Executive Director & Head of GTx Client Solutions IBG - Sovereign Wealth Funds & Financial Sponsors

JOB SUMMARY / INTRODUCTION

The role holder is primarily responsible for working with WBG Coverage team in structuring GTx Solutions, managing and growing Transaction Banking business for the Sovereign Wealth Funds and Financial Sponsors Industry.

KEY RESPONSIBILITIES

• Develop, execute and refresh sales strategy for the SWF portfolio.
• Identify and develop GTx business opportunities and profitability in various industries across the UAE.
• New Business: Guiding the 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 channels.
• Pipeline 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.
• Leading a team managing a portfolio of clients, taking accountability for delivering Transaction Banking Products (Cash & Trade).
• Driving Cash and Trade sales for portfolio of clients, in line with specific needs of clients. This includes participating in the budgeting process/exercise.
• Define strategy for delivery of specific revenue targets on cash and trade products, returns on risk adjusted assets and equity consistent with the Bank’s acceptable risk parameters and pricing.
• Work closely with coverage teams and make the management aware of performance gaps with suggestions to rectify and improve performance and deepen client relationship.
• Actively engage with client together with the Head of Cash and Trade Solutions & Advisory UAE and Coverage team to build Cash & Trade business for the Bank.
• Oversight of teams structuring Cash & Trade deals and providing technical expertise to relationship managers and facilitate client discussions. This includes structuring Cash Management transactions, responding to RFPs and facilitating client discussions, while providing technical expertise to relationship managers.
• Participating in and contributing to deal teams where transactions require bespoke Cash and Trade solutions.
• Establish strong stakeholder relationships and work with colleagues and partners across the network to build a strong Cash & Trade pipeline.
• Partner with coverage teams to develop quality credit proposals supporting structuring of existing and new Trade facilities.
• Identify opportunities for continuous improvement of products, systems, processes, and practices while considering client needs, market developments and trends.
• Actively participate and engage team in opportunities to update product skills, understand market trends and competitor behaviours.
• Work closely with Coverage teams across the region and network to develop new markets, clients, and products.
• Work with Coverage team on creating detailed Key Account Plan for growing trade business and maximize market share.
• Closely monitoring utilization of Trade facilities and cross sell non-credit trade products / services to deepen client wallet.
• Understand and comply with regulations and internal policies i.e., Credit/ Compliance/ Operational Risks, etc.
• Increase FAB’s Transaction Banking market profile by organizing or participating in various industry events.
• Work closely with Cash & Trade Product innovation team in UAE to finalize documentation/ structures/ rollout new trade products/ solutions.
• Understand and apply Business Delegation of Authority Matrix accordingly.
• Compliance with regulations and internal policies i.e., Credit/ Compliance/ Operational Risks, etc. Understand the bank’s risk framework and the relevant internal policies including the lines of defence.
REQUIREMENTS / QUALIFICATIONS

• Degree in Finance, Accounting, Economics, Commerce, or equivalent discipline.
• 12+ 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.
• A highly motivated and experienced senior salesperson with a track record of originating new clients and driving revenues within a portfolio of corporate clients.
• Inspire team members to achieve the business objective and overcome challenges.
• 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.
• Strong interpersonal skills as well as a team player with strong leadership skills that can motivate team members to achieve the business objectives.
• Ability to work across multiple functions and coordinate with multiple stakeholders.
• 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.