Relationship Manager, NBFI

Job Purpose

This role encompasses two core responsibilities:

1. Client Coverage & Origination: Managing and expanding relationships with Asset Managers in the GCC and selected international markets within Mashreq’s footprint—driven by repo financing, margin loans, and cash management needs.
2. Fund Finance Structuring: Leading the structuring, credit memo preparation, and execution of complex fund financing transactions, ensuring end-to-end delivery from origination through closing.

The role is central to expanding Mashreq’s NBFI (Non-Bank Financial Institutions) client base, deepening wallet share across priority accounts, and enhancing the bank’s reputation among regional Asset Managers and Global Financial Sponsors.

Key Responsibilities

1. Client Origination & Coverage

• Originate and manage relationships with Asset Managers, Financial Sponsors, and Investment Funds across the GCC and select international markets.
• Actively support Senior Relationship Managers (SRMs) in originating and executing business with Global Financial Sponsors whose Limited Partners (LPs) include GCC-based institutions.
• Maintain and expand NTB (New to Bank) relationships with a focus on fund financing, cash management, margin lending, and repo structures.

2. Fund Finance Structuring & Execution

• Independently structure complex fund finance facilities and lead them through credit approval, documentation, and closure.
• Prepare high-quality credit memoranda and transaction write-ups that meet internal standards and are suitable for presentation to senior committees.
• Coordinate with legal, risk, and operations teams to ensure timely and accurate execution of facilities.

3. Cross-Sell & Product Collaboration

• Identify and deliver business opportunities across a range of banking products including:
  • GTB Payments & Liquidity Solutions
  • Treasury & Capital Markets (TCM)
  • Structured Loans, DCM, M&A, and Investment Banking Solutions
• Work closely with product partners and other internal stakeholders to ensure seamless delivery and client satisfaction.

4. Portfolio Management & Risk Governance

• Ensure asset quality and risk-adjusted returns are maintained across the managed portfolio.
• Conduct regular credit reviews and support internal audit and compliance processes.
• Maintain compliance with regulatory, legal, and internal policy frameworks.

5. Strategic Management Support

• Prepare strategic reports, client account plans, and management presentations in collaboration with the Unit Head.
• Actively contribute to internal management discussions on pipeline, sector strategy, and revenue forecasts.

6. Leadership, Teamwork & Culture

• Act as a senior ambassador for Mashreq’s brand in client and internal forums.
• Provide mentorship and guidance to junior team members.
• Foster a collaborative and performance-driven culture across the NBFI business unit.

Key Result Areas

• Revenue and asset growth from Asset Managers and Fund Sponsors.
• Structuring and successful execution of complex fund finance transactions.
• Expansion of NTB client base across priority NBFI sub-segments.
• Strengthening Mashreq’s market positioning in fund financing and asset manager solutions.
• Maintenance of portfolio quality and achievement of credit audit standards.
• Delivery of strategic management submissions with high quality and insight.

Qualifications & Experience

Experience

• 5–7 years of regional experience in NBFI/Financial Institutions banking.
• Demonstrated expertise in Asset Management and Fund Finance—both from a credit and structuring perspective.
• Prior experience with NTB client origination, cross-product collaboration, and transaction execution.
• Strong understanding of NBFI products including repo, margin loans, fund-linked structures, and cash management.

Education & Certifications

• Bachelor’s degree in Finance, Business, or a related field.
• Postgraduate qualifications, CFA, or CA designation strongly preferred.

Skills & Competencies

• Excellent relationship management and client engagement capabilities.
• Strong credit, legal, and transaction structuring skills.
• Deep knowledge of GCC market dynamics and regulatory environment.
• Excellent written and verbal communication, including C-Suite presentations.
• Team leadership and mentoring abilities.
• High level of integrity, professionalism, and commercial acumen.