Director, Coverage – ADGM

Job Purpose:

To develop, grow and manage a diversified wholesale banking client portfolio in line with the FAB ADGM strategic priorities and objectives while operating within the FSRA regulatory framework and FAB group policies. The role is responsible for developing and maintaining Client Relationships, identifying & originating business opportunities across banking products, and coordinating with Head Office and other Group entities for cross-border transactions (referral process). 

The RM, ensures full compliance with local governance incl. on-boarding, credit approval processes, and on-going portfolio monitoring requirements for all transactions booked in FAB ADGM. He/She will work closely with other Global Relationship Managers and internal stakeholders to deliver client solutions, ensure adherence to AML/CFT and contribute to sustainable revenue growth for ADGM branch.

Key Accountabilities:

Generic Accountability

Client and Market Analysis

• Conduct financial analysis on clients and their respective geographies/ industries/ markets to identify potential opportunities and risks.
• Provide market information, contacts and raise the bank’s profile in ADGM.
• Identify trade finance and capital flow opportunities and any relevant licensed products in ADGM.
• 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 Connections within the ADGM ecosystem
• 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
• Pitch, review, negotiate and conclude deals.
• Develop and maintain strong network across other to help originate and collaborate on business opportunities.

• Up to date with the latest market developments, competitors' activities, regulations, and industry trends to dynamically amend the portfolio account plans as when applicable.

  
  

• Ability to handle sophisticated transactions and engage assigned team members.

  
  

• Recommend policy amendments as when required to match the latest business trends.

  
  

Business Origination

Bank's management.

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 WBG Coverage 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.

  
  

• Support Unit/Divisional/Bank-wide initiatives (as required or assigned).

  
  

• Develop and maintain close working relationships with all business and support units internationally and in the

  
  

• Head Office to support business initiatives and growth.

  
  

• Develop a collaborative culture and promote cohesiveness amongst stakeholders in delivering quality

  
  

• services to internal and external customers.

  
  

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 etc.) 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 any other activities in the unit/team to ensure continuity of work and delivery of effective/high quality output.

  
  

• Ensure that internal processes for existing portfolio/ NTBs are in-line with the Bank's policies & 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 clients' files (documents) are maintained.

  
  

• Maintain a satisfactory audit on the portfolio.

  
  

• Adhere to process KPl's and, ORM, BCP & Internal Audit requirements.

  
  
• Prepare timely and accurate statements and reports to meet the unit's requirements, policies, and standards.

Leadership

• Establish high-performance culture and ensure high engagement levels.
• Encourage ownership through rightful assignments to team members in the branch and in HO.
• Achieve individual and team's financial performance targets.
• Learning & Development Attend appropriate on and off-the-job training programs and ensure development and skill upgradation of team members.
• Involvement in team members new hirings.

Qualifications and Experience:

Minimum Qualification

• Bachelor’s degree in finance or related discipline.

  
  

• Master’s degree in business administration or CFA is preferred.

  
  

Minimum Experience

• 12+ years of experience in Banking with at least 8+ years in senior role of team management.

  
  

• Knowledge, Skills, and Attributes:

  
  

• Strong local and regional regulatory and banking knowledge.