Director- Client Relationship CCB

First Abu Dhabi Bank is an inclusive environment where each person values the experiences, perspectives, ideas and beliefs of others. We’re in a unique position to learn from all our colleagues, combining international experience with deep cultural knowledge and local expertise. At FAB, you’ll have the support of your team and a strong relationship with your line manager, who will trust you with responsibility and recognize your good performance. As we embrace different ways of seeing the world, listening to each other and respecting different viewpoints, we grow stronger – together.

KEY ACCOUNTABILITIES:

Client Relationship Management & Business Development

1. Originate new business opportunities with target clients across all banking products.
2. Articulate the value-add services/products and distinguished qualities FAB has to offer existing and potential clients.
3. Work closely with all stakeholders from Head Office and the International locations to generate business leads.
4. Manage the daily interactions with clients and provide superior service to improve clients’ experience, grow assets and liabilities, and maximise FAB’s profitability.
5. Identify & develop cross selling opportunities and increase the cross-sell ratio with key clients.
6. Pitch, review, negotiate and conclude deals.
7. Play an active role in raising liabilities for the bank.
8. Develop and execute Term Sheet, Information Memorandum, financial modelling, & mandate letter.
9. Achieve individual and team financial performance targets.
10. Examine & resolve credit, market, and operational risk aspects of the transactions in collaboration with products and enablement Teams.
11. Motivate, Develop and Coach team members.
12. Maintain the credit quality of the clients’ relationships within the Portfolio to an acceptable level set by the Bank’s standard.
13. Identify early warning signs and take immediate remedial action to mitigate any potential credit risk.
14. Ensure that any excesses or over limit are regularised within a reasonable time.
15. Ensure Account Plans are prepared and maintained for all key clients.
16. Ensure all clients’ files/documents are updated and well maintained.
17. Ensure all credit reviews are submitted on time and agreed conditions are met.
18. Maintain a satisfactory audit on the portfolio.
19. Learning & Development – Attend appropriate on and off the job training programs and ensure development and skill upgradation of team members.
20. Adhere to process KPI’s and, ORM, BCP & Internal Audit requirements.

Internal Collaboration

1. Develop a close working relationship with all departments/sub-departments including Product partners (GCF, GTB, & Global Markets), Credit, Finance, Operations, Legal, CAD, Treasury etc which will directly contribute to the success of the overall performance of the Bank.

Client and Market Analysis

1. Conduct analysis on clients’ financial health and needs as well as their industries/markets on regular basis in order to identify lending, selling, and cross-selling opportunities.

Credit Approval

1. Collect credit request and documents from the clients and conduct initial analysis, acquiring and evaluating new accounts, structuring credit facilities, performing credit assessment of financial statements, cash flow projections, periodic credit reviews of the existing accounts and loan documentations.
2. Prepare credit memoranda and other information relevant for the credit application package of new credit applications, annual reviews, and ad-hoc applications.
3. Ensure the quality of the credit portfolio is maintained by reviewing proposals and identifying and assessing all risks inherent in credit exposures.

Continuous Improvement

1. Identify opportunities for continuous improvement of systems, processes and practices taking into account ‘international leading practice’, improvement of business processes, cost reduction and productivity improvement.

Policies, Systems, Processes & Procedures

1. Follow all policies, processes, standard operating procedures, and instructions so that work is carried out in a controlled and consistent manner.

MIS and Reports

1. Prepare reports in a timely and accurate manner to meet FAB’s requirements, policies, and standards. And review MIS reports to keep track of performance vs. budgets.

Strategic Contribution:

1. Ensure effective cascading of the business strategy to all colleagues to ensure vertical alignment and horizontal integration with other interfacing departmental strategies.
2. Work with all Bahrain and HO stakeholders to develop the strategy, business plan, and tactics with the aim of increasing the Bank’s share of the target clients’ wallet and achieving target relationship returns.
3. Keep close interaction with Product teams, and other stakeholders, to maximize business opportunities with clients, and to streamline execution of deals and strategies.

People Management:

1. Act as a role model and drive adherence to organizational values and ethics by employees of the assigned department to foster a value driven culture within the Group.

Budgeting and Financial Planning:

1. Manage P&L responsibility of the assigned portfolio, achieving targets within defined budget levels.

Policies, Systems, Processes & Procedures:

1. Manage and ensure effective implementation of the CCB policies, procedures and controls covering all areas of assigned activity so that all relevant procedural/legislative requirements, fulfilled while delivering a quality, cost-effective service.

Client and Market Analysis:

1. Participate in the financial analysis conducted on clients and their respective industries/markets to identify potential opportunities and risks.

Day-to-Day Activities:

1. Assist the Executive Directors and Business Head in the day-to-day administrative and transactional activities to ensure continuity of work and the delivery of effective and high-quality outputs.
2. Manage and follow up on KYC and compliance requirements in order to ensure consistency with the Bank’s KYC and AML policies and regulatory requirements.

Qualifications

Minimum Qualification:

1. Bachelor’s degree in finance or related discipline.
2. Professional qualification is preferred.

Minimum Experience:

1. At least 10 years of relevant experience in corporate and commercial banking and client relationship management with multinational banks, preferably managing a portfolio driven by assets and liabilities.
2. Strong knowledge of corporate and commercial banking product in general under GCF, GTB, & GM.

Knowledge, Skills, and Attributes:

1. Knowledge of Bahrain’s banking industry.
2. Extensive contacts within Bahrain for business development within Bahrain and outside.
3. Proven track record of success in identifying, structuring, and delivering financing solutions to a diverse client base.
4. Strong marketing, client relationship management and presentation skills.
5. Ability to communicate effectively with clients and internal stakeholders.
6. Awareness of market trends and dynamics.
7. Experience in the entire credit process from deal acquisition up to conclusion (including documentation).
8. Strong in Credit Risk and Financial Risk analysis.
9. Work ethics and a passion for excellence.
10. Ability to perform under pressure and within tight deadlines.
11. Ability to work independently and collaboratively as a team player and highly adaptable to the changing needs of internal and external customers.
12. Strong leadership skills.

Additional Information