FM Head of FI Sales

ING; Dubai; On-site; AED 250,000 - 350,000; Full time

Job summary

A leading financial institution in Dubai is seeking an experienced professional to handle and grow their FM business for institutional clients. The role focuses on expanding product flows and ensuring compliance while managing significant client relationships. The ideal candidate will have over 10 years of experience in the Middle East banking sector and a strong understanding of financial markets and regulatory environments.

Qualifications

• 10+ years of coverage of institutional clients in the region.
• Proven track record of working experience in the Middle East banking sector.
• Fluency in English required; Arabic preferred but not required.

Responsibilities

• Handle and grow the FM business for FI and NBFI clients.
• Expand flows across all products in G10 and EM currencies.
• Ensure KYC is up to date and assist in necessary documentation.
• Coordinate FM Sales efforts with FI and NBFI PAMs.
• Promote clients in the Middle East to relevant trading centers.

Skills

Institutional client coverage

Effective origination

Structuring non-flow transactions

Proficiency in English

Knowledge of Legal and Regulatory environment

Education

M.Sc. or B.Sc. from an internationally recognized institute

Job description

Role Description

You have the overall responsibility for handling and growing the FM business for FI and NBFI clients in the region across all FM products (Money Markets, FX, Rates, flow and non-flow financing (repo, TRS, margin loans, structured financing) Credit, Commodities, Equity, Structured Products). You increase recurring revenues by building long standing, deep relationships with clients and ensuring the business is long standing and profitable. As actual deal execution is done by FM execution desk or product specialist in other locations, your focus is on origination. Next to that you add value in the process of structuring more complex non flow deals (derivatives, financing).

Core tasks and material responsibilities

• Expand flows across all products in G10 and EM currencies – extract maximum value from the franchise by a.o. increasing the number of products we do with existing clients
• Ensure KYC is up to date and that appropriate counterparty limits are in place; actively assist PAMs in getting the necessary documentation in place (ISDA / CSA / GMRA)
• Bring in new clients (Fl / NBFI)
• Closely coordinate FM Sales efforts with FI and NBFI PAMs and FM Product specialists and actively contribute to FI/NBFI Middle East VCTs
• Ensure smooth and seamless execution regardless of where the product is traded
• Ensure all opportunities are followed upon by the correct person in ING
• Promote clients in Middle East to the relevant trading centers (Amsterdam, Brussels, London, Singapore, and NY)
• Develop the Saudi market on the FM side in close coordination with the FI PAMs
• Ensure flow of information about Middle East clients and products to all offices so that the necessary product specialists are aware of what the others are doing in the region.
• Point of contact for FI/NBFI related reverse enquiries in the Middle East
• Adhere to all Compliance and Governance both locally in Dubai and internationally from Amsterdam
• Align the Middle East FM Business with the overall growth strategy for FM and WB, and WB Middle East
• Monitoring FM revenue made on Middle East Clients and ensure timeliness, accuracy and transparency of the different revenue reports (FM, sector coverage)

Competences / skills

• Educational certification M.Sc. or B.Sc. or equivalent from an internationally recognized institute
• 10+ years coverage of institutional clients in the region
• Demonstrated effective origination in the range of FM products in our offering
• Able to contribute or take ownership in structuring of non-flow transactions (derivatives, financing)
• Proficiency in English required, Arabic preferred not required
• Proven track record of working experience in the Middle East region in the banking sector
• Knowledge and strong understanding of Legal, Regulatory and Compliance environment and requirements

Compliance undertaking

Responsible for understanding how the Dubai Financial Services Authority (DFSA) Conduct Rules apply to you, your role and rest of the team. Responsible for ensuring your business complies with the spirit and letter of the Conduct Rules and all legal, regulatory and ethical standards including ING policies, procedures, guidance and the Orange Code.