Director Sales/Client Service, Securities Services

First Abu Dhabi Bank (FAB); Abu Dhabi; On-site; AED 380,000 - 680,000; Full time

Job summary

A leading financial services provider in Abu Dhabi is seeking a Service Director to manage client relationships and ensure high client service levels. This role involves operational oversight, enquiry management, and client acquisition efforts for revenue growth. Candidates should have significant experience in securities services, strong interpersonal skills, and a relevant degree. The position aims to enhance client satisfaction and business expansion, making it critical for the organization's success.

Qualifications

• Minimum 5 years experience in securities services or banking industry.
• 3 years in relationship, sales, or custody operations role.
• Strong knowledge of custody and fund administration services.

Responsibilities

• Own day-to-day operational relationships with clients.
• Manage enquiries and automate processes for efficiency.
• Build relationships with client decision makers.
• Support acquisition of new clients.
• Participate in preparing commercial proposals.
• Maintain Service Plans and Client Profiles with a calling program.
• Assist Head of Client Management in acquiring new clients for Securities Services.
• Prepare commercial proposals and presentation materials.
• Manage sales pipeline and ensure deals progress to closure.
• Onboard new relationships to Securities Services via implementation plan.

Skills

Client relationship management

Sales and operations

Interpersonal skills

Team building

Diplomacy

Influencing skills

Understanding of custody services

Education

Degree in a relevant discipline

Business Management qualification

Job description

Job Purpose

The individual will act as Service Director to an assigned list of relationships with the responsibility of ensuring a high level of client service through a specific governance model. They will also be responsible in supporting the acquisition of new clients to assist in achieving the businesses revenue growth targets.

The successful candidate will have an excellent understanding of all aspects of custody services and be able to offer solutions to enhance the customer’ s experience. Knowledge of Fund Administration would be beneficial.

Key Accountabilities

• Own the day-to-day operational relationship with an assigned list of clients. Develop a deep understanding of assigned client relationships to ensure we deliver the highest level of service, working closely with Operations.
• Enquiry management and automation of processes to increase efficiencies across the client base.
• GCC and International market exposure.
• Maintain strong relationships with client decision makers to ensure we retain and grow the client business.
• Understand the Securities Services products, market practice and regulations to ensure we continue to position services to clients that will strengthen the relationship and help grow revenue.
• Maintain Service Plans and Client Profiles including a comprehensive calling program on relevant stakeholders.
• Work with the Head of Client Management to assist in the acquisition of new clients for the Securities Services business.
• Participate in the preparation of commercial proposals and presentation materials.
• Efficient management of the sales pipeline to ensure appropriate tracking of deals and oversee the successful conversion of pipeline deals.
• Onboarding of these new relationships to Securities Services through a defined implementation plan.

Qualifications & Experience

Minimum Qualification

• Incumbent at this level is expected to have a degree in a relevant discipline, qualification in Business Management.

Minimum Experience

• Job holder must have a deep knowledge of the custody business and at least 5 years’ experience in securities services and / or banking industry.
• 3 years in a relationship, sales, client services or custody operations role within a large multi-faceted organization ideally within the financial services industry or market related.
• Mature interpersonal skills, and broad experience in managing senior client contacts in a commercial context.
• Excellent team building, diplomacy, and influencing skills.
• The drive and tenacity to overcome obstacles and a track record of delivery and being able to increase revenue from new and existing relationships.
• Knowledge of Fund Administration services will be beneficial.