Senior Relationship Manager - SME Acquisition

About the role:

As a Senior Relationship Manager - Acquisition, you will be responsible for acquiring new SME banking relationships and driving business growth through the promotion of lending and transaction banking solutions. The role focuses on identifying and onboarding new-to-bank SME clients, building a strong sales pipeline, and delivering customized financial solutions across working capital, unsecured lending, trade finance, asset-backed lending, merchant POS financing, and other business banking products. Working closely with Credit, Operations, Compliance, and Product teams, you will ensure a seamless client acquisition journey while achieving portfolio growth and revenue targets.

What you will be doing:

• Acquire new SME customers and grow the bank's Business Banking portfolio.
• Generate new business opportunities through prospecting, networking, referrals, and market outreach.
• Promote SME lending products including Working Capital Finance, Trade Finance, Unsecured Business Loans, Merchant POS Lending, Asset-Backed Lending, and Commercial Loans.
• Build and manage a strong pipeline of new-to-bank prospects.
• Conduct client meetings to understand business requirements and recommend suitable banking solutions.
• Achieve assigned sales, revenue, and acquisition targets.
• Prepare and present financing proposals in line with customer needs and bank policies.
• Manage the end-to-end client acquisition and onboarding process.
• Ensure all KYC, compliance, and documentation requirements are completed accurately.
• Liaise with Credit, Operations, Product, and Compliance teams to facilitate approvals and onboarding.
• Build strong relationships with SME business owners and key decision-makers.
• Identify cross-sell and upsell opportunities across the bank's product suite.
• Monitor market trends, competitor activities, and industry developments.
• Maintain an active sales pipeline and update customer records regularly.
• Ensure adherence to regulatory requirements and internal policies.
• Deliver a high standard of customer service throughout the acquisition lifecycle.
• Participate in networking events and business forums to enhance market presence.
• Contribute towards portfolio growth, lending volumes, and fee income generation.
• Maintain portfolio quality while balancing growth objectives.
• Support the bank's overall SME acquisition and business development strategy.

What We're Looking For

Minimum Qualification:

• Bachelor's Degree in Business Administration, Finance, Banking, Economics, or a related field.

Minimum Experience:

• Relevant experience in SME Banking, Business Banking, Commercial Banking, or Corporate Banking.
• Proven track record in new business acquisition and relationship management.
• Strong understanding of SME lending and transaction banking products.
• Experience in business development and portfolio growth.
• Knowledge of credit assessment and financial analysis.
• Understanding of KYC, AML, and regulatory requirements.
• Strong negotiation, communication, and presentation skills.
• Ability to build relationships with SME owners and key stakeholders.
• Proven ability to achieve sales and revenue targets.
• Familiarity with CRM systems and Microsoft Office applications.
• English: Fluent (written and spoken) - required.
• Arabic: Proficiency is an advantage.

Preferred Skills:

• Strong networking and relationship-building capabilities.
• Excellent sales and business development skills.
• Customer-centric mindset with strong problem-solving abilities.
• Knowledge of the UAE SME market and business landscape is an advantage.

Responsibilities

• Acquire new SME clients through proactive outreach and networking.
• Understand client needs and provide tailored banking solutions across working capital, unsecured loans, merchant POS loans, asset-backed lending, and trade finance products.
• Build and maintain strong relationships with clients, ensuring their satisfaction and loyalty.
• Stay updated on market trends, competitor offerings, and industry regulations to provide the best advice and solutions to clients.
• Collaborate with internal teams, including credit, operations, and product specialists, to ensure a seamless client experience.
• Conduct thorough financial analysis and credit assessments to evaluate client eligibility and risk.
• Prepare and present proposals, financial models, and recommendations to clients, clearly communicating the benefits of our banking solutions.
• Negotiate and close deals, ensuring compliance with bank policies and regulations.
• Provide ongoing support and guidance to clients, addressing their queries and concerns promptly.
• Generate and maintain accurate records of client interactions, transactions, and performance.

Qualifications

• Bachelor's degree in Business, Finance, Economics, or a related field.
• Minimum 5 years of experience in SME lending or relationship management, with a proven track record of success.
• Strong sales orientation and a results-driven mindset.
• Excellent communication and interpersonal skills, with the ability to build rapport and trust with clients.
• Deep knowledge of SME lending products, including working capital, loans, and trade finance.
• Analytical skills and proficiency in financial analysis and credit assessment.
• Ability to work independently and manage a diverse portfolio of clients.
• Strong organizational skills and attention to detail.
• Proficiency in Microsoft Office and relevant banking software.
• Flexibility to travel for client meetings and events as required.