Role Purpose:
To manage an assigned existing portfolio and a list of Target Market potential prospects for acquisition towards achieving financial targets (including but not limited to revenue / net income, volumes and cross-sell ratio) and overall customer satisfaction.
To be fully involved and primarily responsible for account strategy and business growth.
Key Accountabilities of the role
Relationship Management:
- Originate and introduce new-to-bank clients with value addition to the portfolio in terms of liability balances and possible assets booking.
- Manage the assigned relationships within the region aiming for portfolio growth.
- Achieve the assigned financial targets in line with the handled portfolio (e.g. total revenues, revenue from deposits and revenue for cash management & transaction banking) as well as targeted deposits volumes (CASA/Wakala Deposits).
- Ensure regular interaction with clients to address any banking/financial needs and increase ADIB wallet share.
- Conduct joint client calls with product partners (Treasury / GTB / ADIMAC / ADIB@WORK) as per the account plan to identify opportunities and deepen relationship.
- Negotiate for closure of deals within reasonable period or escalate to seniors for proper actions.
- Work closely with customer service unit to ensure that client’s day to day transaction needs are addressed.
Process Implementation:
- Develop account plans for each relationship and use it as a basis for regular client calling, conduct calls on each client at least quarterly.
- Document call memos in standard format capturing the contents of the meeting, opportunities for business development, client’s financial plan, etc.
- Ensure that all potential deals are recorded and updated in deals in pipeline report on a weekly basis.
- Consistently implement ADIB’s prospecting process, ensure that adequate follow up is made with prospects leading to new client acquisition.
- Ensure that all operational issues / troubleshooting are addressed to the satisfaction of customers.
Build Sector Expertise (i.e. Nonprofit organizations):
- Understand market and business trends and have a comprehensive understanding of nonprofit business models.
- Develop sector expertise, understand economics of industry & key levers.
- Help develop sector strategy, define target customers/customer types, key products to offer, key initiatives.
- Attend recommended trainings as well as seminars in cash management and fund raising.
Compliance:
- Ensure that activities are in full compliance of group policies and procedures including sharia requirements, central bank regulations, and other internal legal and compliance regulation at all times.
- Ensure the KYC/ODD of assigned portfolio is updated timely and manage the high-risk factors of the industry.
- Ensure satisfactory internal and external audit ratings.
Behavioral Competencies:
- Customer orientation.
- Communication.
- Quality orientation.
- Teamwork.
- Adaptability
- Technical knowledge.
- Information Gathering.
- Problem Solving.
- Decision Making.
- Initiative & Change.