Executive Director- GTB Sales - Government- Sovereign and Public Sector - (Emiratised Role)

Executive Director- GTB Sales - Government- Sovereign and Public Sector - (Emiratised Role)

Join to apply for the Executive Director- GTB Sales - Government- Sovereign and Public Sector - (Emiratised Role) role at First Abu Dhabi Bank (FAB)

Company overview: 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.

Job Description

The role holder is primarily responsible for working with Coverage teams in structuring Cash and Trade solutions, and for managing and growing the Transaction Banking business across the UAE. The role holder will be a member of the team covering Cash and Trade sales in the UAE.

Key Accountabilities

• Commercial Oversight: Achieving long term results for delivery of working capital for cash and trade clients.
• Identify and develop Cash and Trade business opportunities and profitability across the UAE.
• New Business: Responsible for Cash and Trade product growth jointly with the coverage teams in UAE. Execute calling plans for each industry segment in conjunction with relationship managers to deepen Cash and Trade product penetration across the client portfolio.
• Use of consultative approach to design and implement innovative solutions for customers' needs. Responsible for structuring complex cash management deals and responding to RFPs.
• New Markets & Products: Structuring bespoke open account solutions (SCF & RF) and ensure a high-quality customer experience through a consultative approach, designing and implementing workable and innovative solutions for customer needs. Responsible for structuring Trade deals and providing technical expertise to client base and relationship managers.
• CASA Generation: Structure liquidity and liabilities solutions that drive CASA growth while ensuring best-in-class customer experience.
• Regulatory Oversight: Proactively manage fraud and compliance risks in the Cash and Trade business when developing solutions for clients.
• Digital Penetration: Facilitate conversion of all existing and new-to-bank customers onto FAB's electronic channels.
• Pipeline Discipline: Build and maintain a strong Cash and Trade pipeline with regular reviews and communications to stakeholders.
• Partner with coverage teams to develop quality credit proposals supporting structuring of Trade facilities and proactively managing transactional risk in an efficient and profitable manner. Ensure ancillary business in cash management is ring-fenced to FAB.
• Service Delivery: Deliver best-in-class service and ensure customer first approach.
• Business Liaison: Maintain close liaison with intra-region and cross-regional stakeholders to enable cross-border transactions and opportunities.
• Customer lead generation/origination to increase share of wallet by deep selling Cash and Trade products and supporting Coverage team to generate new revenue opportunities from new-to-bank clients.
• Stakeholder Coordination: Provide technical expertise to coverage and partner with coverage teams to develop quality proposals and RFPs that win mandates.

Specific Accountabilities

• As a member of Cash & Trade Solutions & Advisory, drive Cash and Trade sales for clients in line with specific client needs.
• Deliver specific revenue targets, CASA/liabilities, returns on risk-adjusted assets and equity within bank risk parameters and pricing.
• Work closely with coverage teams and inform the unit head of performance gaps.
• Engage with clients alongside the Unit Head of Cash and Trade Solutions & Advisory UAE and Coverage team to build business for the Bank.
• Structure Cash & Trade deals, provide technical expertise to relationship managers, respond to RFPs, and facilitate client discussions.
• Participate in deal teams for bespoke Cash and Trade solutions.
• Establish strong stakeholder relationships and build a robust pipeline across the network.
• Collaborate with coverage teams to produce quality credit proposals supporting existing and new Trade facilities.
• Proactively manage transactional risk efficiently and profitably.
• Identify opportunities for continuous improvement of products, systems, processes, and practices considering client needs and market trends.
• Keep product skills up-to-date and stay informed on market trends and competitor behaviors.
• Collaborate with Coverage teams regionally and network to propose new markets, clients, and products.
• Work with Coverage team to create detailed Key Account Plans for growing trade business and maximizing market share.
• Monitor utilization of Trade facilities and cross-sell non-credit trade products/services to deepen client wallets.
• Understand and comply with regulations and internal policies (Credit/Compliance/Operational Risks).
• Coordinate with Cash & Trade Product Innovation teams to finalize documentation and rollout new trade products/solutions.

Frameworks, Boundaries, & Decision-making Authority

• Understand and apply the Business Delegation of Authority Matrix.
• Ensure compliance with regulations and internal policies; understand the bank's risk framework and lines of defense.

Knowledge, Competencies

• A highly motivated salesperson with a track record of originating new clients and driving revenues within a corporate client portfolio.
• Strong client network with focus to grow Cash and Trade business in the region.
• Technical knowledge in Cash and Trade Finance products, Cash Management, digital/electronic channels, and related liquidity management.
• Self-starter capable of handling Cash and Trade inquiries independently.
• Strong interpersonal and communication skills and teamwork.
• Origination capability with customer orientation and negotiation skills.
• Ability to articulate and deliver high-quality client presentations.
• Understanding of operations processes and risk in cash and trade transactions; familiarity with UAE regulatory environment.

Qualifications

Minimum Qualification: Degree in Finance, Accounting, Economics, Commerce, or equivalent discipline.

Minimum Experience: 10+ years transactional banking experience with specialized knowledge in Cash Management, Payments, Liquidity Management, Core Trade Finance and Value-Added Trade Finance. Proven origination and relationship portfolio management and KPIs achievement.

Seniorities and Employment

• Seniority level: Not Applicable
• Employment type: Full-time
• Job function: Sales and Business Development
• Industries: Banking