Job Description

Job Title Head of GTB Sales

Description

Job Purpose:The role holder is primarily responsible for working with IBG/ CCIB Coverage teams in structuring Transactional Banking Solutions, managing and growing of Transaction Banking business for the segments assigned. This role will entail formalizing strategy for the region and segments allocated in alignment with the Regional Head of GTB sales, engaging with client on strategic deals.This role also involves leading a team of Transactional Banking specialists, providing them professional guidance, mentoring, coaching and career progression planning.Key Accountabilities:Commercial Oversight: Define and lead on the strategy for achieving long term results for delivery of working capital for cash and trade clients.As a unit head lead and assist the team to identify and develop Cash and Trade business opportunities and profitability in various industries across the UAE.New Business: Leading and guiding the team that is responsible for Cash and Trade product growth jointly with the coverage teams in UAE. Execute strategic calling plans for each industry segment in conjunction with relationship managers and other stakeholders as appropriate to deepen Cash and Trade product penetration across segments assigned.Use of consultative approach along with the Cash and Trade knowledge and experience to design and implement suitable and innovative solutions meeting customer's needs. Responsible for structuring trade and cash management deals and responding to RFPs.New Markets & Products: Developing insights of the markets and 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. Responsible for structuring complex Trade deals and providing technical expertise to client base and 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: Facilitate conversion of all existing and new to bank customers on to FAB's electronic channelsPipeline Discipline: Work with coverage teams to build and maintain a strong Cash and Trade pipeline while remaining focused on 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 ring-fenced 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 lead generation/origination to increase share of wallet with existing relationships by deep selling new Cash and Trade products and support Coverage team to generate new revenue opportunities from new to bank clients.Stakeholder Coordination: Provide technical expertise to coverage and partner with coverage teams to develop quality proposals and RFPs that win mandates.QualificationsMinimum Qualification - Degree in Finance, Accounting, Economics, Commerce, or equivalent disciplineMinimum Experience - 15+ years Transaction Banking experience with specialized knowledge in Cash Management, Payments, Liquidity Management, Core Trade Finance and Value added trade. Candidate should have an experience of Origination, Developing Client Relationship and Team Management.

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