Executive Director - GTB Sales - PCG Abu Dhabi

First Abu Dhabi Bank; Abu Dhabi; On-site; AED 220,000 - 300,000; Full time

Job summary

A leading financial institution in Abu Dhabi seeks a highly motivated individual to drive Cash and Trade solutions. This role requires a minimum of 10 years in Transactional Banking, with a focus on Cash Management and Trade Finance. The candidate will lead client engagements, drive revenue growth, and ensure compliance with regulations. A degree in Finance or a related discipline is essential. Join a dynamic team focused on delivering exceptional client experiences in the banking sector and growing the business effectively.

Qualifications

• 10 years experience in Transactional Banking, specialisation in Cash Management.
• Strong knowledge in Trade Finance and Payments.
• Ability to develop client relationships and meet KPIs.

Responsibilities

• Drive Cash and Trade sales aligned with client needs.
• Collaborate with coverage teams for proposals and client engagements.
• Manage compliance and regulatory risks in Cash and Trade solutions.

Skills

Client network development

Strong communication skills

Cash Management expertise

Negotiation skills

Team player

Education

Degree in Finance, Accounting, Economics or equivalent

Job description

JOB PURPOSE

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

ACCOUNTABILITIES

Commercial Oversight: Achieving long term results for delivery of working capital for cash and trade clients with extended responsibilities in generating revenues for FAB GTB exceeding AED250m.

Identify and develop Cash and Trade business opportunities and profitability across the UAE on a sustainable basis and making sure the customer experience is to the highest level.

New Business: Responsible for Cash and Trade product growth jointly with the coverage teams in UAE. Plan and 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 customers needs. Responsible for structuring complex cash management deals and responding to RFPs with a high quality level ensuring FAB is properly perceived by our customer base.

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 customers 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 FABs electronic channels.

Pipeline Discipline: Work with the coverage to build and maintain a strong Cash and Trade pipeline while remaining focused on pipeline deal mandate closures. This includes regular review and communication to the relevant 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 ringfenced to FAB.

Service Delivery: Collaborate with other stakeholders to Ensure that customer comes first by delivering best in class service.

Business Liaison: Maintain close liaison with intra region and cross regional stakeholders to bring about network connectivity to facilitate 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.

As a member of GTB Sales 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 and commensurate with the Banks acceptable risk parameters and pricing.

Work closely with coverage teams and make the unit head aware of performance gaps in your portfolio.

Actively engage with client together with the Unit Head 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. This includes structuring Cash and Trade transactions responding to RFPs and providing technical expertise to relationship managers.

Participating in and contributing to deal teams where transactions require bespoke Cash and Trade solutions.

Establish strong stakeholder relationships and work with colleagues and partners across the network to build a strong pipeline.

Partner with coverage teams in contributing 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.

Actively participate in opportunities to update product skills understand market trends and competitor behaviours.

Work closely with Coverage teams across the region and network to propose new markets clients and products.

Work with Coverage team on creating detailed Key Account Plan for growing trade business and maximize market share.

Closely monitoring utilization of Trade facilities and cross sell noncredit trade products / services to deepen client wallet.

Understand and comply with regulations and internal policies i.e. Credit/ Compliance/ Operational Risks etc.

Work closely with Cash & Trade Product innovation team in UAE to finalize documentation/ structures/ rollout new trade products/ solutions.

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 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 as well as a team player.

Strong origination capability coupled with excellent customer orientation & negotiation skills.

Strong communication skills.

Self‑confident and performance driven. Ability to work under pressure and with a strong delivery focus.

Ability to articulate formulate and deliver high quality client presentation.

Understanding of operations processes and procedures and related risk in cash and trade transactions.

Familiar with the regulatory environment concerning 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 and experience in Cash Management Payments Liquidity Management Core Trade Finance and Value Added Trade Finance. Candidate should have a track record in Origination managing a portfolio of relationships and meeting specific portfolio KPIs and development of client relationships both new to product and new to Bank.

REMOTE WORK

No

EMPLOYMENT TYPE

Fulltime