Senior Relationship Manager, Contracting Finance

JobsCloseBy Editorial Insights

Mashreq is seeking a Senior Relationship Manager, Contracting Finance in the United Arab Emirates to retain and win high value corporate relationships by originating and syndicating large project, trade and working capital financings, while providing leadership to the Structured Finance and Debt Markets team, onsite in the UAE. The role demands strong credit and legal acumen, deep product knowledge, and the ability to build influential relationships with decision makers across banks, financial institutions and corporates, plus a solid pipeline and cross sell capability. Ideal candidates have 8 to 12 years of relevant experience, preferably CA or MBA, with a proven track record of portfolio stewardship with risk discipline. To apply, tailor your CV to quantify wins, demonstrate leadership impact, and show market knowledge and collaboration across groups, aligning with Mashreq's challenger mindset.

Job Purpose
•    Maintain existing relationships, and solicit acceptable new relationships, by originating, structuring, participating, and syndicating large project/trade/working capital financing transactions to achieve pre-set financial / non-financial objective.
•    Provide leadership and guidance to the assigned Structured Finance /Debt Markets team

Key Responsibilities
•    Identify and segment target market, develop new business to broad base the portfolio, and implement the annual marketing plan.
•    Develop and maintain strong relationships with decision- makers in key Local/Regional/International Banks/Financial Institutions, Public shareholding companies, and capitalize on MashreqBank’s (MB’s) existing/target corporate commercial relationships, to originate business to meet financial targets.
•    Review the existing portfolio in a timely manner, establish appropriate account plan, and recommend appropriate credit facilities in line with the bank’s credit policy to maximize earnings while containing risks to an acceptable level, and achieve a satisfactory rating on portfolio quality and credit management processes.
•    Review and initiate policy changes, as necessary, to suit evolving business conditions.
•    Co-ordinate with concerned Groups and Divisions to ensure timely and efficient delivery of required services.
•    Keep up-to-date with the Market, Regulatory, Competitive Environment and Industry Conditions that may impact the marketing plan and the existing portfolio

Knowledge, Skills and Experience
•    Complete knowledge and clear understanding of the Bank’s credit policy and operating systems
•    Strong credit and legal knowledge and marketing skills mandatory
•    Through awareness of various financial products / services and knowledge of the Local/Regional/International debt markets.
•    Excellent communication & analytical skills with ability to perform team player.
•    Proven leadership qualities is an imperative, together with strong inter-personal and communication skills
•    A CA/MBA is preferred with minimum marketing/corporate experience of 8-12 years

• Review existing portfolio in a timely manner, recommend appropriate credit facilities in line with the bank's credit policy to maximize earnings while containing risk to an acceptable level, and achieve a satisfactory rating on portfolio quality and credit management processes.

• Formulate 'Relationship Strategy' & 'Account Plan' for each client and ensure establishment of appropriate penetration/cross-sell strategies to attain objectives per KPI.

• Develop strong working relations with all existing clients at the decision making level, to position MB as their preferred bank.

• Hands-on account management to ensure effective and timely delivery of the banks' services/products to clients through proactive interaction across the bank, to attain desired level of customer satisfaction.

• Maintain an active pipeline; focusing on 'new to bank' transactions / business.

• In-depth understanding of multiple product areas of the bank, thus having the capability to constructively engage with client senior management to drive new business opportunities

• In-depth knowledge of the Bank's policies and operating systems.

• Understanding of economic trends vis-à-vis understanding of regional / global financial markets.

• Strong credit and marketing skills along-with intuitive / judgment skills to evaluate risks beyond the obvious.

• Strong interpersonal and communication ability.

• Minimum 5 - 10 years of relevant experience is required.