Executive Director, Manufacturing

About This Role

Join the UAE’s largest bank and one of the world’s largest and safest financial institutions. Our focus is to create value for our employees, customers, shareholders and communities to grow through differentiation, agility and innovation. We are looking for top talent and your success is our success. Accelerate your growth as you help us reach our goals and advance your career. Be ready to make your mark a top company, in an exciting & dynamic industry.

Job Purpose

To grow and manage large account portfolios and sensitive client relationships for assigned portfolio in the Industrials & Manufacturing segment; improve service quality levels and supervise the subordinates' day-to-day activities and client interactions to ensure that the team's objectives are constantly met and its revenue targets achieved, while maintaining client satisfaction and portfolio credit quality.

Key Accountabilities

Client and Market Analysis

• Conduct financial analysis on clients and their respective geographies/ industries/ markets to identify potential opportunities and risks.

Business Origination

• Originate new business opportunities with target clients across relevant banking products in full compliance with applicable internal policies and the Target Market and Risk Acceptance Criteria.
• Obtain support from relevant stakeholders and governance forums to close deals (e.g., credit, products, GT).
• Negotiate and develop Term Sheet, mandate letter pitch deck etc. for new transactions in close co-ordination with product teams. Ability work on financial models, and conduct evaluations to support deal structuring and client presentations. Strong understanding of LMA documentation protocols would be a plus.
• Examine & resolve credit, market and operational risk aspects of the transactions in collaboration with products and enablement units.
• Collaborate and work closely with FAB International Branches to increase client wallet share, depth of relationship and X-sell opportunities with key global client relationships.
• Expand Products Penetration Through Sector-Focused Solutions
• RORAC [Return on Risk Adjusted Capital] calculation, drafting and submission of CAC note to Capital Allocation Committee in order to meet mandated return thresholds.
• Maintain the credit quality of the client's relationships within the Portfolio to acceptable parameters set by the
• Bank's management.
• Develop and maintain strong relationships with key decision makers in other banks to originate new business.
• Maintain up‑to‑date market competitor, regulatory and industry and proactively update account plans as required
• Ability to handle sophisticated transactions and engage assigned team members.
• Recommend policy amendments as when required to match with the latest business trends.

Client Relationship Management

• To achieve assigned financial and non-financial objectives by meeting all borrowing & non borrowing needs of customers with target segments (E.g., borrowers, transactors, depositors).
• Prepare and Maintain Group Key Account Plans [GKAPS] for all clients with support from relevant partners (e.g., products, international banking, Employee banking, Asset Management, etc.).
• ESG: Liaising with clients for collection of necessary data, info for preparation of ESG rating note in compliance with FAB’s ESG policy & SOPs and its subsequent renewals at specified intervals.
• Support the timely completion of annual/periodic credit facility reviews the recommendation of appropriate credit facilities in line with the banks credit policy to balancing earnings with prudent risk management and potential credit downgrades/ upgrades.
• Develop, Implement and maintain internal controls in line with group credit policy i.e., documentation, periodical client visits / call reports, inspections and formal credit checks / informal market feedback to monitor the assigned portfolio effectively.
• Organize client meetings with relevant partners/ seniority to deepen FAB relationship within the portfolio.
• Identify & develop cross selling opportunities and increase cross-sell ratio and returns with clients.
• Support client on their day-to-day banking requirements with support from client services, CAD (as applicable).
• Achieve high degree of customer satisfaction reflected in NPS score and annual client survey reports.
• Keep abreast of market trends and manage a disciplined marketing process by identifying steps/strategies necessary to effectively initiate relationships with new to bank clients

Collaboration

• Align with Industrials & Manufacturing team as well as other product and coverage verticals to identify and convert opportunities.
• Collaborate with other business divisions to drive cross-BU collaboration. Develop business proposition strategy, including competitive analysis, targeted client segmentation, service delivery and customer experience model, internal & external campaigns and ensure alignment with other Products proposition covering Risk policies, Payment & Cash management, Trade products, and collaboration with Retail banking including Private Banking, etc.
• Align with International banking to support client in FAB network locations.
• Support Unit/Divisional/Bank-wide initiatives (as required or assigned).

Operational

• Follow all relevant policies, processes, standard operating procedures, and instructions enabling work is .executed in a controlled, consistent manner and compliant.
• Conduct periodic reviews of risks (credit, operational, compliance etc.) within the portfolio on a regular basis and proactively escalate as appropriate
• Drive day-to-day administrative and transactional activities for the team such as client calls, documentation follow up, pipeline updates, and any other activities in the unit/team to ensure continuity of work and delivery of effective/high quality output.
• Ensure that internal processes for existing portfolio/ NTBs are in-line with the Bank's policies & procedures.
• Manage and follow up on KYC and compliance requirements to ensure consistency with the Bank's KYC and AML policies and regulatory requirements.
• Ensure all credit reviews are submitted on time and agreed conditions are met.
• Ensure all clients' files [documents] are maintained.
• Maintain a satisfactory audit rating of the portfolio on an ongoing basis
• Adhere to process KPl's and, ORM, BCP & Internal Audit requirements
• Prepare timely and accurate statements and reports to meet the unit's requirements, policies, standard
• Leadership: Act as Role Model for the entire Industrials & Manufacturing group and demonstrating the highest standards of professionalism, integrity, and leadership behaviour.
• Lead, Mentor, Motivate, Develop and Coach team members to support career progression, skill upgradation and robust short & long term succession plans.
• Foster a high‑performance culture, driving strong employee engagement, accountability, and a results‑oriented mindset across the team. Encourage ownership and accountability by assigning responsibilities aligned with individual capabilities and development objectives.
• Achieve individual and team's financial performance targets.
• Champion Learning and development ,attend appropriate on and off-the-job training programs and ensure ongoing skill enhancement, development and skill upgradation of team members.
• Involvement in team members new hirings

Qualifications & Experience

Minimum Qualification:

• Bachelor’s degree in finance, math or related discipline.
• Master’s degree in business administration is preferred.

Minimum Experience

• 15+ years of experience in Banking with at least 8+ years in senior role of team management.

Knowledge, Skills, And Attributes

• Deep Knowledge of Wholesale Banking or investment banking.
• Understanding of FAB's product offering and business strategy.
• Ability to collaborate with a wide range of stakeholders to drive business.
• Strong relationship management skills both internally and externally.
• Sound communication skills (written and verbal).
• Ability to analyse and research information.
• Deep Financial and credit analysis ability with an aptitude to identify opportunities and close business deals.
• Data analysis and financial modelling skills.
• Ability to work under pressure and adjust quickly to changing priorities.
• Proficient in MS Office (excel, word and Power-point).