Vice President – Corporate Relationship Management

Job Summary

The incumbent will be primarily responsible for managing on a day-to-day basis a portfolio of existing and potential Senior/large corporate customers to meet assigned financial targets of assigned country location. Incumbent is expected to develop and profitably manage banking relationships for business customers within their geographic territory or industry/customer portfolio. This position functions as the primary resource for extension of the full range of bank products and services applicable to the business customer. These will typically include credit and deposit services, as well as international transactions or other specialized services.

Main Responsibilities

A. Shareholder & Financial:

• Play a major role in the implementation of the strategies and plan to achieve all set volume, revenue and profit targets for the Corporate Banking function within the assigned country location and in accordance with QNB's overall corporate budget and strategy.
• Come up consistently with business ideas to help boost revenues
• Develop Key Performance Indicators (KPIs) for the purpose of performance monitoring and quality measurement of the Corporate Banking Unit and monitor their achievements on periodic basis.
• Observes and promotes cost consciousness and efficiency, and enhance productivity, to minimize costs, avoid wastes, and optimize benefits for the bank.
• Act within the limits of the powers delegated to the incumbent and adheres to QNB policies. Delegate's authority to the respective staff and monitor exercise of the same.

B. Customer (Internal & External):

• Develop and manage on a day-to-day basis potential corporate customers and assigned portfolio of existing customers to meet assigned financial and non-financial targets in compliance with established QNB credit policies, procedures and standards.
• Build and maintain strong and effective relationships with all related functions / units to achieve assigned goals / objectives.
• Responsible for the day to day management of the Relationship Manager (RM) and Assistant Relationship Manager (ARM). Ensure appropriate direction of work and duties and that RM and ARM has relevant training and support.
• Responsible for business development and origination as well as credit recommendations in favour of selected local and regional corporations
• Provide timely and accurate information to the Head of Corporate & Institutional Banking and head office regarding credit and compliance issues in local and regional markets
• Provide timely and accurate information to the external and internal auditors when required.
• To assist customers in all their queries on Bank's product and seek solution to their requests.
• Maintain activities in accordance with Service Level Agreements (SLAs) with internal departments/units to achieve improvements in turn-around time.
• Provide timely/accurate data to external/internal Auditors, Compliance, Financial Control and Risk when required.

C. Internal (Processes, Products, Regulatory):

• Prepare comprehensive credit proposals for new/prospect customers that adequately address all relevant risk factors and satisfy minimum acceptable standards of CPM.
• At least one month before expiry, prepare comprehensive credit review for existing portfolio's that adequately address all relevant and current risk factors and the latest developments in the industry, market and business.
• Stress and document periodic calling on customers to capture ongoing businesses and encourage reliance on QNB.
• Stress account management to enhance utilization of lines.
• Restrict excess/ casual facilities and maintain the relationship within the approved boundaries.
• Identify and timely report on all negative events and early signals on potential problematic accounts/ relationships.
• Obtain all requisite facility and account documentation to ensure each customer's file is current with valid legal documentation to secure/ protect the bank's interests.
• Identify opportunities and resolve problems with customer relationships and coordinate appropriate measures with concerned departments to ensure consistent, timely and accurate delivery of products and services to assigned CB customers.
• Coordinate with line departments and counterparts to communicate, discuss and resolve-problems in a teamwork fashion.
• To assist customers in all their queries on Bank's product and seek solution to their requests
• Maintain activities in accordance with Service Level Agreements (SLAs) with internal departments/ units to achieve improvements in turn-around time.
• Build and maintain strong and effective relationship with all other related departments and units to achieve the Group's goals/objectives.
• Provide timely and accurate information to the external and internal Auditors, Compliance, Financial Control and Risk Functions as and when required.
• Continuous Improvement:
• Set examples by leading improvement initiatives through cross-functional teams ensuring successes.
• Identify and encourage people to adopt practices better than the industry standard.
• Continuously encourage and recognise the importance of thinking out-of-the-box within the team.
• Encourage, solicit and reward innovative ideas even in day-to-day issues.

D. Learning & Knowledge:

• Possess sound knowledge of QNB's credit policies, procedures and standards.
• Takes responsibility for self-development as well as acquiring skills and knowledge required to fulfilment of one's duties by proactively identifying areas for professional development of self and undertake development activities
• Seek out opportunities to remain current with all developments in professional field
• Hold meetings with any assigned staff and assess their performance as well as the function's overall performance on a regular basis
• Take decisive action to ensure speedy resolution of unresolved grievances or conflicts within the team members.
• Identify development opportunities and activities for staff and facilitate/coach them to improve their effectives and prepare them to assume greater responsibilities.

E. Legal, Regulatory, and Risk Framework Responsibilities:

• Comply with all applicable legal, regulatory and internal compliance requirements including, but not limited to, Group Compliance Policies and Procedures (AML & CTF, Anti-Bribery and Corruption, Sanctions Policy, Data Protection Policy, Fraud Control Policy, Whistle Blowing Policy, Conflict of Interest and Insider Dealing Policy).
• Understand and effectively perform your role under the Three Lines of Defence principle to identify measure, monitor, manage and report risks.
• Ensure systematic good outcomes for clients in accordance with Conduct Risk policy.
• Support the framework of RCSA, KRI, Incident reporting and remediation, as appropriate, in accordance with the Operational Risk Management requirements.
• Maintain appropriate knowledge to ensure full qualification to undertake the role.
• Complete all mandatory training provided by the Bank, attain, and maintain the required levels of competence.
• Attend mandatory (internal and external) seminars as instructed by the Bank.

F. Other:

• Ensure high standards of data protection and confidentiality to safeguard commercially sensitive information.
• Maintaining utmost confidentiality concerning customer and internal bank information obtained during the course of business and provide such information on a need to know basis only to Senior Management of QNB, Audit and Compliance functions, and relevant Regulators.
• Maintain high professional standards to uphold QNB's reputation and to strengthen its market leadership position.
• All other ad hoc duties/activities related to QNB that management might request from time to time.

Education and Experience Requirements

• University graduate (Bachelor's degree) preferably with a Major in Finance, Banking, Economics, Mathematics, or Business Administration (related field of study), Masters preferred
• Excellent oral and written communication skills (including report writing) in English. Arabic, French or applicable local language highly desirable.
• Ideal candidate should possess relevant relationship management experience built on sound credit background, with 12 years additional relevant banking experience.
• Good knowledge of the banking and commercial environment of the country.
• Ability to solve problems and adopt a hands-on role to meet financial targets.
• Computer literate able to compose own correspondences/ reports using bank standard applications.
• Good oral and written communication skills both in local and English language.