Director- GTB Sales - CMB - Emiratized Role

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.

Key Accountabilities: 

• Commercial Oversight: Achieving long term results for delivery of working capital for cash and trade clients.
• Identify and develop Cash and Trade business opportunities and profitability across the UAE
• New Business: Responsible for Cash and Trade product growth jointly with the coverage teams in UAE. Execute calling plans for each industry segment in conjunction with relationship managers (as appropriate) to deepen Cash and Trade product penetration across client portfolio.
• Use of consultative approach along with the Cash and Trade knowledge and experience to design and implement suitable innovative solutions for customer’s needs. Responsible for structuring complex cash management deals and responding to RFPs.
• New Markets & Products: 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 for customer’s needs. Responsible for structuring 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 channels
• Pipeline Discipline: Work with the coverage to build and maintain a strong Cash and Trade pipeline while remaining focused on pipeline 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: Collaborate with other stakeholders to 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 and opportunities.
• Stakeholder Coordination: Provide technical expertise to coverage and partner with coverage teams to develop quality proposals and RFPs that win mandates.

Knowledge & Competencies:

• A highly motivated and experienced salesperson with a track record of originating new clients and driving revenues within a portfolio of corporate clients.
• Strong Client network with focus to grow Cash and Trade business for the bank in the region.
• Strong technical knowledge in Cash and Trade Finance products including core and value-added Trade Finance. Cash Management products including Payments and Digital/Electronic Channels; Collections and Reconciliation tools, Account Services, Liquidity and Liabilities management.
• Self-starter who can handle all enquiries relating to Cash and Trade Finance independently. 
• Strong interpersonal and communication skills as well as a team player.
• Strong origination capability coupled with excellent customer orientation & negotiation skills.
• Strong communication skills.
• Self-confident and performance driven. Ability to work under pressure and with a strong delivery focus.
• Ability to articulate, formulate and deliver high quality client presentation.   
• Understanding of operations processes and procedures, and related risk in cash and trade transactions. 
• Familiar with the regulatory environment concerning financial industry in UAE.

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Minimum Qualification - Degree in Finance, Accounting, Economics, Commerce, or equivalent discipline
Minimum Experience - 10+ 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 and Developing Client Relationships.