Qualification and Experience
  • Graduate, preferably at masters' level, and / or with 5-7 years of previous Coverage experience
  • Proven experience as a senior banker with relationship management experience and skills
  • Superior Banking product knowledge, to allow cross-selling of other ABC products
  • Strong credit analysis and credit administration skills
  • Ability to be flexible and to juggle multiple priorities, including business driven deadlines
  • People management skills, providing counselling and guidance to optimize utilization of resources and achieve results, focusing on developing team members to fulfil their potential
  • Demonstrated ability to maintain integrity, confidentiality and diplomacy under all circumstances
  • Sound knowledge of Lending, Trade Finance, Cash Management, Treasury, Debt and Capital Markets, Project Finance, Credit Analysis
  • Strong computer skills with capability to use spreadsheet, graphic and presentation packages to review and create professional materials
  • Developed communication skills to negotiate internally and externally at high levels
  • Skilled communicator who influences and negotiates with great latitude on outcomes
  • Strong work ethic and business acumen
  • Ability to act on own initiative, providing creative solutions
  • Excellent organizational skills
  • Ability to remain calm and perform well under pressure at all times