Executive Director, Corporate Banking - Dubai & NE

JOB SUMMARY / INTRODUCTION To grow and manage large account portfolios and sensitive client relationships for assigned portfolio in the corporate banking segment; improve service quality levels and supervise the subordinates' day-to-day activities and client interactions to ensure that the team's objectives are constantly met and its revenue targets achieved, while maintaining client satisfaction and portfolio credit quality. KEY RESPONSIBILITIES Client and Market Analysis • Conduct financial analysis on clients and their respective geographies/ industries/ markets to identify potential opportunities and risks. Business Origination • Originate new business opportunities with target clients across banking products and in line with relevant policies. • Obtain support from relevant stakeholders and governance forums to close deals (e.g., credit, products, GT). • Develop Term Sheet, Information Memorandum, Mandate letter etc. • Examine & resolve credit, market and operational risk aspects of the transactions in collaboration with products and enablement units. • Leverage FAB’s network expansion through cross border deals. • Anchor Strategic Alliances with UAE’s Top Developers & Authorities. • Expand Products Penetration Through Sector-Focused Solutions. • Ensure high returns with satisfactory yields. • Maintain the credit quality of the client's relationships within the Portfolio to an acceptable level set by the Bank's management. • Pitch, review, negotiate and conclude deals. • Develop and maintain strong relationships with key decision makers in other banks to originate business. • Up to date with the latest market, competitors, regulatory and industry and amend accordingly the account plans as when applicable. • Ability to handle sophisticated transactions and engage assigned team members. • Recommend policy amendments as when required to match with the latest business trends. Client Relationship Management • To achieve assigned financial and non-financial objectives by meeting all borrowing & non borrowing needs of customers with target segments (E.g., borrowers, transactors, depositors). • Prepare and Maintain Account Plans for all clients with support from relevant partners (e.g., products, international banking, Employee banking, Asset Management, etc.). • Support on the conduct of annual/periodic credit facility reviews in the existing portfolio in a timely manner and support on the recommendation of appropriate credit facilities in line with the banks credit policy to maximize earnings while containing risks to an acceptable level and identifying candidates for downgrades/ upgrades. • Develop, Implement and maintain complete control aspects i.e., documentation, periodical client visits / call reports, stock inspections and formal credit checks / informal market feedback to monitor the assigned portfolio effectively. • Organize client meetings with relevant partners/ seniority to deepen FAB relationship within the portfolio. • Identify & develop cross selling opportunities and increase cross-sell ratio and returns with clients. • Support client on their day-to-day banking requirements with support from the team (as applicable). • Ensure customer satisfaction remains high and meets the targeted NPS score. • Keep abreast of market trends and manage a disciplined marketing process by identifying steps/strategies necessary to effectively initiate relationships with prospects. • Onboard new clients as and when required. Collaboration • Align with Corporate team as well as other partners to identify and convert opportunities. • Collaborate with other business divisions to drive cross-BU collaboration. • Develop proposition strategy, competition analysis, focused group approach, service delivery model, customer experience, internal & external campaigns and alignment with other Products & proposition including Risk policies, Payment & Cash management, Trade products, collaboration with Retail banking including Private Banking, etc. • Align with International banking to support client in FAB network locations. • Support Unit/Divisional/Bank-wide initiatives (as required or assigned). Operational • Follow all relevant policies, processes, standard operating procedu

Key Responsibilities: Client and Market Analysis – conduct financial analysis on clients and their geographies/industries/markets to identify opportunities and risks. Business Origination – originate new business opportunities with target clients across banking products; obtain support from relevant stakeholders to close deals; develop term sheets, information memorandums, mandate letters; examine and resolve credit, market, and operational risk aspects of transactions; leverage FAB’s network for cross-border deals; anchor strategic alliances with UAE developers and authorities; expand product penetration through sector-focused solutions; maintain credit quality within the portfolio; pitch, review, negotiate, and conclude deals; maintain relationships with key decision makers in other banks to originate business. Client Relationship Management – achieve financial and non-financial objectives by meeting borrowing and non-borrowing needs; prepare and maintain account plans; conduct credit facility reviews; implement and maintain control aspects (documentation, client visits, stock inspections, credit checks, market feedback); organize client meetings with partners to deepen FAB relationships; identify and develop cross-selling opportunities; support day-to-day banking requirements; ensure high customer satisfaction and maintain targeted NPS; stay abreast of market trends and manage marketing processes for prospect engagement; onboard new clients when required. Collaboration – align with Corporate team and other partners to convert opportunities; collaborate with other divisions for cross-BU initiatives; develop proposition strategy, competition analysis, service delivery model, customer experience, and campaigns; align with International Banking to support clients in FAB locations; support unit-wide initiatives as required. Operational – adhere to policies, processes, and standard operating procedures.