Relationship Manager - Real Estate

Job Purpose
The Relationship Manager will play a crucial role in maintaining and expanding our real estate client base in Dubai. With an in-depth knowledge of the market and financing products, you will structure financing requirements and assess credit risks. Your primary focus will be on deal origination, coordinating with clients and product teams, and optimizing credit limit utilization. Additionally, you will be responsible for credit risk assessment, preparing credit proposals, and ensuring compliance with bank policies and regulations.

Key Result Areas

• 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. The incumbent functions within identified market segments and geographical boundaries, and is required to adhere to the policies and guidelines set out in the Central Bank regulations/ MB’s internal credit, operational and risk management policies and manuals and operate within UAE legal system/Overseas legal (if applicable).
• Externally, the incumbent is required to liaise with the business and banking community and coordinate with Legal Counsels on work related to legal issues.
• Internally, the job holder has working relationships with the Treasury, Operations, Support Divisions, Retail Banking, and the Risk Management Division, to achieve / maximize business opportunities, contain risks, and ensure that the financial /non-financial objectives are met.

Knowledge, Skills & Experience:

• Candidate must have an in-depth understanding of the real estate (RE) market and financing product suite.
• Experience in managing RE clients, primarily in Dubai is a must.
• The individual must understand the risks associated with RE lending especially during various stages of RE Development.
• Ability to independently structure financing requirements whilst keeping in mind organizational lending policies is important.
• Knowledge of related legal infrastructure including the Escrow laws is a plus

Responsibilities

• Maintain and develop complex, multi-product group relationships with real estate clients.
• Originate new transactions and solicit acceptable relationships to achieve financial and non-financial objectives.
• Actively participate in deal origination efforts and coordinate with clients and product teams for mandate execution.
• Optimize credit limit utilization by facilitating transactions and addressing operational and documentation requirements.
• Conduct credit risk assessments, risk rating, and structuring of facilities for assigned corporate relationships.
• Prepare credit proposals and liaise with Wholesale Risk Management and Compliance to address risk and compliance queries.
• Review the existing portfolio and recommend appropriate credit facilities to maximize earnings and manage risk.
• Formulate relationship strategies and account plans for each client, ensuring effective penetration and cross-selling strategies.
• Develop strong working relationships with existing clients at the decision-making level to position MashreqBank as their preferred bank.
• Manage accounts proactively to ensure timely and effective delivery of the bank's services and products.

Qualifications

• In-depth understanding of the real estate market and financing product suite, with experience in managing RE clients in Dubai.
• Ability to independently structure financing requirements and assess risks associated with real estate lending.
• Knowledge of the legal infrastructure, including escrow laws, is an advantage.
• Strong credit, marketing, and intuitive/judgment skills to evaluate risks effectively.
• Excellent communication and interpersonal skills for building and maintaining client relationships.
• Proven track record in deal origination and transaction facilitation.
• Proficiency in using banking systems and tools for credit risk assessment and proposal preparation.
• Understanding of economic trends and regional/global financial markets.
• Ability to work independently and as part of a team, coordinating with various internal divisions.
• Minimum [insert years] of experience in a similar role within the banking industry.