Executive Director, Corporate Banking
Job summary / introduction
To grow and manage large account portfolios and sensitive client relationships for assigned portfolio in the corporate banking segment; 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.
Key responsibilities
Client and market analysis
Conduct financial analysis on clients and their respective geographies, industries, markets to identify potential opportunities and risks.
Business origination
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 close deals (e.g., credit, products, GT).
Develop term sheet, information memorandum, mandate letter etc.
Examine and resolve credit, market and operational risk aspects of the transactions in collaboration with products and enablement units.
Leverage FAB's network expansion through cross border deals.
Anchor strategic alliances with UAE's top developers and authorities.
Expand products penetration through sector-focused solutions.
Ensure high returns with satisfactory yields.
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 as applicable.
Ability to handle sophisticated transactions and engage assigned team members.
Recommend policy amendments as required to match the latest business trends.
Client relationship management
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 account plans for all clients with support from relevant partners (e.g., products, international banking, employee banking, asset management, etc.).
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 and identifying candidates for downgrades or 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 and seniority to deepen FAB relationship 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.
Keep abreast of 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.
Collaboration
Align with corporate 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, etc.
Align with international banking to support clients in FAB network locations.
Support unit, divisional and bank-wide initiatives as required or assigned.
Operational
Follow all relevant policies, processes, standard operating procedures, and instructions so that work is carried out in a controlled and consistent manner.
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 other activities in the unit or team to ensure continuity of work and delivery of effective and 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 credit reviews are submitted on time and agreed conditions are met.
Ensure all clients' files and documents are maintained.
Maintain a satisfactory audit on the portfolio.
Adhere to process KPIs and operational risk management, business continuity planning and internal audit requirements.
Prepare timely and accurate statements and reports to meet the unit's requirements, policies, and standards.
Leadership
Act as role model for the entire corporate banking group and team.
Lead, mentor, motivate, develop and coach team members to ensure career growth and short and 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.
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.
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.
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
Master's degree in business administration is preferred.
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.