Director - Client Relationship

Full Job Description

Job Description
Job Purpose:
To build, manage, maintain, and strengthen the business relationships with clients based in and out of Bahrain. This is to be achieved through deep understanding of the clients business and requirements, and through close collaboration with other stakeholders such as Products Partners, Credit, Legal, Finance, Ops, Risk, Compliance, and Treasury, etc. Main objectives are to meet the target revenues for the year at the accepted risk adjusted returns, and to ensure high client satisfaction and loyalty, while maintaining top scores for the portfolio credit quality.

Key Accountabilities
Client Relationship Management & Business Development
• Originate new business opportunities with target clients across all banking products
• Articulate the value-add services/ products and distinguished qualities FAB has to offer to existing and potential clients
• Work closely with all stakeholders from Head Office and the International locations to generate business leads
• Manage the daily interactions with clients and provide superior service to improve clients experience, grow assets and liabilities, and maximise FAB s profitability
• Identify & develop cross selling opportunities and increase the cross-sell ratio with key clients
• Pitch, review, negotiate and conclude deals
• Develop and execute Term Sheet, Information Memorandum, financial modelling, & mandate letter
• Achieve individual and team financial performance targets
• Examine & resolve credit, market, and operational risk aspects of the transactions in collaboration with products and enablement Teams
• Motivate, Develop and Coach team members
• Maintain the credit quality of the clients relationships within the Portfolio to an acceptable level set by the Bank s standard
• Identify early warning signs and take immediate remedial action to mitigate any potential credit risk
• Ensure that any excesses or over limit are regularised within a reasonable time
• Ensure Account Plans are prepared and maintained for all key clients
• Ensure all clients files /documents are updated and well maintained
• Ensure all credit reviews are submitted on time and agreed conditions are met
• Maintain a satisfactory audit on the portfolio
• Learning & Development Attend appropriate on and off the job training programs and ensure development and skill upgradation of team members
• Adhere to process KPI s and, ORM, BCP & Internal Audit requirements.
Credit Approval
• Collect credit request and documents from the 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 the 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.
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.

Desired Candidate Profile

Qualifications
Minimum Qualification:
• 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, & GM

Company Industry

• Banking
• Broking

Department / Functional Area

• Helpdesk
• Customer Service
• Telecalling

Keywords

• Director - Client Relationship

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