Director- Global Markets - NBFI Sales

First Abu Dhabi Bank is an inclusive environment where each person values the experiences, perspectives, ideas and beliefs of others. We’re in a unique position to learn from all our colleagues, combining international experience with deep cultural knowledge and local expertise. At FAB, you’ll have the support of your team and a strong relationship with your line manager, who will trust you with responsibility and recognize your good performance. As we embrace different ways of seeing the world, listening to each other and respecting different viewpoints, we grow stronger – together.

Job Purpose:

Senior producer with business development responsibilities for NBFI segment, 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 NBFI regionally across all GM products and (ii) for selected international NBFIs for GCC+E products.

On top of managing relationship at GM level and across products, he is responsible to develop GM solution product offer and marketing to clients. Such solution trades may include structured funding, structured products and any transaction that requires bespoke analysis and document negotiation.

Executive Director, NBFI Sales main accountabilities and responsibilities include:

• Regional focus: UK, Europe & US
• Product: cross asset product growth
• Responsibility to develop solutions business within defined regional focus
• To deepen client engagement by leading the team in being more proactive in marketing trade ideas to selected counterparties and by expanding the number of clients globally.
• To position FAB as the go-to bank for regional and international institutional investors looking for MENA related products for their own clientele.
• To further develop FAB structured product offering in the specific product space.
• To drive a results-oriented, 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.

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, 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:

• Deep understanding of the specific dynamics and requirements of the Wealth segment and extensive connectivity with key private banks.
• A role model who is able to build long term 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 to be 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;
• 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 the 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.

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Minimum Qualification

• Minimum degree in Accounting, Economics, Banking or Financial Management or equivalent.

Minimum Experience

• 15-20 years of 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 credit and repo markets and proven track record with regional clients;
• Capable of improving our Pricing capability and processes (Murex, Macro for the expiries, Valuations…);
• Capable of managing a team of several senior sales;
• 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 Financial Institutions.