Description
Job description / Role
Job Type
Full Time
Job Location
Dubai, UAE
Nationality
Any Nationality
Salary
Not Specified
Gender
Not Specified
Arabic Fluency
Not Specified
Job Function
Finance, Business Analysis & Consulting
Company Industry
Finance, Investment & Asset Management
Job summary / introduction
To manage and grow relationships with large and strategic clients within the assigned portfolio in the retail and consumer goods segment of wholesale banking. Drive new business origination while ensuring full compliance with credit and risk frameworks. Improve service quality levels and supervise the day-to-day activities and client interactions of subordinates to ensure the team consistently meets its objectives and achieves revenue targets, while maintaining strong client satisfaction and portfolio credit quality. Promote effective cross-functional collaboration to deliver integrated financial solutions. Achieving financial targets and strategic objectives will be essential in driving sustainable growth and maintaining profitability.
Key responsibilities
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 execute deals (e.g., credit, products, GT).
Draft term sheets, information memorandums, mandate letters, etc.
Examine and resolve credit, market, and operational risk aspects of transactions in collaboration with products and enablement units.
Leverage FAB's network expansion through cross-border deals.
Expand products penetration through sector-focused solutions.
Ensure high returns with satisfactory yields and sufficient ancillary business.
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.
Stay up to date with the latest market, competitors, regulatory, and industry trends and amend account plans accordingly when applicable.
Handle sophisticated transactions and engage assigned team members.
Recommend policy amendments when required to match the latest business trends.
Achieve assigned financial and non-financial objectives by meeting all borrowing and non-borrowing needs of customers with target segments (e.g., borrowers, transactors, depositors).
Prepare and maintain group account plans for all clients with support from relevant partners (e.g., products, international banking, employee banking, asset management).
Act as the main point of contact for clients, ensuring quality service and effective resolution of issues.
Prepare briefing note memos ahead of senior management meetings with clients.
Engage with internal stakeholders to obtain approvals for client RFPs in a timely manner.
Increase wallet share with existing clients through strategic engagement and product penetration.
Support the conduct of annual and periodic credit facility reviews in the existing portfolio in a timely manner and recommend appropriate credit facilities in line with the bank's credit policy to maximize earnings while containing risks to an acceptable level, identifying candidates for downgrades or upgrades.
Develop, implement, and maintain complete control aspects, i.e., documentation, periodical client visits and call reports, stock inspections, and formal credit checks or informal market feedback to monitor the assigned portfolio effectively.
Organize client meetings with relevant partners and seniority to deepen FAB relationships within the portfolio.
Identify and develop cross-selling opportunities and increase cross-sell ratio and returns with clients.
Support clients 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.
Be knowledgeable on market trends and manage a disciplined marketing process by identifying steps and strategies necessary to effectively initiate relationships with prospects.
Onboard new clients as and when required.
Align with retail and consumer goods team as well as other partners to identify and convert opportunities.
Collaborate with other business divisions to drive cross-business unit collaboration.
Develop proposition strategy, competition analysis, focused group approach, service delivery model, customer experience, internal and external campaigns, and alignment with other products and propositions including risk policies, payment and cash management, trade products, collaboration with retail banking including private banking.
Align with international banking to support clients in FAB network locations.
Support unit, divisional, and bank-wide initiatives as required or assigned.
Follow all relevant policies, processes, standard operating procedures, and instructions so that work is carried out in a controlled and consistent manner.
Present transactions and proposals to the credit allocation committee (CAC) for approvals.
Run deal RAROCs and draft CAC submissions, ensuring delivery on CAC promises to achieve target RAROC thresholds.
Prepare green light memos for deal screening and client credit applications (CAs).
Review CAs and draft relationship comments before submission to credit committees.
Ensure all credit reviews are submitted on time and agreed conditions are met.
Address credit inquiries and liaise with CAD and legal for documentation matters.
Conduct periodic reviews of risks (credit, operational, compliance) 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 or team to ensure continuity of work and delivery of effective, high-quality output.
Ensure that internal processes for existing portfolio and new-to-bank clients are in line with the bank's policies and 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 clients' files and documents are maintained.
Maintain a satisfactory audit on the portfolio.
Adhere to process KPIs and ORM, BCP, and internal audit requirements.
Prepare timely and accurate statements and reports to meet the unit's requirements, policies, and standards.
Conduct financial analysis on clients and their respective geographies, industries, and markets to identify potential opportunities and risks.
Act as a role model for the entire retail and consumer goods group and retail and wholesale team.
Lead, mentor, motivate, develop, and coach team members to ensure career growth and short- and long-term successors.
Establish a high-performance culture and ensure high engagement levels.
Encourage ownership through rightful assignments to team members.
Achieve individual and team's financial performance targets.
Attend appropriate on- and off-the-job training programs and ensure development and skill upgradation of team members.
Involvement in team members' new hirings.
Requirements / qualifications
Bachelor's degree in finance or related discipline.
Minimum 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 with exposure to retail and consumer goods.
Strong understanding of credit analysis, trade finance, and treasury products.
Excellent relationship management, negotiation, and leadership skills.
Ability to manage complex client structures and deliver on strategic objectives.
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 PowerPoint).
Preferred / beneficial
CFA or master's degree in business administration is preferred.
Deep knowledge of wholesale banking or investment banking with exposure to retail and consumer goods.
Strong understanding of credit analysis, trade finance, and treasury products.
Excellent relationship management, negotiation, and leadership skills.
Ability to manage complex client structures and deliver on strategic objectives.
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 PowerPoint).
About us
First Abu Dhabi Bank (FAB) is the largest bank in the UAE and one of the world's largest and safest financial institutions. We offer a comprehensive range of personal and private banking services, including credit cards, Islamic banking, investments, loans, and mortgages. Our commitment to excellence and innovation drives us to provide top-tier financial solutions to our clients.
Life at FAB
Working at FAB means being part of a team of talented and passionate individuals with a shared vision to support the ambitions of our stakeholders to "grow stronger." We embrace the needs of our customers across the globe with a sense of responsibility and confidence driven by extensive expertise that can only be delivered by an ambitious world-class organization.
Career development
FAB offers unique career choices, a chance to innovate, craft solutions for the future, and express yourself in a performance-based culture that will unleash the best in you. Whether you are an experienced professional or just starting your career, FAB provides a range of learning and development initiatives to support all employees through training and skill development.
Our values
At FAB, we place our customers at the core of our activities, live our values each day in every way, celebrate achievements, and empower each other to deliver leading solutions. We have structured plans for the recruitment and career progression of Emirati talent to enable them to make a mark in the financial and banking sector both regionally and globally that rewards your hard work and dedication.
Join our team and be part of a journey to shape the future of banking.
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