Executive Director, Corporate Banking Dubai & NE

Role Overview

Executive Director, Corporate Banking Dubai & NE at First Abu Dhabi Bank. This role leads the corporate banking segment in Dubai and the Northern Emirates region.

Company Overview

First Abu Dhabi Bank is the largest bank in the UAE and one of the world's largest and safest financial institutions. FAB offers a comprehensive range of personal and private banking services, including credit cards, Islamic banking, investments, loans, and mortgages. The organization is committed to excellence and innovation, delivering top-tier financial solutions to clients globally.

Role Purpose

To grow and manage large account portfolios and sensitive client relationships for the assigned portfolio in the corporate banking segment. The role improves service quality levels, supervises the team's day-to-day activities and client interactions, and ensures the team meets its objectives and revenue targets while maintaining client satisfaction and portfolio credit quality.

Key Responsibilities

Client and Market Analysis

• Conduct financial analysis on clients and their respective geographies, industries, and markets to identify potential opportunities and risks.
• Originate new business opportunities with target clients across banking products 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 and related transaction documents.
• Examine and resolve credit, market and operational risk aspects of 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 client 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.
• Stay up to date with the latest market, competitors, regulatory and industry developments and amend account plans accordingly when applicable.
• Handle sophisticated transactions and engage assigned team members.
• Recommend policy amendments when required to match the latest business trends.

Business Origination

• Achieve assigned financial and non-financial objectives by meeting all borrowing and non-borrowing needs of customers in 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).
• Support the conduct of annual or periodic credit facility reviews in the existing portfolio in a timely manner.
• Support recommendations of appropriate credit facilities in line with the Bank's credit policy to maximize earnings while containing risks to an acceptable level.
• Identify candidates for downgrades or upgrades within the portfolio.
• Develop, Implement and maintain complete control aspects including documentation, periodical client visits, call reports, stock inspections and formal credit checks and informal market feedback to monitor the assigned portfolio effectively.
• Organize client meetings with relevant partners and senior management to deepen FAB relationship within the portfolio.
• Identify and develop cross-selling opportunities and increase cross-sell ratio and returns with clients.
• Support clients on their day-to-day banking requirements with support from the team.
• 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 and strategies necessary to effectively initiate relationships with prospects.
• Onboard new clients as required.

Collaboration

• Align with Corporate team and 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 and customer experience.
• Drive internal and external campaigns and alignment with other Products & proposition including Risk policies, Payment & Cash management, Trade products.
• Collaborate with Retail banking including Private Banking.
• Align with International banking to support clients in FAB network locations.
• Support Unit, Divisional and Bank-wide initiatives as required or assigned.

Operational

• Follow all relevant policies, processes, standard operating procedures and instructions so that work is carried out in a controlled and consistent manner.
• Conduct periodic reviews of risks (credit, operational, compliance) within the portfolio on a regular basis.
• Drive day-to-day administrative and transactional activities for the team such as client calls, documentation follow-up, pipeline updates and other activities in the unit or team.
• Ensure continuity of work and delivery of effective and high-quality output.
• Ensure internal processes for existing portfolio and new-to-bank clients are in line with the Bank's policies and procedures.
• Manage and follow up on KYC and compliance requirements to ensure consistency with the Bank's KYC and AML policies and regulatory requirements.
• Ensure all credit reviews are submitted on time and agreed conditions are met.
• Ensure all client files and documents are maintained.
• Maintain a satisfactory audit on the portfolio.
• Adhere to process KPIs, ORM, BCP and Internal Audit requirements.
• Prepare timely and accurate statements and reports to meet the unit's requirements, policies and standards.

Leadership

• Act as Role Model for the entire Corporate Banking group and team.
• Lead, Mentor, Motivate, Develop and Coach team members to ensure career growth and short and long-term successors.
• Establish high-performance culture and ensure high engagement levels.
• Encourage ownership through rightful assignments to team members.
• Achieve individual and team's financial performance targets.
• Attend appropriate on and off-the-job training programs and ensure development and skill upgradation of team members.
• Be involved in team member new hirings.

Qualifications & Experience

• Bachelor's degree in finance or related discipline.
• Master's degree in Business Administration is preferred.
• 12+ years of experience in Banking.
• At least 8+ years in senior role of team management.

Skills & Competencies

• Deep Knowledge of Wholesale Banking or investment banking.
• Understanding of FAB's product offering and business strategy.
• Ability to collaborate with a wide range of stakeholders to drive business.
• Strong relationship management skills both internally and externally.
• Sound communication skills (written and verbal).
• Ability to analyse and research information.
• Deep Financial and credit analysis ability with an aptitude to identify opportunities and close business deals.
• Data analysis and financial modelling skills.
• Ability to work under pressure and adjust quickly to changing priorities.
• Proficient in MS Office (Excel, Word and PowerPoint).

Additional Information

FAB offers unique career choices, a chance to innovate and craft solutions for the future in a performance-based culture. The organization provides a range of learning and development initiatives to support all employees through training and skill development. FAB has structured plans for the recruitment and career progression of Emirati talent to enable them to make a mark in the financial and banking sector both regionally and globally.