Executive Director, Cash Management Solutions & Advisory 102 views

The UAE’s largest bank and one of the world’s largest and safest financial institutions is growing its global presence. As a result of FAB’s international expansion, we’re looking to attract and retain the best talent, from Egypt to Hong Kong, from Sao Paulo to Geneva and everywhere in between. We recognize the difference our people bring to the business and growstronger together.


The role is responsible for working and engaging with CIB Coverage, GTB Product Management and GTB Channel teams to structure and advise Cash Management solutions to our clients. Individual in the role must manage and contribute towards the growth objectives of FAB’s Cash Management business across all segments in KSA. The role reports to the MD and Head of GTB MEA.


As an Executive Director, Cash Management Solutions & Advisory, KSA, you will be responsible for:

Driving Cash Management sales to your allocated portfolio of clients, while understanding Cash Management Products and their applicability to FAB’s clients
Delivering on specific revenue targets and growing the CASA/ Liabilities book consistent and commensurate with the Bank’s acceptable pricing and risk parameters
Working closely with CIB Coverage team to keep FAB’s management aware of performance gaps with suggestions to rectify and improve performance and deepen client relationship and wallet share
Actively engaging with clients, together with the unit heads and CIB Coverage team to build the bank’s cash management business
Structuring Cash Management transactions, responding to RFP’s and facilitating client discussions, while providing technical expertise to CIB relationship managers
Participating in and contributing to deal teams where transactions require bespoke cash management solutions
Maintaining and delivering a consultative approach in all client/ deal discussions, ensuring high quality customer experience throughout the process
Structuring, executing and implementing workable and innovative solutions that meet customer needs
Establishing strong stakeholder relationships across the Bank and work with colleagues and partners across the network to build a strong Cash Management deal pipeline
Ensuring that mandated cash management transactions are implemented in a timely manner
Partner with CIB coverage and GTB Trade Solutions and Advisory to develop quality credit proposals supporting the structuring of existing and new Trade facilities that extend or deepen the cash management wallet
Proactively managing transactional risk in an efficient and profitable manner while identifying and managing fraud, regulatory and compliance risks developing or presenting solutions for clients
Identify opportunities for continuous improvement of products, systems, processes, and practices while taking into account client needs, market developments and trends
Actively participate in opportunities to update product skills, understand market trends and competitor behaviours
Work closely with the CIB Coverage team across the region and network to develop new markets, clients, and products
Work with the CIB Coverage team to create detailed Client Account Plans, Heat Maps and Cash Management business development plans to grow the cash management business and maximize market share
Closely monitor revenue realization utilization in mandated and implemented deals to ensure the client wallet meets pipeline deal expectation or client commitments
Understand and comply with regulations and internal policies i.e. Credit/Compliance/Operational Risks/Islamic Banking etc.
Assist with client escalations on service, transactions and operational efficiencies on an end to end basis
Work closely with the GTB Cash Management Product team in KSA and Head office in UAE to finalize cash management documentation and/or deal structures. Assist them in the rollout of new cash management products and solutions
Provide regular update on individual and team pipeline growth to maintain focus on cash management business growth and revenue generation in the KSA
Ensure basic understanding of all existing channels available in the industry. Ensure customers are trained on existing and new channels, manage their critical channel related service issues, provide feedback to channels development/ support team to improve customer experience on channels and work on cross selling opportunities through channels
Target 100% conversion of all existing and new to bank customers on to electronic cash management channels


Minimum Qualification:

Degree, Diploma or Post Graduate Diploma in Finance, Accounting, Economics, Commerce, Communication or other disciplines with Business and/or Management Studies

Minimum Experience:

10+ years Transaction Banking Sales experience with specialized knowledge in Cash Management Products and Channels; or Coverage Banking Experience with managing an active portfolio of Cash Management intensive clients. Candidate should have an experience of Origination and Developing Client Relationships

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