Director Coverage - Commercial Banking

Bachelor of Business Administration (Management)

Nationality: Any Nationality

Vacancy: 1 Vacancy

Job Purpose:

SME plays a significant role in driving the economic health of the UAE 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 SME business.

The jobholder will prepare a self-development plan, agree it with the Line Manager, and work progressively towards achieving it. They will seek best practices from peers and colleagues and will be required to attend training sessions as planned by management. A strong ability to provide direction in assessing and capturing customer needs and opportunities effectively within the existing, new, and prospective customer base is essential.

To drive best practice in lending and risk policies ensuring alignment with FAB practices.

Key Accountabilities:

• Sales and Financial:
• Increase depth and breadth of relationships with existing customers.
• Increase sales volumes/market shares in the target market.
• Utilization of limits for the new approved limits.
• Number and quality of Credit Applications processed.
• Response & Turnaround Times of Customer requests & processing business applications.
• Alignment of structure & pricing of the proposed limits with customer needs.
• Establish an efficient customer-focused approach representing a strong competitive edge.
• Implement tools and programs to create business inflow and outflow among existing SME clientele in the unit.
• Increase share of high-end market and quality business within assigned segment.
• Create new borrowing relationships by using existing borrowing clientele's suppliers & buyers.
• Develop and manage the portfolio of the company for Corporate/Commercial Financing.
• Minimize one-off transactions by adequately structuring customer limits and targeting.
• Establish and maintain a working rapport with customers by providing expertise in identifying their financial needs and deploying the bank's products & services to fulfill these needs.
• Provide customers with accurate and timely information on products and reveal the benefits affecting their businesses.
• Keep customers and prospects updated on new products & services.
• Actively source business from prospects and follow up on sales leads within designated market segments.
• Plan visits to non-borrowing clients as well as NTBs in coordination with the GTB and FX team.
• Identify and forward sales leads to other areas in the Bank for cross-selling.
• Coordinate with product managers/specialists on promoting the Bank's products.
• Risk Management:
• Prepare Credit Applications (CA), analyze financial statements, and make them ready for approvals.
• Ensure CAs for new clients and renewals for existing clients are correctly prepared in accordance with bank policies and regulation frameworks.
• Recognize early warning signals of unsatisfactory account conduct and pursue the collection of past due loans.
• Identify and analyze potential risk areas threatening the assets, earning capacity, or success of organizations in various business fields.
• Perform analyses of creditworthiness and recommend appropriate credit limits.
• Proactively manage the assigned portfolio risk by ensuring timely renewal of accounts within applicable time standards, provided all required information is available.
• Profitability & 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 & Service Level:
• Whenever needed, contact customer service groups and processing units to ensure satisfactory service standards are met.
• Operations and Process responsibilities.
• Compliance:
• Compliance with bank-related policies and procedures, and Business Banking standards in structuring & pricing of limits.
• Adhere to and comply with the bank's internal applicable policies and procedures as well as governing regulations issued by concerned authorities.
• Cooperate and facilitate the 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.
• Knowledge:
• Strong understanding of financial and SME banking services and 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.
• Appropriate risk awareness.
• Understanding of legal structures consistent with different types of businesses.
• Skills & Behaviors:
• Demonstrable leadership skills with proven ability to motivate and inspire a team to achieve planned objectives.
• Proven ability to communicate and influence at different levels and to a variety of audiences.
• Proven achievement of meeting or exceeding sales targets.

Desired Candidate Profile

Qualifications:

University Degree / MBA / PGDM / Sales diploma or 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.