Job Description

Job Title INT

Description


Job Purpose:
Being a significant part of the sales team focusing on Non-Banking Financial Institutions globally, delivering agreed sales and revenue targets across Global Markets along with identifying and cultivating cross-sell opportunities within the sectors and geographies prescribed to build long term sustainable relationships aimed at firmly establishing FAB as go-to bank (i) for NBFIs regionally across all GM products and (ii) for global NBFIs for GCC+E products.
GM Sales - NBFI's main accountabilities and responsibilities include:
Enhancing cross-border execution, adoption of best practices across geographies
Driving a results orientated transparent global performance culture
Mentoring and developing team members across GM Sales, and FAB as a whole
Creating a dynamic scalable multi-jurisdictional transparent performance culture always capable of being at the forefront of strategic and tactical initiatives as well as directives from Team Management
Originating transactions on the Structured side and contributing to the FI team's vanilla business via flow products
Deepening client engagement expanding the number of clients globally in order for us to grow the NBFI segment holistically, plus diversifying the client base especially for the liquidity drive of the bank with Official Institutions, including Supras and SWFs
Focusing on bringing flows and originating deals with the regional and international NBFIs by collaborating with the Solutions team to work on enhancing the relationship RAROCs for existing clients and where applicable, extracting opportunities to generate high delta trades that the bank will benefit from for years to come
Key Accountabilities:
Relationship Development: Global Markets Sales:
As a member of the Global Markets, Sales, within Global Markets (Corporate & Investment Banking) the incumbent will be a strong team player with the ability to deliver agreed sales and revenue targets across Global Markets. In addition, along with identifying and cultivating cross sell opportunities within the sectors and geographies, this will be a pre-requisite to build long term relationships aimed at firmly establishing FAB as the best Arab bank in the world.
Distribution & Coverage Scope: Institutional Sales (IS):
As a member of the FI Sales Team (specifically, the Non-Banking Financial Institutions' team), the incumbent will be focused on selling Global Markets solutions to key FAB Corporate & Investment Banking clients across the prescribed client base globally. The incumbent is expected to have a strong understanding of the client's requirements and is expected to provide a high quality distribution service to these targets.
Competencies:
A role model who is able to build long tern partnerships that shape customer expectations, inspires others and exceeds customer expectations and provide value added services
Anticipates and identifies when a strategic shift in direction is critical for competitive and is able to identify innovative solutions or refines solutions to recommend optimum course of action that adds most value
Capable to improve our Pricing capability and process (Murex, Macro for the expiries, Valuations...)
Takes a lead financial role in appraising and deciding upon large scale financial and commercial propositions that will impact the allocation of capital, resources and risk management
Capability to work on structured deals : Novations, Structured Products, Financing (Repo, TRS, Repo to Maturity) deals across all Asset Class
Seeks to promote the bank's strategic global brand v/s a network of influential contacts in many different spheres of the bank's activities
Creates positive culture in line with company values, display the strength of character and charisma to inspire confidence, trust and loyalty in others
Takes personal responsibility for driving the bank's success demonstrating a high level or ownership and always places business interest/agenda foremost
Able to review own performance without bias and uses this to optimize performance and achieve longer term career aspirations
Anticipates changes to sales and marketing strategies and approaches based upon a wide understanding of market place trends and competition
Uses a wide range of MI and metrics to assess the performance of his entire portfolio, helping to formulate a plan that addresses challenges and gaps in budgets as well as targets for the year in a timely and periodic manner
Qualifications
Minimum Qualification
Minimum degree in Accounting, Economics, Banking or Financial Management or equivalent.
Minimum Experience
15+ years relevant experience
Highly organized and able to cope with multiple responsibilities
Understand risk valuation and management control tools and performance measurements
Previous experience in a well-known International Bank
In-depth knowledge of Derivatives with Structuring background (Quantitative, Pricing)
Capable of improving our Pricing capability and processes (Murex, Macro for the expiries, Valuations...)
Capable of working on structured deals: Novations, Structured Notes, Financing deals across all Asset Class
Capable of understanding risk valuation and management control tools and performance measurements
Able to have in-depth conversations with Risk/Legal/Compliance Department to develop new businesses for the Non-Banking Financial Institutions.

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