Role Summary

As Senior Relationship Manager, you will be primarily responsible for managing on a day-to-day basis a portfolio of existing and potential Senior/large Corporate customers to meet assigned financial targets of assigned country location. Incumbent is expected to develop and profitably manage banking relationships for business customers within their geographic territory or industry/customer portfolio. This position functions as the primary resource for extension of the full range of bank products and services applicable to the business customer. These will typically include credit and deposit services, as well as international transactions or other specialized services

Role Description

Play a major role in the implementation of the strategies and plan to achieve all set volume, revenue and profit targets for the Corporate Banking function within the assigned country location and in accordance with QNB’s overall corporate budget and strategy.

Come up consistently with business ideas to help boost revenues

Develop Key Performance Indicators (KPIs) for the purpose of performance monitoring and quality measurement of the Corporate Banking Unit and monitor their achievements on periodic basis.

Observes and promotes cost consciousness and efficiency, and enhance productivity, to minimize costs, avoid wastes, and optimize benefits for the bank.

Act within the limits of the powers delegated to the incumbent and adheres to QNB policies. Delegates authority to the respective staff and monitor exercise of the same.

Develop and manage on a day-to-day basis potential corporate customers and assigned portfolio of existing customers to meet assigned financial and non-financial targets in compliance with established QNB credit policies, procedures and standards.

Build and maintain strong and effective relationships with all related functions / units to achieve assigned goals / objectives.

Responsible for the day to day management of the Relationship Manager (RM) and Assistant Relationship Manager (ARM).  Ensure appropriate direction of work and duties and that RM and ARM has relevant training and support.

Responsible for business development and origination as well as credit recommendations in favor of selected local and regional corporations

Provide timely and accurate information to the Head of Corporate & Institutional Banking and head office regarding credit and compliance issues in local and regional markets

Provide timely and accurate information to the external and internal auditors when required.

Prepare comprehensive credit proposals for new/prospect customers that adequately address all relevant risk factors and satisfy minimum acceptable standards of CPM.

At least one month before expiry, prepare comprehensive credit review for existing portfolio's that adequately address all relevant and current risk factors and the latest developments in the industry, market and business.

Stress and document periodic calling on customers to capture ongoing businesses and encourage reliance on QNB.

Stress account management to enhance utilization of lines.

Restrict excess/ casual facilities and maintain the relationship within the approved boundaries.

Identify and timely report on all negative events and early signals on potential problematic accounts/ relationships.

Obtain all requisite facility and account documentation to ensure each customer's file is current with valid legal documentation to secure/ protect the bank's interests.

Identify opportunities and resolve problems with customer relationships and coordinate appropriate measures with concerned departments to ensure consistent, timely and accurate delivery of products and services to assigned CB customers.

Coordinate with line departments and counterparts to communicate, discuss and resolve-problems in a teamwork fashion.

To assist customers in all their queries on Bank’s product and seek solution to their requests

Maintain activities in accordance with Service Level Agreements (SLAs) with internal departments/ units to achieve improvements in turn-around time.

Build and maintain strong and effective relationship with all other related departments and units to achieve the Group’s goals/objectives

Provide timely and accurate information to the external and internal Auditors, Compliance, Financial Control and Risk Functions as and when required

Comply with all applicable legal, regulatory and internal compliance requirements including, but not limited to, the QNB Country Compliance manual; Group Compliance Policies and Procedures (Anti Money Laundering & Counter Terrorist Financing, Sanctions Policy, Data Protection Policy, Fraud Control Policy, Whistle Blowing Policy, Conflict of Interest and Insider Dealing Policy).

in accordance with the Branch Governance manual, contribute to and comply with the Branch’s Risk Framework, consider Risk Appetite and promote a positive Risk Culture:

Understand and effectively perform your role under the Three Lines of Defence principle to identify, measure, monitor, manage and report risks.

Ensure systematic good outcomes for clients in accordance with Conduct Risk policy.

Support the framework of RCSA, KRI, Incident reporting and remediation, as appropriate, in accordance with the Operational Risk Management requirements.

Maintain appropriate knowledge to ensure to be fully qualified to undertake the role. Complete all mandatory training provided by the Bank and attain and maintain the required levels of competence.

Attend mandatory (internal and external) seminars as instructed by the Bank.

Ensuring high standards of data protection and confidentiality to safeguard commercially sensitive information. Maintaining utmost confidentiality with regards to customer and internal bank information obtained during the course of business and provide such information on a need to know basis only to Senior Management of QNB, Audit and Compliance functions, and relevant Regulators. 

Maintains high professional standards to uphold QNB's reputation and to strengthen its market leadership position.

All other ad hoc duties and/or activities related to QNB that management may request of the employee from time to time

Qualifications

University graduate (Bachelor’s Degree) preferably with a Major in Finance, Banking, Economics, Mathematics, or Business Administration (related field of study), Masters preferred

Excellent oral and written communication skills (including report writing) in English. Arabic, French or applicable local language highly desirable.

Ideal candidate should possess relevant relationship management experience built on sound credit background, typically with 8-10 years additional relevant banking experience

 

Required Special Skills:

• Good knowledge of the banking and commercial environment of the country.

• Ability to solve problems and adopt a hands-on role to meet financial targets.

• Computer literate able to compose own correspondences/ reports using bank standard applications.

• Good oral and written communication skills both in local and English language