Executive Director- GTB Sales - Government- Sovereign and Public Sector - (Emiratised Role)

First Abu Dhabi Bank (FAB); Abu Dhabi; On-site; AED 300,000 - 400,000; Full time

Job summary

A leading financial institution in Abu Dhabi is seeking an Executive Director for GTB Sales with a focus on Government and Public Sector. This role requires robust experience in Transaction Banking and the ability to drive Cash and Trade business growth across the UAE. Candidates should possess strong sales and negotiation skills, along with a substantial network in financial services. The position offers a full-time engagement in a dynamic banking environment.

Benefits

Competitive salary

Career development opportunities

Health insurance

Qualifications

• 10+ years of Transactional Banking experience with specialized knowledge in Cash Management and Trade Finance.
• Proven track record of managing corporate client relationships and achieving KPIs.
• Strong technical knowledge in Cash and Trade Finance products.

Responsibilities

• Drive Cash and Trade sales in line with client needs.
• Develop business opportunities in the UAE.
• Collaborate with coverage teams to manage client portfolios.

Skills

Sales skills

Client communication

Negotiation skills

Risk management

Education

Degree in Finance, Accounting, Economics, Commerce or equivalent

Tools

Cash Management tools

Payments systems

Trade Finance software

Job description

Overview

Executive Director- GTB Sales - Government- Sovereign and Public Sector - (Emiratised Role)

Join to apply for the Executive Director- GTB Sales - Government- Sovereign and Public Sector - (Emiratised Role) role at First Abu Dhabi Bank (FAB)

The role holder is primarily responsible for working with Coverage teams in structuring Cash and Trade solutions, managing and growing Transaction Banking business across the UAE. The role holder will be a member of the team covering Cash and Trade sales in the UAE.

Key Accountabilities

• Commercial Oversight: Achieving long term results for delivery of working capital for cash and trade clients.
• Identify and develop Cash and Trade business opportunities and profitability across the UAE.
• New Business: Responsible for Cash and Trade product growth jointly with the coverage teams in UAE. Execute calling plans for each industry segment in conjunction with relationship managers (as appropriate) to deepen Cash and Trade product penetration across client portfolio.
• Use of consultative approach along with the Cash and Trade knowledge and experience to design and implement suitable innovative solutions for customer’s needs. Responsible for structuring complex cash management deals and responding to RFPs.
• New Markets & Products: Structuring of bespoke open account solutions (SCF & RF) and ensure a high-quality customer experience through consultative approach, design and implementing workable and innovative solutions for customer’s needs. Responsible for structuring Trade deals and providing technical expertise to client base and relationship managers.
• CASA Generation: Structure liquidity and liabilities solutions that drive CASA growth while ensuring best-in-class customer experience.
• Regulatory Oversight: Manage proactively the fraud and compliance risks in the Cash and Trade business when developing solutions for clients.
• Digital Penetration: Facilitate conversion of all existing and new to bank customers on to FAB’s electronic channels.
• Pipeline Discipline: Build and maintain a strong Cash and Trade pipeline with regular reviews and communications to stakeholders.
• Partner with coverage teams to develop quality credit proposals supporting structuring of Trade facilities and proactively managing transactional risk in an efficient and profitable manner. Ensure ancillary business in cash management is ring-fenced to FAB.
• Service Delivery: Deliver best-in-class service by collaborating with stakeholders to put the customer first.
• Business Liaison: Maintain close liaison with intra-region and cross-regional stakeholders to enable cross-border transactions and opportunities where possible.
• Customer lead generation / origination to increase share of wallet with existing relationships by deep selling new Cash and Trade products and support Coverage team to generate new revenue opportunities from new-to-bank clients and opportunities.
• Stakeholder Coordination: Provide technical expertise to coverage and partner with coverage teams to develop quality proposals and RFPs that win mandates.

Specific Accountabilities

• As a member of Cash & Trade Solutions & Advisory, you will be responsible for your portfolios on the following accountabilities :
• Driving Cash and Trade sales for clients, in line with specific needs of clients.
• Delivery of specific revenue targets, CASA / liabilities, returns on risk adjusted assets and equity consistent with the Bank’s risk parameters and pricing.
• Work closely with coverage teams and inform the unit head of performance gaps in your portfolio.
• Actively engage with clients together with the Unit Head of Cash and Trade Solutions & Advisory UAE and Coverage team to build business for the Bank.
• Responsible for structuring Cash & Trade deals and providing technical expertise to relationship managers and facilitate client discussions, including responding to RFPs.
• Participating in and contributing to deal teams where transactions require bespoke Cash and Trade solutions.
• Establish strong stakeholder relationships and collaborate across the network to build a strong pipeline.
• Partner with coverage teams to contribute to quality credit proposals supporting structuring of existing and new Trade facilities.
• Proactively managing transactional risk in an efficient and profitable manner.
• Identify opportunities for continuous improvement of products, systems, processes, and practices while considering client needs, market developments and trends.
• Update product skills, understand market trends and competitor behaviors.
• Work with Coverage teams across the region and network to propose new markets, clients, and products.
• Work with Coverage team to create detailed Key Account Plans for growing trade business and maximizing market share.
• Monitor utilization of Trade facilities and cross-sell non-credit trade products / services to deepen client wallet.
• Understand and comply with regulations and internal policies (Credit / Compliance / Operational Risks).
• Collaborate with Cash & Trade Product innovation to finalize documentation / structures / rollout of new trade products / solutions.

Frameworks, Boundaries, & Decision-Making Authority

• Understand and apply the Business Delegation of Authority Matrix accordingly.
• Compliance with regulations and internal policies (Credit / Compliance / Operational Risks). Understand the bank’s risk framework and the relevant internal policies including the lines of defense.

Knowledge, Competencies

• A highly motivated and experienced salesperson with a track record of originating new clients and driving revenues within a portfolio of corporate clients.
• Strong client network with a focus to grow Cash and Trade business for the bank in the region.
• Strong technical knowledge in Cash and Trade Finance products including core and value-added Trade Finance. Cash Management products including Payments and Digital / Electronic Channels; Collections and Reconciliation tools, Account Services, Liquidity and Liabilities management.
• Self-starter who can handle all enquiries relating to Cash and Trade Finance independently.
• Strong interpersonal and communication skills and a team player.
• Strong origination capability with excellent client orientation and negotiation skills.
• Strong communication skills; self-confident and performance driven. Ability to work under pressure with a strong delivery focus.
• Ability to articulate, formulate and deliver high quality client presentations.
• Understanding of operations processes and procedures, and related risk in cash and trade transactions.
• Familiar with the regulatory environment concerning the financial industry in UAE.

Qualifications

• Minimum Qualification - Degree in Finance, Accounting, Economics, Commerce, or equivalent discipline.
• Minimum Experience - 10+ years Transactional Banking Experience with specialized knowledge in Cash Management, Payments, Liquidity Management, Core Trade Finance and Value-Added Trade Finance. Track record in Origination, managing a portfolio of relationships and meeting KPIs, and developing client relationships both new-to-product and new-to-Bank.

Seniority level & Employment

• Seniority level: Not Applicable
• Employment type: Full-time
• Job function: Finance
• Industry: Banking

Note: This description reflects the original information with formatting improvements. Abbreviated references and extraneous placeholders have been removed.