Senior Relationship Manager
Kuwait Finance House - Egypt · Bahrain
KEY RESPONSIBILITIES:
Business Development & Client Acquisition
- Identify, target and originate new corporate banking relationships, with particular focus on established corporates and major business groups.
- Develop and execute account and relationship strategies to grow the Corporate Banking portfolio.
- Maintain an active pipeline of new-to-bank prospects and convert opportunities into sustainable, profitable relationships.
- Leverage existing market relationships and regional/GCC networks to generate new business opportunities.
- Conduct regular client meetings, business reviews, site visits and market engagement.
- Identify opportunities across financing, trade finance, transaction banking, deposits, cash management, treasury and other banking solutions.
- Increase the Bank’s wallet share with existing customers through effective cross-selling and relationship penetration.
Relationship & Portfolio Management
- Act as the primary relationship owner and point of contact for assigned corporate customers.
- Develop a comprehensive understanding of each client’s business model, industry, ownership structure, strategy, financial position and banking requirements.
- Prepare and maintain relationship/account plans for key customers.
- Monitor utilization, profitability, deposits, cross-sell penetration and overall relationship returns.
- Maintain regular senior-level engagement with clients and proactively address their banking requirements.
- Ensure high standards of client service while protecting the Bank’s commercial and risk interests.
- Manage customer retention and identify early opportunities or threats within the portfolio.
Credit Analysis & Financial Assessment
- Undertake comprehensive financial statement and credit analysis, including assessment of profitability, cash flows, leverage, liquidity, debt-servicing capacity and key financial ratios.
- Understand and assess corporate structures, business models, industries, management quality and key credit risks.
- Prepare high-quality credit applications, annual reviews, interim reviews and facility proposals.
- Recommend appropriate facility structures, limits, pricing, tenor, security and financial covenants.
- Demonstrate the ability to assess and structure working capital, bilateral financing, trade facilities, term financing and other corporate credit solutions.
- Monitor customer performance, covenant compliance, account conduct and early-warning indicators.
- Ensure timely renewal of facilities and completion of all required credit documentation.
- Work closely with Credit/Risk while maintaining clear ownership of the commercial proposition and credit rationale.
Product & Cross-Selling
- Originate and cross-sell the Bank’s full suite of Corporate Banking solutions, including:
- Coordinate with product specialists to develop tailored solutions based on customer requirements.
- Maximize customer profitability and wallet share while maintaining appropriate risk-adjusted returns.
Portfolio Performance & Risk Management
- Manage the assigned portfolio against agreed revenue, profitability, asset, liability, cross-sell and credit-quality targets.
- Monitor facility utilization, excesses, past dues, documentation deficiencies and other portfolio exceptions.
- Conduct annual and periodic relationship reviews within prescribed timelines.
- Identify deterioration or emerging risks at an early stage and initiate appropriate corrective actions.
- Maintain strong asset quality and ensure that portfolio growth remains within the Bank’s risk appetite.
- Maintain accurate and up-to-date customer, facility and account information.
Compliance & Governance
- Ensure full compliance with applicable regulatory requirements, KYC/AML standards, sanctions requirements and internal policies.
- Maintain compliance with Sharia principles applicable to Islamic banking products.
- Ensure customer documentation, facility documentation and approvals remain valid, current and complete.
- Adhere to the Bank’s delegated authorities, credit policies, risk appetite and governance framework.
Academic Qualifications – Minimum Requirement
- Bachelor’s degree in finance, Banking, Accounting, Economics, Business Administration or a related discipline.
- Professional credit, banking or financial-analysis qualifications are an advantage.
Minimum Experience
- Minimum 5–8 years of relevant banking experience, with meaningful experience in Corporate Banking relationship management.
- Proven track record in originating, developing and managing corporate banking relationships and portfolios.
- Demonstrated experience in corporate credit assessment and financial statement analysis.
- Strong understanding of corporate financing structures, working-capital requirements, trade finance and transaction banking solutions.
- Demonstrated ability to prepare and present high-quality credit proposals.
- Strong commercial orientation with proven ability to generate new business and deepen existing relationships.
- Strong Bahrain/GCC corporate banking experience is preferred, with regional GCC exposure considered a significant advantage.
- Existing corporate market relationships/network within Bahrain and/or the wider GCC would be highly desirable.