Job Summary

1. The incumbent will be primarily responsible for providing effective support to the SME Sales team.

2. His key role includes, but is not limited to the following:

• Proactively marketing solicitation of SME relationships for both Assets & Liabilities.

• Ensure implementation of a marketing plan as per agreed objectives.

• Ensure quality of portfolio is satisfactory

• Act as one-stop solution for all such customers’ requests / needs.

• Managing & developing existing & new relationships within the delegated authority and in accordance with QNB credit policies and procedures.

• Closely work with his senior team members to develop and expand the bank’s corporate business from existing corporate customers and new relationships in line with the bank’s strategy.

• Prepare credit proposals, starting from negotiation stage with the customers until limit booking.

• Coordinate with other departments to ensure smooth operations of the accounts.

Main Responsibilities

A. Shareholder & Financial:

- Provide inputs to his line manager in developing and implementing strategies and plans to achieve all volume, revenue, and profit targets for the SME segment.

- Proactively support his line manager in the development of Key Performance Indicators for the purpose of systematic performance monitoring and quality measurement of the department’s function, customer portfolio development and the monitoring of achievements.

- Ensure proper monitoring and achievement of Key Performance Indicators on periodic basis.

- Ensure upholding and monitoring full compliance with prevailing best corporate banking practices.

- Implements KPI’s and best practices for Senior Manager SME Relationship Management

- Promote cost consciousness and efficiency and enhance productivity, to minimise cost, avoid waste, and optimise benefits for the bank.

B. Customer (Internal & External):

- Be highly responsive to customers’ needs & ensure client satisfaction

- Ensure high quality of portfolio in order to avoid direct credit losses.

- Act as the single point of contact for servicing all needs/ queries

- Provide input to his line manager to support the development of tailored product solutions for QNB SME clients

- Build and maintain strong and effective relationship with all other related departments and sections to ensure timely processing and resolution of the needs/ queries of the SME customer base including any related operational issues and thereby facilitate achievement of the Group’s goals/ objectives.

- Service the needs / queries of the customers under the team’s portfolio.

- Liaise with customers for their day-to-day banking requirements

- Ensure customers are well informed of their facilities and other matters

- 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/effective relationships with related departments/units to achieve the Group’s objectives.

- Provide timely/accurate data to external/internal Auditors, Compliance, Financial Control and Risk when required.

C. Internal (Processes, Products, Regulatory):

- Implement marketing plan to identify corporate relationships.

- Monitor credit quality of the portfolio for risk recognition.

- Provide timely and accurate information to the internal auditors and the Compliance function as and when required on the SME customer base.

- Prepare periodic Management and Business Information reports.

- Maintain good understanding of the existing credit policy of the bank.

- Develop good understanding of QNB SME product offering

- Focus on managing relationships:

1. Act as key point of contact for SME clients in the portfolio

2. Directly responsible for handling corporate borrowing portfolio growth, quality and profitability

3. Proactively review the financial situation of clients and provide advice on product solutions for their banking needs

4. Strengthen existing relationships with clients in the portfolio through regular visits

5. Develop and manage on day-to-day basis existing relationships to meet assigned financial and nonfinancial targets, in compliance with established QNB credit policies, procedures and standards.

6. Target prospect corporate customers and explore new business opportunities to meet assigned financial and non-financial targets, in compliance with established QNB credit policies, procedures and standards.

7. Process new credit applications, renewals and any other requests for new and existing customers in coordination with his senior team members, while addressing adequately all relevant and risk factors and latest developments in the industry, market and business

8. Liaise with other departments within the bank for customers’ transactions.

9. Maintain high credit documentation standards,

10. 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.

11. Gather all relevant information required to make credit decisions

12. Develop understanding of the SME banking market in Qatar, identifying key trends, regulations, clients’ needs and the activities of competitors

D. Learning & Knowledge:

- Planning, organizing and controlling, prioritizing and planning work activities, using time efficiently.

- Possess a good knowledge of corporate banking products, legal, documentation & regulatory requirements

- Proactively identify areas for professional development of self and undertake development activities.

- Seek out opportunities to remain current with all developments in professional field.

E. Legal, Regulatory, and Risk Framework Responsibilities:

- Comply with all applicable legal, regulatory and internal compliance requirements including, but not limited to, Group Compliance Policies and Procedures (AML & CTF, Sanctions Policy, Data Protection Policy, Fraud Control Policy, Whistle Blowing Policy, Conflict of Interest and Insider Dealing Policy).

- 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 full qualification to undertake the role.

- Complete all mandatory training provided by the Bank, attain, and maintain the required levels of competence.

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

F. Other:

- Ensure high standards of data protection and confidentiality to safeguard commercially sensitive information.

- Maintaining utmost confidentiality concerning 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.

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

- All other ad hoc duties/activities related to QNB that management might request from time to time.

Education and Experience Requirements

- University graduate (Bachelor) preferably with a Major in Marketing, Banking, Finance, Accounting, Economics, Business Administration (related field of study), [“Masters preferred.”]

- At least 8 years of relevant experience, preferably within a highly rated international bank.

- Excellent oral and written communication skills (including report writing) in English and Arabic.

- Good interpersonal and presentation skills.

- Understanding of the relevant laws, regulations, and practices.

- Ability to make decisions and follow through with initiatives.

- Personal integrity and self-management.

- Planning, organising, and analytical ability.

- Results oriented.

- Strong analytical skills and the ability to communicate both verbally and in writing with all levels of management.

- Decision making skills.

- Problem solving skills.

- Good track record in sales and client service .

- Awareness of risk management concepts and practices.

- Good knowledge of SME banking products.