Executive Director- Securities Services

Job Description

Job Purpose:Own the P&L of existing Securities Services client base and develop a high performing team that consistenly delivers upon its objectives and is seen as a differentiator to our competitorsGrow the revenue of the Securities Services business by executing a business development strategy for local, regional & international markets.Key Accountabilities:

• The job holder will undertake full responsibility of the P&L for the existing SS client base
• The incumbent is required to have a detailed knowledge of the Securities Services business and an ability to use this knowledge to add incremental revenue
• The focus of the role is on institutional investors based in key GCC markets including UAE, KSA, Kuwait and Oman, Egypt, Bahrain, Global Custodians and other client types globally where the product capability provides an opportunity through differentiation.
• The incumbent will manage a team of Service Directors and be required to facilitate cross-functional team working including Product, Account Management and Operations to ensure effective delivery.

Specific Accountability:Client Management:

• Manage the P&L of existing clients to grow the business and ensure client retention.
• Manage a team of Service Directors to develop excellent relationships with FAB Securities Services clients
• Maintain senior level engagement with key clients to grow financial relationship.
• Ensure framework is in place for the Service Director team to deliver excellent and consistent service to clients.
• Set collective team client calling plans with the objective of maximizing penetration of Securities Services revenue from the banks existing clients
• Identify client Securities Services requirements and market existing FAB capabilities to effectively meet these needs
• Maintain excellent relationships with key institutional clients and feedback any new client requirements to the Securities Services Product team with the objective of creating new revenue streams
• Senior escalation point for client issues

Sales Execution

• Maintain and develop relationships with top tier consultants to ensure we are included in regional mandate opportunities
• Manage the full sales process for assigned names including price negotiating, contract negotiation, RFI / RFPs, clients Due Diligence visits.
• Execute sales strategy aligned to the strategic business plan and Coverage Model of the bank
• Grow FAB Securities Services revenue by successfully executing against sales calling plan
• Document sales progress systematically using the pipeline and appropriate KPIs

Marketing:

• Coordinate the development of FAB Securities Services marketing plan
• Work closely with Marketing team and related stakeholders to develop the FAB Securities Services marketing library, including: sales presentations, brochures & marketing materials,
• 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 :

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.