Director Client Relationship Manager

Job Description

We seek a seasoned professional to lead our client relationship efforts. As Director Client Relationship, you will be instrumental in fostering strong partnerships with our clients, driving business growth and profitability.

Key Responsibilities:

• New Business Development: Originate new business opportunities with target clients across all banking products.
• Cross-Selling: Articulate the value-add services/products and distinguished qualities we have to offer existing and potential clients.
• Stakeholder Management: Work closely with stakeholders from Head Office and International locations to generate business leads.
• Client Management: Manage daily interactions with clients and provide superior service to improve clients' experience, grow assets, and liabilities, and maximize profitability.
• Opportunity Identification: Identify and develop cross-selling opportunities and increase the cross-sell ratio with key clients.
• Pitching and Negotiation: Pitch, review, negotiate, and conclude deals.
• Raising Liabilities: Play an active role in raising liabilities for the bank.
• Term Sheet and Document Preparation: Develop and execute Term Sheet, Information Memorandum, financial modeling, and mandate letter.
• Performance Management: Achieve individual and team financial performance targets.
• Risk Assessment: Examine and resolve credit, market, and operational risk aspects of transactions in collaboration with products and enablement Teams.
• Team Leadership: Motivate, Develop, and Coach team members.
• Credit Quality Maintenance: Maintain the credit quality of clients' relationships within the Portfolio to an acceptable level set by the Bank's standard.
• Credit Risk Mitigation: Identify early warning signs and take immediate remedial action to mitigate any potential credit risk.
• Excesses Regularization: Ensure that any excesses or over limit are regularized within a reasonable time.
• Account Planning: Ensure Account Plans are prepared and maintained for all key clients.
• Client File Management: Ensure all clients' files/documents are updated and well-maintained.
• Credit Review Submissions: Ensure all credit reviews are submitted on time and agreed conditions are met.
• Audit Compliance: Maintain a satisfactory audit on the portfolio.
• Learning and Development: Attend appropriate on-and-off-the-job training programs and ensure development and skill upgradation of team members.

Internal Collaboration:

• Develop a close working relationship with all departments/sub-departments, including Product partners (GCF, GTB, & Global Markets), Credit, Finance, Operations, Legal, CAD, Treasury, etc., which will directly contribute to the success of the overall performance of the Bank.

Client and Market Analysis:

• Conduct analysis on clients' financial health and needs as well as their industries/markets on a regular basis to identify lending, selling, and cross-selling opportunities.

Credit Approval:

• Collect credit requests and documents from clients and conduct initial analysis, acquiring and evaluating new accounts, structuring credit facilities, performing credit assessment of financial statements, cash flow projections, periodic credit reviews of existing accounts, and loan documentations.
• Prepare credit memoranda and other information relevant for the credit application package of new credit applications, annual reviews, and ad-hoc applications.
• Ensure the quality of the credit portfolio is maintained by reviewing proposals and identifying and assessing all risks inherent in credit exposures.

Continuous Improvement:

• Identify opportunities for continuous improvement of systems, processes, and practices taking into account 'international leading practice', improvement of business processes, cost reduction, and productivity improvement.

Policies, Systems, Processes, & Procedures:

• Follow all policies, processes, standard operating procedures, and instructions so that work is carried out in a controlled and consistent manner.

MIS and Reports:

• Prepare reports in a timely and accurate manner to meet the Bank's requirements, policies, and standards, and review MIS reports to keep track of performance vs. budgets.

Strategic Contribution:

• Ensure effective cascading of the business strategy to all colleagues to ensure vertical alignment and horizontal integration with other interfacing departmental strategies.
• Work with all Bahrain and HO stakeholders to develop the strategy, business plan, and tactics with the aim of increasing the Bank's share of the target clients' wallet and achieving target relationship returns.
• Keep close interaction with Product teams and other stakeholders to maximize business opportunities with clients and streamline execution of deals and strategies.

People Management:

• Act as a role model and drive adherence to organizational values and ethics by employees of the assigned department to foster a value-driven culture within the Group.

Budgeting and Financial Planning:

• Manage P&L responsibility of the assigned portfolio, achieving targets within defined budget levels.

Policies, Systems, Processes, & Procedures:

• Manage and ensure effective implementation of the policies, procedures, and controls covering all areas of assigned activity so that all relevant procedural/legislative requirements are fulfilled while delivering a quality, cost-effective service.

Client and Market Analysis:

• Participate in the financial analysis conducted on clients and their respective industries/markets to identify potential opportunities and risks.

Day-to-Day Activities:

• Assist the Executive Directors and Business Head in the day-to-day administrative and transactional activities to ensure continuity of work and the delivery of effective and high-quality outputs.
• Manage and follow up on KYC and compliance requirements in order to ensure consistency with the Bank's KYC and AML policies and regulatory requirements.

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