Executive Director, Retail & Consumer Goods(Emiratized)

Role Overview

Executive Director, Retail & Consumer Goods (Emiratized) at First Abu Dhabi Bank (FAB), based in Abu Dhabi, United Arab Emirates.

Role Purpose

To manage and grow relationships with large and strategic clients within the assigned portfolio in the Retail & Consumer Goods segment of Wholesale Banking. Drive new business origination while ensuring full compliance with Credit and Risk frameworks. Improve service quality levels and supervise day-to-day activities and client interactions of subordinates to ensure the team consistently meets objectives and achieves revenue targets, while maintaining strong client satisfaction and portfolio credit quality.

Key Responsibilities

Business Development & Client Management

• Originate new business opportunities with target clients across banking products in line with relevant policies.
• Develop and maintain strong relationships with key decision makers in other banks to originate business.
• Act as the main point of contact for clients, ensuring quality service and effective resolution of issues.
• Pitch, review, negotiate, and conclude deals.
• Obtain support from relevant stakeholders and governance forums to execute deals (credit, products, GT).
• Draft Term Sheets, Information Memorandums, and Mandate Letters.
• Prepare briefing note memos ahead of senior management meetings with clients.
• Prepare and maintain Group Account Plans for all clients with support from relevant partners (products, international banking, employee banking, asset management, etc.).
• Onboard new clients as required.
• Increase wallet share with existing clients through strategic engagement and product penetration.
• Identify and develop cross-selling opportunities and increase cross-sell ratio and returns with clients.
• Align with Retail & Consumer Goods team and other partners to identify and convert opportunities.
• Organize client meetings with relevant partners and seniority levels to deepen FAB relationship within the portfolio.
• Support clients on day-to-day banking requirements with team support as applicable.
• Ensure customer satisfaction remains high and meets the targeted NPS score.

Product & Strategic Development

• Expand product penetration through sector-focused solutions.
• Leverage FAB's network expansion through cross-border deals.
• Align with International Banking to support clients in FAB network locations.
• Collaborate with other business divisions to drive cross-business unit collaboration.
• Develop proposition strategy, competition analysis, focused group approach, service delivery model, customer experience, internal and external campaigns, and alignment with other products and propositions including Risk policies, Payment & Cash Management, Trade products, and collaboration with Retail Banking including Private Banking.
• Remain knowledgeable on market trends and manage a disciplined marketing process by identifying steps and strategies necessary to effectively initiate relationships with prospects.
• Stay up to date with the latest market, competitor, regulatory, and industry developments and amend account plans accordingly.
• Recommend policy amendments when required to match with the latest business trends.
• Handle sophisticated transactions and engage assigned team members.

Credit & Risk Management

• Examine and resolve credit, market, and operational risk aspects of transactions in collaboration with products and enablement units.
• Maintain the credit quality of client relationships within the portfolio to an acceptable level set by the Bank's management.
• Support the conduct of annual and periodic credit facility reviews in the existing portfolio in a timely manner.
• Support the recommendation 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 and upgrades.
• Run deal RAROCs and draft CAC submissions, ensuring delivery on CAC promises to achieve target RAROC thresholds.
• Prepare Green Light Memos for deal screening and Client Credit Applications.
• Review Client Credit Applications and draft relationship comments before submission to Credit Committees.
• Present transactions and proposals to the Credit Allocation Committee (CAC) for approvals.
• Ensure all credit reviews are submitted on time and agreed conditions are met.
• Address credit inquiries and liaise with CAD and Legal for documentation matters.
• Conduct periodic reviews of risks (credit, operational, compliance, etc.) within the portfolio on a regular basis.
• Ensure high returns with satisfactory yields and sufficient ancillary business.

Portfolio Management & Monitoring

• Develop, implement, and maintain complete control aspects including documentation, periodical client visits and call reports, stock inspections, and formal credit checks and informal market feedback to monitor the assigned portfolio effectively.
• Conduct financial analysis on clients and their respective geographies, industries, and markets to identify potential opportunities and risks.
• Maintain a satisfactory audit on the portfolio.
• Ensure that 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 client files and documents are maintained.
• Adhere to process KPIs and ORM, BCP, and Internal Audit requirements.

Financial & Administrative Management

• Achieve assigned financial and non-financial objectives by meeting all borrowing and non-borrowing needs of customers within target segments (borrowers, transactors, depositors).
• Ensure high returns with satisfactory yields and sufficient ancillary business.
• Prepare timely and accurate statements and reports to meet the unit's requirements, policies, and standards.
• 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 to ensure continuity of work and delivery of effective and high-quality output.
• Follow all relevant policies, processes, standard operating procedures, and instructions so that work is carried out in a controlled and consistent manner.
• Support unit, divisional, and bank-wide initiatives as required or assigned.

Team Leadership & Development

• 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 financial performance targets.
• Attend appropriate on and off-the-job training programs and ensure development and skill upgradation of team members.
• Involve appropriate parties in team members' new hirings.
• Act as role model for the entire Retail & Consumer Goods group and Retail & Wholesale team.

Qualifications & Experience

• Bachelor's degree in Finance or related discipline.
• Minimum 12+ years of experience in Banking with at least 8+ years in a senior role involving team management.
• Deep knowledge of Wholesale Banking or Investment Banking with exposure to Retail & Consumer Goods.

Skills & Competencies

• Strong understanding of credit analysis, trade finance, and treasury products.
• Excellent relationship management, negotiation, and leadership skills.
• Ability to manage complex client structures and deliver on strategic objectives.
• 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 analyze 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

• CFA or Master's degree in Business Administration is preferred.