Director - Contracting AD - Emiratization

Key Accountabilities:

Client and Market Analysis:

• Participate in the financial analysis conducted on clients and their respective industries/ markets to identify potential opportunities and risks.

Client Relationship Management:

• Originate new business opportunities with target clients across banking products
• Develop Term Sheet, Information Memorandum, mandate letter….etc;
• Examine & resolve credit, market and operational risk aspects of the transactions in collaboration with products and enablement units.
• Pitch, review , negotiate and conclude deals.
• Maintain the credit quality of the clients relationships within the Portfolio to an acceptable level set by the Bank’s management
• Achieve individual and team’s financial performance targets.
• Identify & develop cross selling opportunities and increase the cross-sell ratio with key clients.
• Ensure Account Plans are prepared and maintained for all key clients.
• Ensure all clients’ files /documents are maintained.
• Ensure all credit reviews are submitted on time and agreed conditions are met.
• Maintain a satisfactory audit on the portfolio
• 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

Day-to-Day Activities:

• Assist the Unit Head / Line Manager in the day-to-day administrative and transactional activities such as client calls, documentation follow up, 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.

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.

MIS & Reports:

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

Specific Accountability:

• Manage a portfolio of large Engineering, Procurement and Contracting Clients. Additionally, establish relationships with select and targeted New-to-Bank companies
• Maintain active engagement with clients at the senior level
• Engage internal stakeholders to make sure deals in the pipeline are moved along in a timely manner
• Have in-depth credit knowledge of companies/ groups assigned in the portfolio. At all times lead the discussion with Credit whether it is in the context of clients or product partners
• Have in depth knowledge of Trade, Cash Management, Corporate Finance (esp. structured lending, ECA, project finance) and Global Markets. At all times lead the discussion with clients with active involvement of product partners and to constantly gain larger share of wallet from assigned portfolio
• Develop and update Key Account Plans for assigned portfolio
• Actively monitor client profitability and ensure corrective actions when required
• Actively contribute to the fine tuning and development of the Dubai Contracting Strategy
• Actively contribute to the Weekly Contracting Calls and supporting documents/ market intel
• Ensure document deficiencies are minimized and all critical documents are always complete
• Ensure strict adherence to Compliance on all transactions and clients
• Lead discussions with Legal in conjunction with Credit and product partners for all Client related documentation (e.g., Facility Letters, Corporate Guarantees, Project Guarantees, Loan Documentation etc)
• Always ensure adherence to FAB’s values

#LI-MM2

Requirements

Minimum Qualification

• Bachelor’s degree in finance or related discipline.
• Master’s degree in business administration is preferred.

Knowledge, Skills, and Attributes:

• Knowledge of the banking sector, and FAB’s products and business strategies
• Ability to work under pressure and adjust quickly to changing priorities.
• Computer proficiency
• Ability to analyze and research information.
• Banking software systems proficiency
• Data analysis and financial modelling skills
• Credit analysis and FOREX skills
• Communication skills

Minimum Experience

• 8 -10years of experience in corporate banking (coverage).