Company Description

FAB, the UAE\'s largest bank and one of the world\'s largest and safest institutions, offers an extensive range of tailor-made solutions, and products and services, to provide a customised experience. Through its strategic offerings, it looks to meet the banking needs of customers across the world via its market-leading Corporate and Investment Banking and Personal Banking franchises.



To proactively manage, advise, provide solutions & sell across the selected Financial Institutions clients, our full spectrum of Bespoke Trade & cash management solutions by providing: direct sales, direction and assistance including solution-led product positioning and bundling; subject matter expertise for client proposals and presentations; complex deal pricing; pipeline development and analysis. This requires to analyze and understand appropriate present & future market opportunities/ trends to formulate sound strategies and participate in development of innovative products/ services for increased profitability and greater market penetration in order to support the FI vertical proposition. The job entails extensive client calling, business travel, constant origination and management of Transactions on a day to day basis

Customer Generation:

• To guide and work with relevant teams reporting in to identify and acquire new trade asset management revenue opportunities, thereby support in creation / proposal of credit lines for potential Trade business destinations and institutions.
• Develop a client calling, business and product delivery plan in close alignment with GTB strategy.

Commercial Oversight:

• Originate Primary & secondary market Trade deals and work towards originate to distribute model along with the Trade Distribution team in creation of pipeline of FI clients, creating necessary limits, churn assets and supporting them for identifying appropriate structures and products, in line with Bank\'s objectives and client needs.
• To ensure the team\'s optimum utilization of Credit lines, within the Credit policy parameters, while maintaining the Credit quality checks required.
• To maintain an awareness of competitor\'s products and pricing, including new trends and developments in the FI Trade & Cash industry.
• To help build reciprocity between Cash & Trade for select banks to enable to cross sell FAB GTB products.
• To structure, strategize and support Team Head for collective decision making of annual business plans for key markets after due analysis of economic data & FI preferences

Regulatory Oversight:

• To be able to understand & thereby undertake trade risks and balance sheet implications, including the application of risk distribution and other techniques.
• To enhance overall RAROC for bank-wide relationships to maximize GTB FI Sales earning\'s power by selling and buying trade assets. Maintaining profitability through continuous product strategy implementation and development.
• To ensure complete due diligence on Day to day transactions to be in line with strategy and requirements
• Monitor compliance to all regulatory, statutory and audit norms relating to the function. To ensure internal and statutory guidelines and procedures are strictly followed in order to protect bank\'s interest and minimize internal or external auditor\'s objections.

New Business:

• Leverage New & Existing Relationships in the Financial Institutions world to build Funded & Unfunded Trade Finance related Assets for the Bank in various Geographies.
• Build Trade (Primary & Secondary) and Cash Sales in the Financial Institutions vertical achieving Transaction Banking revenue budgets and working towards moving the share of revenue/expenses towards global indicators
• Lead strong client-centric state-of-the-art pitches that generate substantial incremental income for the bank and that prove sustainable, \xe2\x80\x9csticky\xe2\x80\x9d transaction banking business for years to come.
• Provide best of class client presentations and response to Trade & Cash RfPs from desired customers.

New Markets & Products:

• Communicate client needs to Product Development teams in line with current market trends in Trade finance for FI\'s for development of products for the Bank and assist/Work towards the potential solutions and economic viability

Co-ordination and stakeholder buy-in:

• Close coordination and cooperation between GTB corporate teams, FIG, FAB International offices, trade hubs and all potential counterparty banks. Support Relationship Bankers for Business Strategy, Key Account Plans(KAPs) Annual review, creation & utilization of limits on Financial Institutions
• Build strong stakeholder relationships, particularly with FIG coverage groups, GTB Product Management/ Corporate Trade & Cash Sales and Implementation, Operations, Client servicing compliance and Legal to build a robust and strong trade & cash pipeline
• Ensure End to end transaction management, structuring and execution including sourcing, Pricing, negotiation, and execution with full co-ordination with stakeholders

Service Delivery:

• Be instrumental to obtain and retain optimal client satisfaction and deliver strong customer services directly or via close cooperation with the client services teams.
• Lead in the preparation of Cash Clearing - Requests for Information and Proposals (RFIs/RFPs) providing appropriate solutions to our targeted clients.

Qualifications

• Masters/Bachelor\'s degree in Business Administration or a related discipline
• 10-15 years of experience in Transaction Banking specializing in Trade Finance/ Cash Management/ coverage managing an active portfolio of FI Clients
• Candidate should have an experience of Origination, Developing Client Relationship and Team Management
• Language skills as appropriate for the regions handled are preferable

First Abu Dhabi Bank