To build, maintain & manage relationships with top-50 Transaction Banking clients with Abu Dhabi and Dubai across Cash and Trade business. The responsible individual would proactively enhance client experience by improving operational processes, service levels and delivery standards in their efforts to manage client relationships. In addition to that, the individual would play an active role in tracking and following up on commitments, managing and monitoring business metrics, participating in pipeline reviews, identifying cross-sell opportunities while keeping the teams aware of the strategic and tactical changes within the client/ client groups.
The individual along with the team would a;so help spot sales leads and seek out sales qualifying information within Trade and Cash Management business thereby playing an active role in revenue realisation for the business. Candidate should make focussed effort to add names to the list once the action plan on Top 50 are put in motion and achieved.
The role will assist CIB and International Senior Management in conducting and growing the business within a robust governance and control environment. Acting as a trusted adviser to Senior Management, providing guidance and challenge for the business to ensure appropriate first line of defence governance, assurance, conduct and control standards are embedded.
Manage 50 identified top-tier cash Management and Trade Finance Client relationships within UAE, by building familiarity with account activity & volatility so as to gauge early sign of new/changed client requirements, business opportunities or attrition risk, if any.
Manage client’s product & e-channel requirements including solution enhancement, transaction advisory, and performance tracking.
Ensure Effective delivery of agreed Solutions and ensure that our solutions stay relevant to clients’ changing needs and that their complaints & issues, if any, are fixed once and for all. Jointly work
Seek clients’ voice and share best practices with clients through various means including periodic performance & business review. Support GTB’s marketing and/or client events/ client round-tables and client forums.
Work with clients & seek out needs to improve on the solution & process so as to enhance stickiness of the business and/or to fend off competition.
Maximize wallet share by driving product utilization, credit limits, analysing and projecting transactions volumes, fee income, asset trends and casa trends, monitoring various client commitment parameters including casa and transaction volume; proactively seeking out pattern of cash management and trade finance activities and understanding the expected movements evaluate and analyse market trends and best practices in engaging the organisation for digital enablement and delivery of products and services within the fi space.
Work closely with Solutions & Advisory team to develop suitable product propositions relevant to the core markets and support business partners in presales consultancy activities with complete accountability for all CIB clients.
Evaluate and recommend new ideas/solutions, acting as 'Customer's Voice' and delivering bottom line benefit as a result of understanding customer demand and requests. These can be on the areas of Technology, Regulation, Industry and Market best practices.
Initiate and formalise structured periodic quarterly service review as a major solution differentiator for the top 50 clients generating highest Transaction Banking revenues (clients to be agreed with the Product, Solutions & Advisory teams in conjunction with the Coverage teams)
Support manager in delivering against the Sales & Client Management team’s objectives.
Work in close coordination with relevant stakeholders, including Operations, IT, GTB Solutions & Advisory team, etc, in ensuring world class delivery of cash management solutions cohesively.
Subject Matter Expert:
Act as a supporting member of the Trade and Cash product centre of excellence and effectively collaborate with internal stakeholders in development and delivery of state-of-the art solutions & operational processes for our customers
Conduct periodic service reviews of network arrangements in order to ensure cost effective solutions and superior customer service; collaborate with internal stakeholders to drive or enhance efficient processing standards with improved service levels, turnaround time (TAT) and controls.
Define and standardise SLAs with top 50 clients to address their current and future needs
Monitor traffic volumes, throughput and P&L for each Client Relationship (Nostro/Vostro), and produce relevant and timely Management Information, in order to help the coverage teams in effectively managing their relationships.
Support and governance & End-to-end ownership of both cost and revenue aspects of all identified partnerships.
Monitor the conditions attached with pricing waivers / exceptional approvals provided by Product Teams, GTB Head and ensure adherence. Report non-adherences to GTB Management.
Excellent knowledge of all cash management & Trade Finance product aspects including but not limited to local & cross-border payments, collection, clearing, liquidity management, Traditional and Value Added Trade Products.
Working knowledge of e-channels including host to host connection.
Minimum seven years’ experience in a sales & client management role for top-tier corporate clients in a reputable international bank or top-tier regional bank.
Good knowledge of international and regional cash and Trade products.
Experience in developing, delivering, servicing and/or managing customers with proven project management record.
Good understanding of the multi-regional environment, culture, regulations and clients.
Superior team player.
Fluent in English with high level oral and written communication skills. Arabic language is an advantage
Service driven approach
Ability to convince clients and interact with them in good and difficult conditions
Analytical skills to track revenue opportunities.
Strong interpersonal skills
Basic sales & business mindset
Superior client management skills
Minimum university degree in Business Administration, Commerce or related discipline.
Job Location: Abu Dhabi, UAE
Company Industry: Banking
Requirements : Employer (Private Sector)
Job Role: Management
Employment Status: Full time
Employment Type: Employee
Career Level: Mid Career
Residence Location: United Arab Emirates
Degree: Bachelor's degree
FAB, the UAE’s largest bank and one of the world’s largest financial institutions offers an extensive range of tailor-made solutions, and products and services, to provide a customised experience. Through its strategic offerings, it looks to meet the banking needs of customers across the world via its market-leading Corporate and Investment Banking and Personal Banking franchises.
Headquartered in Abu Dhabi in Khalifa Business Park, the bank’s international network spans over 19 countries across the world, providing the global relationships, expertise and financial strength to support local, regional and international businesses seeking to do business at home and abroad.
In line with its commitment to put customers first, to Grow Stronger, FAB will continually invest in people and technology to create the most customer-friendly banking experience, and will support the growth ambitions of its stakeholders across countries in which the bank operates.
Through a strong, diversified balance sheet, leading efficiency and a solid corporate governance structure, FAB is set to drive growth forward.
First Abu Dhabi Bank FAB was established in April 2017, through the union of two strong Abu Dhabi institutions - First Gulf Bank FGB and National Bank of Abu Dhabi NBAD.
The Grow Stronger movement
At FAB, we want to empower our customers, shareholders, employees and communities to Grow Stronger, which is why we’re initiating a powerful and passionate movement which goes beyond banking. More than just a slogan, the Grow Stronger movement represents FAB’s promise to support our stakeholders’ growth ambitions, by providing ideas, tools and expertise to help them become stronger, today and in the future.