Director, Private Banking - NRI

JOB SUMMARY The Private Banker focus is to develop business across diverse markets / regions within all areas of private clients, family offices of UHNWI & HNWI, especially with different offshore and onshore locations ranging across numerous booking centers, which is highly competitive and appealing to the regional and international customer base of NRI segment. To achieve superior sales revenues / AUMs above a predetermined target & increase FAB’s market share in NRI segment. To provide clients with an above optimum level of service & full investment solutions. Identify/segment target markets, develop business to widen portfolios & implement the strategic /marketing plan for Private Banking. Building [own] & Managing a portfolio of UHNWI & HNWI & provide maximum personalised services. Maintain /expand current/future client base, acquire net new business via referrals, contacts & marketing. Proactively enhance PB’s offerings [Group and/or Open Architecture] by initiating & supporting internal processes & workflows. Successful Private Bankers should be able to demonstrate their “Hunting” and “Farming” capabilities to ultimately deliver AUMs and revenue streams based around the sophisticated/tailored trilogy of private banking platform for NRI Clientele. KEY RESPONSIBILITIES To maintain & develop a client base of HNWI & UHNWI providing excellent service in order to develop net new business to the group + obtain/maintain business via referrals & recommendations within the Group. Manage specific projects End to End / 360 Degrees including the managing / liaising of other group colleagues. Develops new business through own sources, existing professional connections, and introductions via the bank with strong inter-personal skills and experience at both generating new business and managing high profile client relationships. Opportunity spotting externally & from within the Group. Coordinates & promotes prospects & business with other RMs as well as other Group coordinates Globally. Promotes the cross selling between Group branches/offices in the Gulf & elsewhere Globally for NRI segment. Develop & maintain strong relationships with decision makers in key positions & turns relationships into sources of referral [inwards / outwards]. Initiates pro-actively; solutions, sales & market initiatives. Participates with others in Product development & marketing. Solicits business primarily, but NOT limited to the disciplines of the trilogy of Private Banking [Banking, Fiduciary [Wealth Protection such as Trusts, Foundations Offshore Cos etc], Portfolio Management [Execution only, Advisory & Discretionary] but also includes examples such as derivatives [e.g. DCDs, esoteric funds [aircraft operating leases, mezzanine debt, etc.] Develops new investment relationships, attracts new NRI clients to FAB. Furthermore, develops the private client side of FAB’s key strategic clients’ segment [e.g. Directors of Multinational as well as UAE / GCC / Sub-Continent diasporas-based Cos]. Provides advice & ultra-high level of solutions & service 24/7 – 365 days of the year regardless of being in the office, on vacation and / or on an international business trip. Assesses prospects with the aim of converting to clients by a full vetting / due diligence process addressing issues connect with PEPs. OFAC, AML and including KYC to international standards. Assesses financial needs, risk tolerances/appetite, & develops optimal investment solutions. Ensure, clients’ relationships are monitored & maintained [Completes & updates all reports which includes e.g. KYC, regular Call Reports, Leverage/Lending related issues, interest charges paid on time, maturities, etc..]. Ensures that clients’ portfolios are regularly screened for proper diversification, unless client specifically requests this not to be the case. All other tasks as reasonably & unreasonably requested. Measured by private banking industry criteria: AUMs [On-balance Sheet + Off-balance sheet] Revenues By way of: Number of new relationships opened [Fresh Funds to the FAB Group] Number of new relationships transferred from within the FAB Group Number of existing relationships managed with the primary goal of increasing wallet share Via the private banking disciplines: Banking Fiduciary [Wealth Protection such as Trusts, Foundations Offshore Cos etc] Portfolio Management [Execution only, Advisory & Discretionary] Derivatives [e.g. DCDs] Esoteric funds [aircraft operating leases, mezzanine debt, etc] Using the competitive advantage of FAB’s Unique Selling Point: Offshore Platform Onshore Platform REQUIREMENTS / QUALIFICATIONS A detailed knowledge of FAB policies, procedures and processes including anti-money laundering requirements, OFAC, and ‘know your customer’ requirements in relation to the International Private Banking ma

A detailed knowledge of FAB policies, procedures and processes including anti-money laundering requirements, OFAC, and ‘know your customer’ requirements in relation to the International Private Banking

Maintain and develop a client base of HNWI & UHNWI; provide excellent service to develop net new business; manage end-to-end projects and collaborate with other RMs globally; develop new business through own sources and referrals; coordinate cross-selling between group branches for NRI segment; build relationships with decision-makers to generate referrals; proactively initiate solutions, sales, and market initiatives; participate in product development and marketing; solicit business across Banking, Fiduciary, and Portfolio Management, including derivatives and esoteric funds; develop new investments and attract new NRI clients; monitor client relationships and ensure regular reporting and due diligence; ensure portfolios are regularly screened for diversification; perform other tasks as required.