Executive Director - GTB Sales

Job Purpose:

The role holder is primarily responsible for working with Coverage teams in structuring Cash and Trade (including overdrafts), managing and growing Transaction Banking business in Corporate and Contracting segments in Abu Dhabi. The role holder will be a member of the team covering Cash and Trade sales in Abu Dhabi.
ED GTB Corporate Sales will report to the Unit Head GTB Corporate Sales Corporate & Contracting Abu Dhabi

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 (as appropriate) to deepen Cash and Trade product penetration in UAE (Abu Dhabi specifically).
• Use of consultative approach along with the Cash and Trade knowledge and experience to design and implement suitable innovative solutions for customer’s needs. Responsible for structuring complex cash management deals and responding to RFPs.
• New Markets & Products: Structuring of bespoke open account solutions (SCF & RF) and ensure a high-quality customer experience through consultative approach, design and implementing workable and innovative solutions for customer’s needs. Responsible for structuring complex Trade deals and providing technical expertise to relationship managers.
• CASA Generation: Structure liquidity and liabilities solutions that drive CASA growth while ensuring best-in-class customer experience.
• Regulatory Oversight: Manage proactively the fraud and compliance risks in the Cash and Trade business when developing solutions for clients.
• Digital Penetration: Target 100% conversion of all existing and new to bank customers on to FAB’s electronic channels
• Pipeline Discipline: Work with the coverage to build and maintain a strong Cash and Trade pipeline while remaining focused on pipeline deal mandate closures. This includes regular review and communication to the relevant 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 ringfenced to FAB.
• Service Delivery: Ensure that customer comes first by delivering best-in-class service.
• Business Liaison: Maintain close liaison with intra region and cross regional stakeholders to bring about network connectivity to facilitate cross border transactions and opportunities where possible.
• Customer led generation / origination to increase share of wallet with existing relationships by deep selling new Cash and Trade products and support Corporate & Contracting Coverage to generate new revenue opportunities from new to bank clients and opportunities.
• Stakeholder Coordination: Provide technical expertise to coverage and partner with coverage teams to develop quality proposals and RFP's that win mandates.
• Proactively manage transactional risk in an efficient and profitable manner.

Specific Accountabilities:

As a member of GTB Corporate Sales, you will be responsible for your portfolios on the following accountabilities:

• Driving Cash and Trade sales for clients, in line with specific needs of clients.
• Delivery of specific revenue targets, CASA/liabilities, returns on risk adjusted assets and equity consistent and commensurate with the Bank’s acceptable risk parameters and pricing.
• Work closely with coverage teams and make the unit head aware of performance gaps in your portfolio.
• Actively engage with client together with the Unit Head GTB Corporate Sales Corporate & Contracting and Coverage team to build Cash & Trade business for the Bank.
• Responsible for structuring Cash & Trade deals and providing technical expertise to relationship managers and facilitate client discussions. This includes structuring Cash Management transactions, responding to RFP's and facilitating client discussions, while providing technical expertise to relationship managers.
• Participating in and contributing to deal teams where transactions require bespoke Cash and Trade solutions.
• Establish strong stakeholder relationships and work with colleagues and partners across the network to build a strong Cash & Trade pipeline.
• Ensure Cash and Trade transactions and facilities are being executed on timely manner.
• Partner with coverage teams to develop quality credit proposals supporting structuring of existing and new Trade facilities.
• Proactively managing transactional risk in an efficient and profitable manner.
• Identify and manage fraud, regulatory and compliance risks in the transactions when developing solutions for clients.
• Identify opportunities for continuous improvement of products, systems, processes, and practices while considering client needs, market developments and trends.
• Actively participate in opportunities to update product skills, understand market trends and competitor behaviors.
• Work closely with Coverage teams across the region and network to propose new markets, clients, and products and propose to Unit Head.
• Work with Coverage team on creating detailed Key Account Plan for growing trade business and maximize market share.
• Closely monitoring utilization of Trade facilities and cross sell non-credit trade products / services to deepen client wallet.
• Understand and comply with regulations and internal policies i.e., Credit/ Compliance/ Operational Risks, etc.
• Handle transactions on end-to-end basis.
• Work closely with Compliance, Finance, Operations, etc. for client on-boarding and smooth execution of transactions.
• Work closely with Cash & Trade Product Management team in UAE to finalize documentation/ structures/ rollout new trade products/ solutions.

Frameworks, Boundaries & Decision-making Authority:

• Understand and apply Business Delegation of Authority Matrix accordingly
• Compliance with regulations and internal policies i.e., Credit / Compliance / Operational Risks, etc. Understand the bank's risk framework and the relevant internal policies including the lines of defense.

Knowledge & Competencies:

• A highly motivated and experienced salesperson with a track record of originating new clients and driving revenues within a portfolio of multi-national corporations
• Achieve the business objective. Individuals must have the ability to work in a matrix reporting environment.
• Strong Client network with focus to grow Cash and Trade business for the bank in the region.
• Strong technical knowledge in Cash and Trade Finance products including Trade Services, Supply Chain finance and Treasury Services. Cash Management products including Payments and Digital/Electronic Channels; Collections and Reconciliation tools; Account Services, Liquidity and Liabilities management.
• Self-starter who can handle all enquiries relating to Cash and Trade Finance independently.
• Strong interpersonal skills as well as a team player with strong influential skill that can motivate team members to achieve the business objectives
• Strong origination capability coupled with excellent customer service & negotiation skills.
• Strong written and spoken English.
• Self-confident and performance driven. Ability to work under pressure and with a strong delivery focus.
• Ability to articulate, formulate and deliver high quality client presentation.
• Understanding of operations processes and procedures, and related risk in cash and trade transactions.
• Familiar with the regulatory environment concerning financial industry in UAE.

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Requirements

Minimum Qualification - Degree in Finance, Accounting, Economics, Commerce, or equivalent discipline
Minimum Experience - 10+ years Transaction Banking experience with specialized knowledge in Cash Management, Payments, Liquidity Management, Traditional Trade Finance, Structured Trade & Commodity Finance. Candidate should have an experience of Origination, Developing Client Relationship and Team Management.