Senior Corporate Banking Relationship Manager

Client Relationship Manager Role Summary:

• We seek an experienced Client Relationship Manager to join our team and manage key client relationships, with a focus on growing assets and liabilities.

Job Responsibilities:

• Originate new business opportunities with target clients across all banking products
• Articulate the value-add services/products and distinguished qualities we have to offer existing and potential clients
• Work closely with all stakeholders to generate business leads
• Manage daily interactions with clients and provide superior service to improve clients' experience, grow assets and liabilities, and maximise profitability
• Identify and develop cross-selling opportunities and increase the cross-sell ratio with key clients
• Pitch, review, negotiate, and conclude deals
• Play an active role in raising liabilities for the bank
• Develop and execute term sheets, information memoranda, financial modelling, and mandate letters
• Achieve individual and team financial performance targets
• Examine and resolve credit, market, and operational risk aspects of transactions in collaboration with products and enablement teams
• Motivate, develop, and coach team members
• Maintain the credit quality of clients' relationships within the portfolio to an acceptable level set by our standard
• Identify early warning signs and take immediate remedial action to mitigate potential credit risk
• Ensure excesses or over limits are regularised within a reasonable time
• Prepare and maintain account plans for all key clients
• Update and maintain all clients' files/documents
• Submit credit reviews on time and agree conditions
• Maintain a satisfactory audit on the portfolio
• Attend on- and off-the-job training programs and ensure development and skill upgradation of team members
• Adhere to process KPIs and ORM, BCP, and Internal Audit requirements

Internal Collaboration:

• Develop a close working relationship with all departments/sub-departments, including product partners, credit, finance, operations, legal, CAD, and treasury, which will directly contribute to 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 assessments of financial statements, cash flow projections, periodic credit reviews of existing accounts, and loan documentations
• Prepare credit memoranda and other relevant information 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 our 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 maximise business opportunities with clients and streamline execution of deals and strategies

People Management:

• Act as a role model and drive adherence to organisational 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

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 day-to-day administrative and transactional activities to ensure continuity of work and delivery of effective and high-quality outputs
• Manage and follow up on KYC and compliance requirements to ensure consistency with our KYC and AML policies and regulatory requirements

Qualifications:

• Bachelor's degree in finance or related discipline
• Professional qualification is preferred

Minimum Experience:

• At least 10 years of relevant experience in corporate and commercial banking and client relationship management with multinational banks, preferably managing a portfolio driven by assets and liabilities
• Strong knowledge of corporate and commercial banking product in general under GCF, GTB, and GM

Knowledge, Skills, and Attributes:

• Knowledge of Bahrain's banking industry
• Extensive contacts within Bahrain for business development within Bahrain and outside
• Proven track record of success in identifying, structuring, and delivering financing solutions to a diverse client base
• Strong marketing, client relationship management, and presentation skills
• Ability to communicate effectively with clients and internal stakeholders
• Awareness of market trends and dynamics
• Experience in the entire credit process from deal acquisition to conclusion (including documentation)
• Strong in Credit Risk and Financial Risk analysis
• Work ethics and passion for excellence
• Ability to perform under pressure and within tight deadlines
• Ability to work independently and collaboratively as a team player and highly adaptable to changing needs of internal and external customers
• Strong leadership skills