Industry Head

Job Description

Role : Industry HeadLocation : Abu DhabiRole Purpose:

• To manage and assigned existing portfolio and a list of Target Market potential prospects for acquisition towards achieving financial targets (including but not limited to revenue, new net revenue, volumes, cross-sell ratio, ROE and ROA) and overall customer satisfaction.
• To be fully involved and primarily responsible for account strategy and business growth.

Key Accountabilities of the role People management:

• Manage and build RM team, and provide coaching and leadership within unit (especially for Junior RMs)
• Develop team sectoral expertise
• Help training and coaching junior RMs and CAs in risk criteria, key processes, product information, relationship management, etc.
• Attend recommended trainings

Relationship management:

• Manage key strategic/sophisticated relationships (~5 for LC,~10 for EC and ~15 for Govt.) and oversee handling of largest customers in portfolio
• Achieve financial targets assigned in line with portfolio handled (e.g. total revenues, revenue from treasury products, revenue from cash management, RORC, etc.)
• Ensure regular interaction with clients to address any banking/financial needs and increase ADIB share of wallet
• Conduct joint client calls with product partners (CFIB, Treasury, GTS) as per the account plan to identify opportunities to deepen relationship
• Work closely with customer service unit to ensure that clients? day to day transaction needs are addressed

Process implementation:

• Develop account plans for each relationship and use it as a basis for regular client calling, conduct calls on each client at least quarterly
• Document call memos in standard format capturing the contents of the meeting, opportunities for business development, client?s financial plan, etc.
• Ensure that all potential deals are recorded and updated in deals in pipeline report on a weekly basis
• Consistently implement ADIB?s prospecting process; ensure that adequate follow up is made with prospects leading to new client acquisition
• Ensure master list updates are made on time every quarter
• Ensure that all operational issues are addressed to the satisfaction of customers (e.g. establishment of LCs/LGs, disbursement of financing, etc.)

Risk management & credit analysis:

• Take overall responsibility for credit booked by the team
• Assume responsibility for credit risk and day to day management of own portfolio
• Conduct due diligence in preparing credit applications including screening against TM & RAC and prepare green light memos for CRT (leverage JRMs and Credit Analysts as required)
• Structure facilities that comply with ADIB?s credit policy with adequate security/collateral, terms and conditions and profitability (ROA, RORC) in line with thresholds
• Negotiate internally and with clients for closure of deals
• Ensure fulfilment of all required documentation (incl. insurance) as per the banks credit policies and procedures
• Ensure all deferred documentation is obtained on time
• Execute annual renewals of facilities on time
• Monitor and track assigned portfolio on a dynamic basis to recognize problem credits early

Build sector expertise:

• Understand market and business trends, and have a comprehensive understanding of risk factors
• Develop sector expertise, understand economics of industry & key levers
• Help develop sector strategy, define target customers/ customer types, key products to offer, key initiatives

Compliance:

• Ensure that activities are in full compliance of group policies and processes including Sharia requirements, Central Bank regulations and other internal Legal and Compliance regulations at all times
• Ensure satisfactory internal and external audit ratings

Specialist Skills / Technical Knowledge Required for this role:

• Strong analytical skills
• Knowledge of credit policy & procedure
• Customer Service Oriented
• Strong Marketing Skills

Previous experience required (if any)

• 8-10 years of experience in handling Corporate Banking customers.
• UAE based experience would be an advantage

Keyskills :