Executive Director- Head of Client Management- Securities Services

Job Description

Job Purpose:The role is to market FABs MENA Direct Custody offering to Global Custodians, international Broker Dealers and Private Banks (collectively referred to as Global Intermediaries or GIs) based primarily in London, Switzerland, USA, Hong Kong & Singapore.This involves: 1) managing the overall client engagement, focussing on cultivating top tier relationships to maximise sales and client retention, 2) managing the flow of relevant market information to our clients & prospects showcasing FABs market leading intelligence and 3) co-ordinating FABs market advocacy efforts alongside each country headKey Accountabilities:Generic Accountability:

• The job holder will undertake full responsibility for the development & execution of Business Development strategies with GI prospective clients
• The incumbent is required to have a detailed knowledge of the GI Direct Custody requirements and an ability to use this knowledge to effectively position FAB to sell its services to add incremental revenue
• This requires the identification of key GI prospective new clients and a coherent and comprehensive engagement model to effectively market FABs Middle East Direct Custody platform
• Existing strong personal contacts with GI Network Managers will be a significant advantage.
• The incumbent will be required to facilitate cross-functional team working including Product, and Securities Services Country Heads to ensure effective

Specific Accountability:Sales Execution:

• Grow FAB Securities Services revenue by successfully executing against sales calling plan
• Identify key Global Intermediary client requirements and market existing FAB capabilities to effectively meet these needs
• Maintain excellent relationships with key GI clients and provide feedback any new client requirements to the Securities Services Product team with the objective of creating new revenue streams
• Manage and develop excellent relationships with FAB CIB Coverage units to agree collective client calling plans with the objective of maximizing penetration of Securities Services revenue from the banks existing clients
• Manage the full sales process including price negotiating, contract negotiation, RFI / RFPs, clients Due Diligence visits.
• Optimise sales processes/practices and develop high performing team.

Market Information & Advocacy

• Act as a focal point of regional market information, working closely with each FAB local market country head. Ensure appropriate information is communicated to Global Custodian Network Manager clients and prospects.
• Co-ordinate the advocacy efforts with regulators, depositaries and exhanges in the Middle East markets where FAB has a direct custody footprint.
• Have strong technical knowledge of securities market mechanisms to be able to add value to Network Management clients and prospects.
• Client Satisfaction
• Ensure framework is in place for the Client Management team to deliver excellent and consistent service to clients.
• Maintain senior level engagement with key clients to grow financial relationship.
• Marketing:
• Work with leading industry magazines to deliver thought leadership articles, Industry survey submissions
• Coordinate FAB participation in Industry Forums and events with active participation.
• Deliver successful recognition of FAB Securities Services capabiltiies and profile through industry awards.

QualificationsMinimum Qualification:

• 10+ years experience in a sales or relationship role, typically within a large multi-faceted organisation within the financial services industry or market related

Minimum Experience:

• Incumbent is expected to have a Degree in a relevant discipline, qualification in Business Management
• Demonstrated experience of developing and delivery of Business Development strategies in the financial service industry
• Solid judgment & decision making abilities
• Excellent Negotiation & Influencing skills
• Strong leadership skills
• Excellent Network building skills
• Mature interpersonal skills, and broad experience in building or supporting the building of new businesses, and delivering continuous business improvement
• Strong interpersonal, facilitation, team building skills, tact and diplomacy, and influencing skills
• The drive and tenacity to overcome obstacles and a track record of delivery and being able to take people with them by making complex issues, simple.

Keyskills :
Negotiation Leadership Influencing network building Team Building Client Management Interpersonal Skills sales execution Delivery Decision Making Business Development

About Company

FAB, the UAE’s largest bank and one of the world’s largest financial institutions offers a an extensive range of tailor-made solutions, and products and services, to provide a customised banking 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 the global network in which the bank operates.