Area Manager – Business Banking

Job Purpose

The incumbent will be responsible for managing the overall business; running the centre as a profitable business unit with focus on portfolio growth & cross-sell, managing the centre team, ensuring compliance with UAE Central Bank, anti-money laundering regulations and internal bank policies and use discretionary powers, on a case-to-case basis, for approvals and waivers for Business Banking customers. Additional functions will include the following;

• Develop business plans in line with the overall Business Banking strategy to ensure that revenue, volumes and profitability targets are achieved I exceeded.
• Lead a team of Relationship Managers to achieve business targets.
• Groom and develop relationship managers capable of handling independent portfolios and delivering the business targets as per agreed objectives.
• Marshal and take responsibility for ensuring cross sales of packaged products to existing and new customers.

Main Tasks

• To be able to meet all the budgeted targets for revenue, profit, asset & deposit growth, customer acquisition etc
• To meet the revenue, volumes and utilization targets for assets (Funded & Non-FundedAssets)
• To meet the revenue and volume targets as prescribed by the segment to meet the liability targets by way of growing the existing portfolio.
• Drive and instill the right sales behavior in the Relationship Officers to get NTB business through quality accounts and funds.
• Maximize cross sales ratio within the portfolio
• Emphasize on Investment and Insurance sales
• Be solely responsible for maintaining the P&L of the respective centre.
• To be able to manage the team of RMs; provide direction to RMs to proactively manage existing portfolio of BB relationships and source new business and to analyzecredit proposals, maintain credit quality
• To be conversant with the full range of Business Banking products and services
• To be competent in discussing Business Banking offering to special customers
• Emphasis on the segments Branch Networking initiative.
• Close interaction with the top 15% of the customers keeping in line with the Key Account Management initiative of the segment.
• Maintain an on-going contact with customers to ensure targeted level of business for existing and incremental revenue and generate new revenue opportunities.
• Provide feedback and assistance to all areas within the bank to ensure that the voice of the customer and local requirements are incorporated into ongoing plans and initiatives.
• Overview customers service issues and closely interact with operations, technology and service quality order to ensure effective service levels.
• Ensure adherence to high levels of service quality and maintain customer complaints to lowest levels with respect to business volumes.
• Ensure RMs are trained towards customer interests and expectations.
• Set up service issue redressal mechanisms to address complaints.
• Groom and develop a team of Urns, RMs and ROs capable of handling portfolios and delivering results which exceed the set targets.
• Devise a career path for the high performers and mentor them towards the goals.
• To b fully aware of all policies relating to operational risk, sales processes, credit policy, anti-misselling, etc
• To be responsible for ensuring up-to-date compliance, KYC and profiling for each client as well as maintaining a high level of confidentiality at all times
• To be responsible for assessing customer risk, suitability of products and explaining appropriate products and services to meet client requirements
• To safeguard the reputation of Emirates NBD by employing best practices and acting in a professional manner at all times, to document all meetings and contribute to the reporting processes established in the unit
• To have full awareness of all policies and procedures issued in relation to credit lending, money laundering prevention and KYC
• To comply with the above policies on an ongoing basis and report any suspicious transaction(s) immediately
• To adopt an open and effective communication style and to be a strong team leader for the benefit of the overall team/unit
• Identify new revenue opportunities and obtain customer feedback on product and development.
• Undertake a disciplined product-oriented sales management approach to coach and develop the RMs to independently manage the sales process and enhance customer profitability.
• Maintain a professional and result oriented culture of performance.

Description of Knowledge / Skill etc.

• Graduate – preferably business/finance/accounting
• 6- 8 yrs of Banking experience preferably in a sales or relationship management role.
• Experience in client management.
• Indepth knowledge of banking operations
• Adherence to policies and procedures.
• Understanding of money markets and regulations.
• Knowledge of compliance regulations and risk management.
• Working knowledge of Trade Finance and Treasury.
• Goal oriented, focused, sales driven
• Team player, Initiative taker
• Confident. self starter, Leadership skill