- Leading a team of RMs to provide portfolio of HNW clients with personalized service to develop close relationships, achieve maximum profitable contribution for the client and the bank and retain their loyalty.
- Enhance Emirati Sales/revenue and promote cross selling of bank products to all existing clients.
- Source new business from HNW Emirati individuals through referrals, marketing activities and personal contacts.
- Understand customer needs, identify financial and non-financial requirements by conducting financial need analysis.
3 Dimensions Operating expense Budget
Quarterly Targets per Band FER (AED) 600 K CASA Balance Growth 105 Mil Net New Money (Liabilities) 245 MIl
4 Key Result Areas
- Optimize the potential value of the client base through the delivery of Emirati Products and Services.
- Communicate with HNW client and identify their financial needs.
- Maximize profitability from the Emirati base whilst countering competition from other providers offering alternative investments/WM opportunities.
- Acquire new to bank HNW clients.
- Achieve revenue goals, Sales and portfolio growth targets across a range of products and services (Investment, Term Deposits, CASA balances, Mortgages, Bancassurance, Secured Overdraft, Margin trading, Securities, etc.)
- The revenue and portfolio goals will be higher for Senior Wealth Managers compared to other Roles.
- Deliver on NTB target by acquiring new to bank customers
- Maintain a superior customer service experience for clients including pre-empting issues and proactive servicing.
- Safeguard the bank from potential loss/AML fraud/and always ensure ethical behavior during and after sales.
- Enhance market profile and awareness.
- Minimize customer attrition.
- Maintain proactive client contact.
- Use systems effectively for customer contact management, Sales and service activity.
- Maintain high ethical standards required from the role as per Mashreq code of conduct and Emirati Gold Code of conduct. Have full knowledge of the AML policies of Mashreq.
- Ensure delivery of customer promise and practice brand values.
- Ensure clients are aware of all financial services offered by the bank.
- Mentoring the new hires, and management trainees in terms of in-ground customer management to help make them more productive within their probation tenor.
- Active involvement in organizing of client events as part of the value addition and ensuring clients attend as well as benefit from these events.
- 5
- Operating Environment, Framework and Boundaries, Working Relationships
- Interact with product managers/Investment Advisory/line managers to constantly provide feedback on competition and client response to products/services.
- Coordinate activities with other departments to maximize conversions from referral process.
- Ensure client expectations are constantly met.
- Supporting the team on operational areas like ICCS, MER, and maintain the process controls as mandated to achieve satisfactory audit rating.
- Support the team members for special FX rates to be provided for larger transactions by customers within team.
6 Problem Solving
- Ability to understand customer's financial needs on a one-on-one basis.
- Intricate understanding of products pertaining to HNW customers – both internal and external(competitors)
- Advanced market knowledge of various investment vehicles/markets/economies
- Accurate projection of sales numbers
- Proactive action on customer feedback and needs.
- Timely escalation of service issues
7 Decision Making Authority & Responsibility
- Pricing discretion for effective relationship management.
- Strong responsibility for Ethical selling to customers with complete disclosure about products and services.
- Have the skill set to provide back up support to the Area Manager/Team Leader in their absence
8 Knowledge, Skills and Experience
- University Graduate, preferably an MBA (or equivalent)
- CISI certified – level 3
- Strong selling & investments/financial market knowledge
- Strong interpersonal skills and cultural sensitivity
- Team player with ability to coach juniors/new hires and self-drive for corporate growth.
- Relationship management Networking skills
- Extrovert/Amiable personality
- Minimum of 7-8 years experience in a similar job with a bank/financial services in the UAE
- Excellent communication and negotiable skills
