Head of KSA Securities Services - FAB Capital

The Head of Securities Services FAB Capital role holder has a specific set of accountabilities. He/she will have full responsibility for managing Global Corporate Finance Securities Services in KSA. He/she will provide strategic direction in originating, structuring and executing Securities Services opportunities.

The role holder will manage client relationships, with an objective of increasing revenue and identify key prospective new clients for Securities Services’ products in line with the bank’s Coverage Model. He/she will need to be highly organized and have detailed knowledge of the GCF Securities Services business and in operations and demonstrate the ability to add incremental revenue.

Key Country Responsibilities: KSA -

Strategy Development and Implementation:

• In coordination with the CEO KSA FAB Capital and Head of GCF, support to develop and direct the implementation of the FAB Capital Strategy covering Debt Capital Markets (DCM), Corporate Advisory & Equity Capital Markets (CA/ECM), Loan Capital Markets and Distribution (LCM&D), Loan Agency (LA) and Securities Services (FSS) ensuring alignment to group strategy, Group’s vision, mission and corporate objectives.
• In coordination with CEO FAB Capital KSA Head of GCF, ensure that functional strategy and related strategic plans are developed and implemented, which are aligned with the vision and mission of the bank.
• Design and implement business strategies, plans and procedures at FAB Capital.
• Develop the FAB Capital Securities Services strategy and set up the full platform including:

Hiring personnel, re-defining product needs, systems, and policies

Analysing, defining and recommending full fledge Fund Administration solutions

• Set comprehensive goals for performance and growth and evaluate performance.
• Identify and attract institutional clients.
• Recruit, train, lead employees to encourage maximum performance and dedication.
• Develop strategic relationships with senior client decision makers.
• Oversee the operational service to ensure it consistently meets client expectation.
• Supervise the preparation of commercial proposals and presentation materials
• Oversee the successful conversion of pipeline deals.
• Help implement market practise and regional and confirm to international regulations.
• Develop & execute marketing strategies aligned to the strategic business plan and Coverage Model of the bank.
• Monitor sales progress systematically using the pipeline and appropriate KPI’s.
• Manage and develop excellent relationships with Coverage units with the objective of maximizing penetration of Securities Services revenue from the bank’s existing clients.
• Manage the full sales process including price negotiating, contract negotiation, RFI/ RFPs, clients Due Diligence visits

Qualifications

Minimum Qualification

• Incumbent at this level is expected to have a Degree in a relevant discipline

Minimum Experience

• 15+ years’ experience in similar role, within a large multi-faceted organisation within the financial services industry or market-related.
• Demonstrated experience of developing and delivery of Business Development strategies in the financial service industry.
• Solid judgment & decision-making abilities.
• Excellent negotiation & influencing skills.
• Strong leadership skills.
• Excellent network-building skills.
• Mature interpersonal skills, and broad experience in building or supporting the building of new businesses, and delivering continuous business improvement.
• Strong interpersonal, facilitation, team building skills, tact and diplomacy.
• The drive and tenacity to overcome obstacles and a track record of delivery and being able to take people with them by making complex issues, simple.