Director- Coverage - Commercial Banking

First Abu Dhabi Bank FAB; Abu Dhabi; On-site; AED 60,000 - 120,000; Full time

Job summary

An established industry player is seeking a dynamic professional to enhance the economic health of SMEs in the UAE. This role involves driving sales and financial growth, managing risk, and ensuring customer satisfaction while adhering to compliance standards. The ideal candidate will possess a strong understanding of financial services and SME banking, with a focus on building lasting relationships with clients. If you are passionate about supporting businesses and have the skills to navigate the complexities of financial management, this opportunity offers a chance to make a significant impact in a collaborative and forward-thinking environment.

Qualifications

• Strong understanding of financial and SME banking services and products.
• Ability to assess credit risk and structure limits effectively.

Responsibilities

• Drive best practices in lending and risk policies aligned with bank standards.
• Manage a portfolio of corporate/commercial financing clients.

Skills

Financial Analysis

Risk Management

Customer Relationship Management

Sales Strategy

Credit Assessment

Education

Bachelor's Degree in Finance or Business

Master's Degree in Business Administration

Tools

Credit Analysis Tools

Financial Modeling Software

Job description

Job Purpose:

SME plays a significant role in driving the economic health of the UAE and represent the majority of business in the economy. As the world continues to become more connected, SMEs will increasingly become international and that FAB is better placed to meet their needs by increasing strength to support domestic SME business.

The jobholder will prepare a self-development plan, agree it with Line Manager and work progressively towards achieving it. Seek best practices from other peers and colleagues. Would be required to attend training sessions as planned by management. Should have a strong ability to provide direction in assessing and capturing customer needs and opportunities effectively within the existing, new and prospective customer base.

To drive best practice in lending and risk policies ensuring this remains in line with FAB practices.

Key Accountabilities:

1. Sales and Financial:

• Increase depth and breadth of Relationship with existing customers.
• Increased sales volumes/ market shares in target market.
• Utilization of limits for the new approved limits.
• Number and quality of Credit Applications processed.
• Response & Turnaround Times of Customer requests & processing business applications.
• Alignment of structure & pricing of the proposed limits with customers needs.
• Establishment of an efficient customer-focused approach representing a strong competitive edge.
• Implementing tools and programmes to create a business inflow and outflow among the existing SME clientele in the unit.
• Increase share of high-end market and quality business within assigned segment.
• By using the existing borrowing clientele’s suppliers & buyers, creating new borrowing relationship to the bank.
• To develop and manage the portfolio of the company for Corporate/ Commercial Financing.
• Minimizing one-off transactions by adequately structuring customer limits and targeting.
• Non-borrowing clients having one-off request.
• Establish and maintain a working rapport with customers by providing expertise in identifying their financial needs and the deployment of bank’s products & Services to the fulfilment of these needs.
• Provide customers with accurate and timely information on products and reveal the benefits affecting their businesses.
• Keep customers and prospects updated on new products & Services.
• Actively source business from prospects and follow up on sales leads within designated market segments.
• Plan visits to non-borrowing clients as well as NTBs coordination with GTB and FX team.
• Identify and forward sales leads to other areas in the Bank for cross-selling.
• Coordinate with product managers/ specialists on promoting Bank’s products.

1. Risk Management:

• Prepare Credit Application (CA), analyze financial statements, and make it ready for approvals.
• Ensure CAs for new clients and also renewals for existing clients are correctly prepared in accordance with the bank policies and regulation framework.
• Recognize early warning signals of unsatisfactory account conduct and pursue the collection of past due loans.
• Effective work processing and risk management.
• Responsible to assess credit risk, set and structure limits.
• Assess the financial and business risks involved in lending to particular businesses, mainly by looking at the Company’s competitive position within its industry, its strategic direction, management quality and its financial profile.
• Identify and analyze the areas of potential risk threatening the assets, earning capacity or success of Organizations in various business fields.
• Perform analysis to credit worthiness and recommend appropriate credit limits.
• Pro-actively manage the assigned portfolio risk by ensuring timely renewal of accounts within the applicable time standards, provided all required information is available.

1. Profitability & Expense Control:

• Ensure effective utilization of limits in order to maximize profitability.
• Regularly monitor MIS reports for FX and Trade Working Capital revenues and utilizations.
• Continuously seek to increase revenue margins from customers.

1. Customer Service & Service Level:

• Whenever needed, contact customer service groups and processing units to ensure satisfactory service standards are met.
• Operations and Process responsibilities.

1. Activities / Operations:

• Discuss credit packages with respective Credit Team and approving authorities if needed.
• Establish and maintain a close working relationship with Credit Division/ Credit Administration.
• Understand customer’s financial needs & initiate formulation of written proposals to fulfill these needs with bank’s products within the general guidelines of Business Banking and regulating authorities.
• Review credit analysis and add high standard qualitative comments.

1. Compliance:

• Compliance with bank related policies and procedures, and Business Banking standards in structuring & pricing of limits.
• Adhere and comply with bank’s internal applicable policies and procedures as well as governing regulations issued by concerned authorities.
• Cooperate and facilitate work of internal audit and risk management to address gaps and respond to audit reports within agreed deadlines.
• Monitor money laundering activities and coordinate remedial actions with management.

1. Knowledge:

• Strong understanding of financial and SME banking services and products.
• Good understanding of market best practices and dynamics including demographic factors, competitor products and services.
• Strong understanding and working knowledge of SME banking and related regulations.
• Appropriate risk awareness.
• Understands legal structures consistent with different type of businesses.