Director Business Banking Trade Working Capital

Job description

Job summary / Introduction

SME and mid-market companies play a significant role in driving the economic health of the UAE and specifically the Dubai market and represent the majority of business in the economy. As the world continues to become more connected, SMEs will increasingly become international and FAB is better placed to meet their needs by increasing strength to support domestic matured businesses.

The jobholder will prepare a self-development plan, agree it with the line manager, and work progressively towards achieving it. They should seek best practices from other peers and colleagues and attend training sessions as planned by management.

The candidate should have a strong ability to provide direction in assessing and capturing customer needs and opportunities effectively within the existing, new, and prospective customer base. They will drive best practice in lending and risk policies ensuring these remain in line with FAB practices.

Key responsibilities

Sales and financial

• Increase depth and breadth of relationship with existing customers.

• Increase sales volumes and market shares in target market.

• Utilize limits for new approved limits.

• Number and quality of credit applications processed.

• Response and turnaround times of customer requests and processing business applications.

• Align structure and pricing of the proposed limits with customers' needs.

• Establish an efficient customer-focused approach representing a strong competitive edge.

• Increase share of high-end market and quality business within assigned segment.

• Use the existing borrowing clientele's suppliers and buyers to create new borrowing relationships to the bank.

• Develop and manage the portfolio of the company for corporate and commercial financing.

• Provide customers with accurate and timely information on products and reveal the benefits affecting their businesses.

• Actively source business from prospects and follow up on sales leads within designated market segments.

• Plan visits to existing and new prospective clients in coordination with GTx and FX team.

• Identify and forward sales leads to other areas in the bank for cross-selling.

Risk management

• Prepare credit application (CA), analyse financial statements, and make it ready for approvals.

• Ensure CAs for new clients and renewals for existing clients are correctly prepared in accordance with bank policies and regulation framework.

• Recognize early warning signals of unsatisfactory account conduct and pursue the collection of past due loans.

• Assess the financial and business risks involved in lending to particular businesses, mainly by looking at the company's competitive position within its industry, strategic direction, management quality, and financial profile.

• Identify and analyse areas of potential risk threatening the assets, earning capacity, or success of organizations in various business fields.

• Proactively manage the assigned portfolio risk by ensuring timely renewal of accounts within applicable time standards, provided all required information is available.

Profitability and expense control

• Ensure effective utilization of limits to maximize profitability.

• Regularly monitor MIS reports for FX and trade working capital revenues and utilizations.

• Continuously seek to increase revenue margins from customers.

Customer service and service level

• Whenever needed, contact customer service groups and processing units to ensure satisfactory service standards are met.

Operations and process responsibilities

• Discuss credit packages with respective credit team and approving authorities if needed.

• Establish and maintain a close working relationship with credit division and credit administration.

• Understand customer's financial needs and initiate formulation of written proposals to fulfill these needs with bank's products within the general guidelines of business banking and regulating authorities.

• Review credit analysis and add high standard qualitative comments.

Compliance

• Comply with bank-related policies and procedures, and business banking standards in structuring and pricing of limits.

• Adhere and comply with bank's internal applicable policies and procedures as well as governing regulations issued by concerned authorities.

• Cooperate and facilitate work of internal audit and risk management to address gaps, and respond to audit reports within agreed deadlines.

• Monitor money laundering activities and coordinate remedial actions with management.

Requirements / Qualifications

Required

• University degree - MBA, PGDM, CA, CFA or similar certification preferable.

• 5-8 years' relevant experience in the banking sector with at least 4 years in similar positions of progressively increasing managerial responsibilities in the business banking function.

• Trade working capital experience is a must.

• Strong understanding of financial statement analysis, conducting due diligence for lending cases, and ability to risk assessment.

• Strong knowledge of trade finance and real estate finance products.

• Good understanding of market best practices and dynamics including demographic factors, competitor products, and services.

• Strong understanding and working knowledge of SME banking and related regulations.

• Understands legal structures consistent with different types of businesses.

• Proven ability to communicate and influence at different levels and to a variety of audiences.

• Proven achievement of meeting or exceeding sales targets.

• Having a sales hunting mindset.

• Able to evaluate, analyse, draw conclusions and develop insightful recommendations and solutions.

• Strong entrepreneurial, commercial, and business acumen with an understanding of wider economic issues.

• Proven ability to build and maintain strong customer relationships.

Preferred / Beneficial

• Real estate financing experience will be valuable as well.

About us

First Abu Dhabi Bank (FAB) is the largest bank in the UAE and one of the world's largest and safest financial institutions. We offer a comprehensive range of personal and private banking services, including credit cards, Islamic banking, investments, loans, and mortgages. Our commitment to excellence and innovation drives us to provide top-tier financial solutions to our clients.

Life at FAB

Working at FAB means being part of a team of talented and passionate individuals with a shared vision to support the ambitions of our stakeholders to grow stronger. We embrace the needs of our customers across the globe with a sense of responsibility and confidence driven by extensive expertise that can only be delivered by an ambitious world-class organization.

Career development

FAB offers unique career choices, a chance to innovate, craft solutions for the future, and express yourself in a performance-based culture that will unleash the best in you. Whether you are an experienced professional or just starting your career, FAB provides a range of learning and development initiatives to support all employees through training and skill development.

Our values

At FAB, we place our customers at the core of our activities, live our values each day in every way, celebrate achievements, and empower each other to deliver leading solutions. We have structured plans for the recruitment and career progression of Emirati talent to enable them to make a mark in the financial and banking sector both regionally and globally that rewards your hard work and dedication.

Join our team and be part of a journey to shape the future of banking.