Director, Business Banking - Trade Working Capital

JOB SUMMARY / INTRODUCTION SME & Mid-Market Companies play a significant role in driving the economic health of the UAE and specifically Dubai market and represent the majority of business in the economy. As the world continues to become more connected, SME’s will increasingly become international and that 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 Line Manager and work progressively towards achieving it. Seek best practices from other peers and colleagues. Would be required to attend training sessions as planned by management. 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. To drive best practice in lending and risk policies ensuring this remains in line with FAB practices. KEY RESPONSIBILITIES Sales and Financial Increase depth and breadth of Relationship with existing customers. Increased sales volumes/ market shares in 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 customers’ needs. Establishment of an efficient customer-focused approach representing a strong competitive edge. Increase share of high end market and quality business within assigned segment. By using the existing borrowing clientele’s suppliers & buyers, creating new borrowing relationship to the bank. To develop and manage the portfolio of the company for Corporate/ 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 CA’s for new clients and renewals for existing clients are correctly prepared in accordance with the 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, its strategic direction, management quality and its financial profile. Identify and analyze the areas of potential risk threatening the assets, earning capacity or success of Organizations in various business fields. Pro-actively manage the assigned portfolio risk by ensuring timely renewal of accounts within the 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. Activities / Operations Discuss credit packages with respective Credit Team and approving authorities if needed. Establish and maintain a close working relationship with Credit Division/ Credit Administration. Understand customer’s financial needs & 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 Compliance with bank related policies and procedures, and Business Banking standards in structuring & 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, ability to risk assess

Minimum Qualification University Degree - MBA / PGDM / CA

General Accountability: Drive sales and profitability through deepening existing relationships and expanding market share. Prepare and present credit applications and ensure timely processing within bank policies. Manage portfolio risk, monitor credit limits and renewals, and identify early warning signals. Source new business from prospects, coordinate with GTx and FX teams, and cross-sell with other bank areas. Maintain strong customer service standards and collaborate with Credit Division and Credit Administration. Conduct financial analysis, risk assessment, and due diligence for lending cases. Ensure compliance with internal policies and regulatory requirements, monitor anti-money laundering activities, and respond to audit findings. Specific tasks include establishing and maintaining relationships with clients, tailoring written proposals, reviewing credit analyses, and ensuring profitability through effective limit utilization and MIS monitoring. Knowledgeable in Trade Finance and Real Estate Finance products, SME banking regulations, and market practices.