Director – Client Relationships

JOB PURPOSE:

To manage and grow large account portfolios and client relationships for assigned portfolio; 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.

Client targets CIB:

• Client Group minimum turnover: AED150m p.a.
• Relationship minimum revenue: >AED150k p.a.
• Minimum Facility size: AED 50m
• Includes non-borrowing clients where:
• Min deposit of >AED1m, or
• Min Bank revenues >25k p.a.
• Smaller local corporates on case to case basis

KEY ACCOUNTABILITIES:

Client and Market Analysis

• Participate in the financial analysis conducted on clients and their respective industries/ markets to identify potential opportunities and risks.

Client Relationship Management

• Originate new business opportunities with target clients across banking products
• Develop Term Sheet, Information Memorandum, financial modelling, mandate letter….etc.;
• Examine & resolve credit, market and operational risk aspects of the transactions in collaboration with products and enablement units.
• Pitch, review , negotiate and conclude deals .
• Motivate, Develop and Coach team members.
• Maintain the credit quality of the clients relationships within the Portfolio to an acceptable level set by the Bank’s management.
• Achieve individual and team financial performance targets.
• Identify & develop cross selling opportunities and increase the cross-sell ratio with key clients.
• Ensure Account Plans are prepared and maintained for all key clients.
• Ensure all clients’ files /documents are maintained.
• Ensure all credit reviews are submitted on time and agreed conditions are met.
• Adhere to process KPI’s and, ORM, BCP & Internal Audit requirements

Day-to-Day Activities

• Assist the Unit Head in the day-to-day administrative and transactional activities such as client calls, documentation follow up, updating pipeline, and any other activities in the unit/team to ensure continuity of work and the delivery of effective and high quality outputs.
• Manage and follow up on KYC and compliance requirements in order to ensure consistency with the Bank’s KYC and AML policies and regulatory requirements.

Policies, Systems, Processes, and Procedures

• Follow all relevant policies, processes, standard operating procedures, and instructions so that work is carried out in a controlled and consistent manner.

MIS and Reports

• Assist in the preparation of timely and accurate statements and reports to meet the unit’s requirements, policies, and standards.

QUALIFICATIONS & EXPERIENCE:

Minimum Qualification

• Bachelor’s degree in Finance or related discipline is preferred.
• Master’s degree in Business Administration is preferred.

Knowledge, Skills, and Attributes:

• Knowledge of the banking sector, and FAB’s products and business strategies
• Ability to work under pressure and adjust quickly to changing priorities
• Computer proficiency
• Ability to analyze and research information
• Banking software systems proficiency
• Data analysis and financial modelling skills
• Credit analysis and FOREX skills
• Communication skills

Minimum Experience

• 6 years of experience in corporate banking or a similar area preferably managing client relationships