Large Corporate Banking Relationship Manager

Position : Large Corporate Banking Relationship Manager

Job Purpose

The Large Corporate Banking Relationship Manager will be responsible for managing and developing relationships with key large corporate and semi-government clients, with a focus on growing the Bank’s financing portfolio, deposits, fee income, and overall profitability while maintaining strong credit quality and compliance with the Bank’s policies, regulatory requirements, and Sharia principles.

The role requires a strong combination of relationship management, credit analysis, financial structuring, business development, risk management, portfolio management, and stakeholder management.

Key Responsibilities

1. Relationship Management

• Manage a portfolio of large corporate and strategic clients and act as the primary relationship contact.
• Develop and maintain long-term relationships with CEOs, CFOs, Treasurers, and other senior decision-makers.
• Understand clients’ business models, financial requirements, strategies, and future funding needs.
• Conduct regular client visits and relationship reviews.
• Ensure high-quality and timely service and coordinate internally to resolve client-related matters.

2. Business Development

• Identify and acquire new large corporate and strategic relationships.
• Develop client-specific business plans to increase wallet share.
• Generate new financing, deposits, trade finance, cash management, treasury, and investment opportunities.
• Cross-sell the Bank’s products and services based on clients’ requirements.
• Maintain and develop a strong pipeline of prospective transactions.

3. Corporate Financing & Structuring
The candidate should have strong exposure to structuring and managing:

• Working Capital Finance
• Commodity Murabaha / Tawarruq
• Contract Financing
• Project Finance
• Real Estate Finance
• Trade Finance
• Letters of Credit
• Bank Guarantees
• Syndicated Finance
• Acquisition / Corporate Finance

The candidate should be capable of coordinating with Credit, Risk, Legal, Sharia, Treasury, Operations, and other relevant functions to structure and execute transactions effectively.

4. Credit & Risk Management

• Analyze financial statements, cash flows, leverage, liquidity, profitability, and repayment capacity.
• Prepare high-quality credit proposals, renewals, and annual reviews.
• Identify key credit risks and recommend appropriate mitigants and security structures.
• Monitor portfolio performance, facility utilization, past dues, covenant compliance, and early-warning indicators.
• Proactively manage deteriorating accounts and coordinate with Credit Administration, Risk, and Legal where required.
• Ensure compliance with approved limits, terms, conditions, and delegated authorities.

5. Portfolio Management

• Manage the overall performance and profitability of the assigned portfolio.
• Maintain strong portfolio quality and minimize NPL / credit deterioration.
• Monitor facility maturities, repayments, collateral, guarantees, documentation, and utilization.
• Ensure timely renewal of facilities and completion of all required documentation.
• Monitor customer, sector, and portfolio concentration risks.

6. Islamic Banking / Sharia

• Experience in Islamic banking is a strongly preferred, particularly in:
  • Murabaha
  • Tawarruq
  • Ijarah
  • Other Islamic corporate financing structures
• Ability to coordinate with Sharia and other internal stakeholders for complex or customized transactions.

7. Pricing & Profitability

• Negotiate competitive pricing and commercial terms while protecting the Bank’s return.
• Monitor relationship profitability, including financing income, fees, deposits, and ancillary business.
• Identify opportunities to increase customer wallet share and overall relationship profitability.
• Ensure pricing is within approved authorities and market parameters.

8. Regulatory & Compliance

• Ensure compliance with applicable Central Bank regulations, AML/KYC requirements, internal policies, credit procedures, and Sharia requirements.
• Maintain complete and up-to-date customer documentation.
• Ensure appropriate customer due diligence and periodic reviews.
• Escalate material risks, irregularities, and exceptions promptly.

9. Internal Stakeholder Management
The candidate should have proven experience coordinating effectively with:

• Credit / Risk
• Credit Administration
• Trade Finance
• Treasury
• Cash Management
• Operations
• Legal
• Sharia
• Compliance / AML
• Finance
• IT / Digital Banking

The candidate should be capable of managing transactions efficiently from origination through credit approval, documentation, and execution.

Candidate Requirements

Education

• Bachelor’s degree in finance, Accounting, Economics, Business Administration..
• Professional qualification such as CFA, MBA, recognized Credit Course, or equivalent is required.
• Islamic Banking / Islamic Finance qualifications are an advantage.

Professional Experience:

• 10–15 years of banking experience, with substantial experience specifically in Large Corporate / Corporate Banking.
• Proven track record in managing large corporate relationships and complex financing transactions.
• Strong experience in credit analysis and preparation of credit proposals.
• Experience with large-ticket corporate financing.
• Exposure to syndicated facilities, project finance, structured finance, or real estate finance is required.
• Previous experience with a local bank in Qatar and/or a GCC bank is strongly preferred.

Required Technical Competencies

Candidates should demonstrate strong knowledge and practical experience in:

• Corporate financial analysis
• Credit risk assessment
• Financial modelling
• Cash-flow analysis
• Corporate lending
• Large corporate relationship management
• Islamic financing structures
• Trade finance
• Letters of Credit and Guarantees
• Syndicated financing
• Working capital facilities
• Relationship profitability
• Pricing and yield management
• Collateral and security structures
• KYC / AML
• Central Bank regulations and banking practices, particularly for candidates with Qatar experience
• Credit approval and delegation processes

Relationship & Leadership Competencies

• Excellent communication and negotiation skills.
• Ability to deal confidently with C-level executives and senior decision-makers.
• Strong commercial and business-development mindset.
• Proven ability to develop trusted, long-term client relationships.
• Strong presentation and credit-writing capabilities.
• Excellent problem-solving and decision-making skills.
• Ability to manage multiple high-value transactions simultaneously.
• Strong stakeholder-management and internal coordination capabilities.
• High level of integrity, confidentiality, accountability, and professional judgment.

Preferred Candidate Profile

Banking Background:

• Candidates currently or previously working with local banks in Qatar and/or GCC banks are strongly preferred.
• Candidates from Islamic banks are particularly preferred.

Language:

• Fluent English – written, reading, and speaking – is required.
• Arabic language capability is strongly preferred.

Experience:

• 10–15 years of relevant banking experience.
• Strong focus on Large Corporate / Corporate Banking.