Director, Retail & Wholesale

Join the UAE’s largest bank and one of the world’s largest and safest financial institutions. Our focus is to create value for our employees, customers, shareholders and communities to grow through differentiation, agility and innovation. We are looking for top talent and your success is our success. Accelerate your growth as you help us reach our goals and advance your career. Be ready to make your mark a top company, in an exciting & dynamic industry.

Job Purpose:

Business Origination

• Originate new business opportunities with target clients across banking products and in line with relevant policies.
• Achieve individual and team’s financial performance targets
• 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 & 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
• Pitch, review, negotiate and conclude deals.
• Develop and maintain strong relationships with key decision makers in other banks to originate business.

• 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 trends.
  

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 Group Account Plans for all clients with support from relevant partners (e.g., products, international banking, Employee banking, Asset Management, etc.).

• 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 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 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.
• Be knowledgeable on market trends and manage a disciplined marketing process by identifying steps/strategies necessary to effectively initiate relationships with prospects.

• Onboard new clients as and when required.

Collaboration

• Align with Retail & Consumer Goods team 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).

Operational

• Assist the Executive Director / Line Manager in the day-to-day administrative and transactional activities such as client calls, payment processing, documentation follow up, account openings, 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.
• Follow all relevant policies, processes, standard operating procedures, and instructions so that work is carried out in a controlled and consistent manner.
• Present transactions/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, liaise with CAD and Legal for documentation matters.

• 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 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.
• Learning & Development – Attend appropriate on and off-the-job training programs.
• Ensure that all internal processes for existing portfolio and NTBs are met in line with the Bank’s policies & procedures.
• Adhere to process KPI’s and, ORM, BCP & Internal Audit 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.

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

Client and Market Analysis

• Conduct financial analysis on clients and their respective geographies/ industries/ markets to identify potential opportunities and risks.
  

Leadership

• Act as Role Model for the entire Retail & Consumer Goods group and Retails & Wholesale 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 own development and upgrade skills of team members.

• Involvement in team members new hirings.

Qualifications & Experience:

Minimum Qualification:

• Bachelor’s degree in finance or related discipline.

• CFA, or master’s degree in business administration is preferred.

Minimum Experience:

• 12+ years of experience in Banking with at least 8+ years in senior role of team management.

Knowledge, Skills, and Attributes:

• Deep Knowledge of Wholesale Banking or Investment Banking with exposure to Retail & 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 analyze 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).