JOB SUMMARY / INTRODUCTION
To grow and manage existing large & sensitive clients relationships for assigned portfolio; increase clientele base by originating & booking quality NTBs in line with the bank’s defined Risk frameworks. Improve service quality levels and supervise the subordinates' day-to-day activities and client interactions to ensure that the team's objectives are constantly met and its revenue targets achieved, while maintaining client satisfaction and portfolio credit quality.
KEY RESPONSIBILITIES
Client and Market Analysis
- Conduct financial analysis on clients and their respective geographies/ industries/ markets to identify potential opportunities and risks.
- Maintain up to date industry insights /market intelligence to early identify business opportunities.
Business Origination
- Originate new business opportunities with target clients across banking products and in line with relevant policies.
- Obtain support from relevant stakeholders and governance forums to close deals (e.g., credit, products, GTx).
- Develop Term Sheet, Information Memorandum, Mandate letter etc.
- Examine & resolve credit, market and operational risk aspects of the transactions in collaboration with products and enablement units.
- Leverage FAB’s network expansion through cross border deals.
- Anchor Strategic Alliances with UAE’s Top Developers & Authorities
- Expand Products Penetration Through Sector-Focused Solutions
- Ensure high returns with satisfactory yields
- Maintain the credit quality of the client's relationships within the Portfolio to an acceptable level set by the Bank's management.
- Pitch, review, negotiate and conclude deals.
- Develop and maintain strong relationships with key decision makers in other banks to originate business opportunities, ensure that FAB leads joint deals.
- Remain Up to date with the latest market, competitors, regulatory and industry and amend accordingly the account plans as when applicable.
- Ability to handle sophisticated transactions and engage assigned team members.
- Recommend policy amendments as when required to match with the latest business & industry trends.
- Analyse the monthly income generation metrics to identify any income leakage/losses.
Client Relationship Management
- To achieve assigned financial and non-financial objectives by meeting all borrowing & non borrowing needs of customers with target segments (E.g., borrowers, transactors, depositors).
- Prepare and Maintain Account Plans for all clients with support from relevant partners (e.g., products, international banking, Employee banking, Asset Management, etc.). Regular checking of account plans and adopt amendments as when required.
- Support on the conduct of annual/periodic credit facility reviews in the existing portfolio in a timely manner and support on the recommendation of appropriate credit facilities in line with the banks credit. policy to maximize earnings while containing/mitigating risks to an acceptable level and identifying candidates for downgrades/ upgrades.
- Develop, Implement and maintain complete control aspects i.e., documentation, periodical client visits / call reports, stock inspections and formal credit checks / informal market feedback to monitor the assigned portfolio effectively.
- Organize client meetings with relevant partners/ seniority to deepen FAB relationship within the portfolio.
- Identify & develop cross selling opportunities and increase cross-sell ratio and returns with clients.
- Support client on their day-to-day banking requirements with support from the team (as applicable).
- Ensure customer satisfaction remains high and meets the targeted NPS score.
- Keep abreast of market trends and manage a disciplined marketing process by identifying steps/strategies necessary to effectively initiate relationships with prospects.
- Onboard new clients as per targets assigned.
Collaboration
- Align with Contracting team subsectors as well as other partners to identify and convert opportunities.
- Collaborate with other business divisions to drive cross-BU collaboration. Develop proposition strategy, competition analysis, focused group approach, service delivery model, customer experience, internal & external campaigns and alignment with other Products & proposition including Risk policies, Payment & Cash management, Trade products, collaboration with Retail banking including Private Banking, etc.
- Align with International banking to support client in FAB network locations.
- Support Unit/Divisional/Bank-wide initiatives (as required or assigned).
- Handle internal MIS/reporting requirements for the team.
Operational
- Follow all relevant policies, processes, standard operating procedures, and instructions so that work is carried out in a controlled and consistent manner.
- Conduct periodic reviews of risks (credit, operational, compliance etc.) within the portfolio on a regular basis.
- Drive day-to-day administrative and transactional activities for the team such as client calls, documentation follow up, pipeline updates, and any other activities in the unit/team to ensure continuity of work and delivery of effective/high quality output.
- Ensure that internal processes for existing portfolio/ NTBs are in-line with the Bank's policies & procedures.
- Manage and follow up on KYC and compliance requirements to ensure consistency with the Bank's KYC and AML policies and regulatory requirements.
- Ensure all credit reviews are submitted on time and agreed conditions are met.
- Ensure all clients' files [documents] are maintained.
- Maintain a satisfactory audit on the portfolio.
- Adhere to process KPl's and, ORM, BCP & Internal Audit requirements.
- Prepare timely and accurate statements and reports to meet the unit's requirements, policies, and standards.
- Ensure minimal/nonmaterial audit findings in assigned portfolio.
Leadership
- Act as Role Model for the entire Contracting group and Civil Contractors team
- Lead, Mentor, Motivate, Develop and Coach team members to ensure career growth and short- & long-term successors
- Establish high-performance culture and ensure high engagement levels.
- Encourage ownership through rightful assignments to team members.
- Achieve individual and team's financial performance targets.
- Learning & Development Attend appropriate on and off-the-job training programs and ensure development and skill upgradation of team members.
- Involvement in team members new hirings.
Framework, Boundaries & Decision-Making Authority
- Functions within the framework and boundaries of Group policies as well as overall organizational and governance frameworks.
REQUIREMENTS / QUALIFICATIONS
- Bachelor’s degree in finance or related discipline.
- 12+ years of experience in Banking with at least 8+ years in senior role of team management.
- Deep Knowledge of Wholesale Banking or investment banking.
- Understanding of FAB's product offering and business strategy.
- Ability to collaborate with a wide range of stakeholders to drive business.
- Strong relationship management skills both internally and externally.
- Sound communication skills (written and verbal).
- Ability to analyse and research information.
- Deep Financial and credit analysis ability with an aptitude to identify opportunities and close business deals.
- Data analysis and financial modelling skills.
- Ability to work under pressure and adjust quickly to changing priorities.
- Proficient in MS Office (excel, word and Power-point).
