Senior Corporate Relationship Manager - Corporate Deposits

The Senior Relationship Manager (SRM) is responsible for facilitating business growth through sale of liability products including building profitable client relationships, maintaining effective deposit portfolio management and standards of service quality in compliance with applicable policies and procedures.

The Relationship management (RM) team is fundamental to the Deem’s growth strategy, establishing long term and sustainable relationship with corporate customers especially in the SME space in the UAE. SRM’s act as consultants to their corporate customers and HNWI, advising them on business solutions that aid their customers to maximise their business potential. SRMs are well-versed with the Corporate/SME businesses and have keen business acumen of SME industries, allowing them to offer Cash Management, deposit, and lending solutions to their clients while ensuring adherence to Banks policies, ethics, and code of conduct.

SRMs will be supported by the RMs, Junior RM’s, SME product management team and the operations team. They own customers experience and ensure strict adherence to product pre-sales, sales, and post sales processes.

Key Performance Indicators

Delivered Business Value

• Achieving and exceeding liquidity and lending monthly targets set by Deem management.
• Hunting and cultivating strategic relationship with existing and new to Deem clients on a monthly.

Customer Experience

• Client satisfaction with quality service provided.
• Customer retention.
• Quick response time.
• No complaints received.

Compliance adherence

• Ensuring values and behaviors are to the highest standard as set by Deem.
• Ensuring compliant with all regulatory requirements including training and conduct standards.

Team Management

• Supervising the RM’s and Junior RM’s assigned to them.
• Ensuring the RM’s delivers their target on individual level.
• Ensuring team targets are met.
• Assisting the RM’s in their clients’ meetings

Job Responsibilities

• Develop strategies for hunting and acquiring new to bank clients by forging deep and long-term relationships.
• Identify potential deposit customers and develop diversified liability portfolio to achieve individual & liability sales team targets.
• Understand clients’ business and financial needs and able to match that with the products/solutions to meet the needs.
• Prepare client/sales plans to ensure each relationship is managed according to client’s needs and potential, regularly reviewing the client portfolio to assess future needs and ongoing fee/income potential.
• Be a primary point of contact with all applicable deposit clients.
• Ensure effective market and client coverage.
• Maintain steady growth in market share.
• Work closely with assets, products, marketing and other channels for lead generation, relentlessly following up and closing out leads.
• Manage relationship with HNWI proprietor.
• Identify SME corridors in UAE and work on the prospects to raise deposits and offer financial solutions.
• Negotiate with clients to book profitable deals for the Deem.
• Take care of all the regulatory requirements and working within the compliance framework of the organisation.
• Identify opportunities to cross sell other Deem products and develop investment product knowledge to strengthen the sales efforts.
• Ensure team is achieving pre-defined portfolio benchmarks.
• Meet internal service standards and ensure no service-related complaints are received from customers.
• Ensure team is maintaining service standards.
• Ensure compliance in sales, service, and delivery to customer particularly in context of Know Your Customer (KYC) & Anti Money Laundering (AML) in accordance with KMBL policies.
• Monitor & evaluate performance of team.
• Ensure that business risks and controls are well managed.
• Uphold company values throughout business practices and utilise sound judgment in decision making.
• Any other additional duties as may be required by management based on needs of the business.

Role Key Dimensions

• Effective relationship management skills.
• Follows a customer centric approach within the compliance limits defined for the organisation.
• Follows a persistent approach.
• Can take initiative.
• Excellent inter-personal skills
• Has the ability to manage during stressful situations.
• Ability to understand the product and provide available solutions to the customers which match their needs.
• Working with the Products team to review the products according to the market needs.
• Results oriented individual.
• Excellent in building relationships, pursuing customers, and maintaining a personal connection with the clients.
• Entrepreneurial ability to develop business avenues for the organization.
• Self-starter drives initiatives and is a team player.
• Excellent time management skills.
• Able to build win-win situations for the customer & organisation.
• Ability to articulate with conviction.
• Excellent persuasive skills.
• Strong comprehension ability.
• Sound negotiation skills.

Role Specifications

• Postgraduate/Graduate in Finance/marketing or related field.
• Multi-lingual – Arabic speakers preferred.
• 7-10 years’ sales/business development experience with a minimum of 5 year’s work experience with SME/Business loans in the UAE.
• Should be well-versed with the SME, Wealth Management and Deposit market.
• D2D Sales.
• Cold calling expert.
• Banking background.
• Hardcore sales.
• UAE experience will be required.