Director - Coverage, Commercial Banking
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Key skills for this role
About the Role
FAB, the UAE's largest bank, seeks a Director for Commercial Banking to manage SME and mid-market client relationships. The role involves driving sales, managing credit risk, and ensuring portfolio profitability.
Key Skills for This Role
Responsibilities
- Increase depth and breadth of relationship with existing customers and drive sales volumes
- Prepare Credit Applications, analyze financial statements, and ensure compliance with bank policies
- Proactively manage portfolio risk, ensure timely renewals, and recognize early warning signals
- Monitor MIS reports for FX and Trade Working Capital revenues and utilizations
- Establish and maintain close working relationship with Credit Division and Credit Administration
Requirements
- University Degree; MBA/PGDM/CA/CFA or similar certification preferred
- 5 8 years relevant experience in banking with at least 4 years in similar positions in Business Banking
- Trade Working Capital Experience is a must
- Strong understanding of financial statement analysis and risk assessment
- Proven ability to meet or exceed sales targets
Full Job Posting
Job Purpose
- SME & Mid Market Companies drive UAE economic health; the role focuses on capturing customer needs and driving best practices in lending and risk policies.
Sales and Financial
- Increase depth and breadth of relationship with existing customers.
- Increase sales volumes/market shares in target market.
- Utilization of limits for new approved limits.
- Number and quality of Credit Applications processed.
- Response & Turnaround Times of customer requests.
- Alignment of structure & pricing with customers' needs.
- Establish efficient customer focused approach.
- Increase share of high end market and quality business.
- Create new borrowing relationships using existing clientele's suppliers & buyers.
- Develop and manage portfolio for Corporate/Commercial Financing.
- Provide accurate and timely product information to customers.
- Actively source business from prospects and follow up on sales leads.
Risk Management
- Prepare Credit Application (CA), analyze financial statements.
- Ensure CAs for new clients and renewals are correctly prepared per bank policies.
- Recognize early warning signals and pursue collection of past due loans.
- Assess financial and business risks in lending.
- Identify areas of potential risk threatening assets or earning capacity.
- Proactively manage portfolio risk by ensuring timely renewal of accounts.
Profitability & Expense Control
- Ensure effective utilization of limits to maximize profitability.
- Regularly monitor MIS reports for FX and Trade Working Capital revenues.
- Continuously seek to increase revenue margins from customers.
Customer Service & Operations
- Contact customer service groups and processing units to ensure satisfactory service standards.
- Discuss credit packages with Credit Team and approving authorities.
- Establish close working relationship with Credit Division/Administration.
- Understand customer financial needs and initiate written proposals.
- Review credit analysis and add high standard qualitative comments.
Compliance
- Comply with bank policies, procedures, and Business Banking standards.
- Adhere to governing regulations issued by concerned authorities.
- Cooperate with internal audit and risk management; respond to audit reports.
- Monitor money laundering activities and coordinate remedial actions.
Knowledge
- Strong understanding of financial statement analysis, due diligence, risk assessment.
- Strong knowledge of Trade Finance and Real Estate Finance products.
- Good understanding of market best practices and dynamics.
- Strong understanding of SME banking and related regulations.
- Understands legal structures consistent with different business types.
Minimum Qualification
- University Degree MBA / PGDM / CA / CFA or similar certification preferable.
Minimum Experience
- 5 8 years relevant experience in banking with at least 4 years in similar positions in Business Banking.
- Trade Working Capital Experience is a must; Real Estate Financing Experience valuable.
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