Director - Coverage, Commercial Banking

Overview

Company Description FAB, the UAE's largest bank and one of the world's most secure financial institutions, is dedicated to creating value for its employees, customers, shareholders, and communities. Through innovation, agility, and differentiation, FAB is committed to fostering growth. We are looking for top talent and your success is our success. Accelerate your growth as you help us reach our goals and advance your career.

Be ready to make your mark as a top company, in an exciting and dynamic industry.

Job Description

Job Purpose: SME & Mid-Market Companies play a significant role in driving the economic health of the UAE and specifically the Dubai market and represent the majority of business in the economy. As the world continues to become more connected, SMEs will increasingly become international and FAB is better placed to meet their needs by increasing strength to support domestic matured businesses.

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.

• Increase depth and breadth of relationship with existing customers.
• Increase 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.
• Increase share of high-end market and quality business within assigned segment.
• Use existing borrowing clientele’s suppliers & buyers to create new borrowing relationships for the bank.
• Develop and manage the portfolio of the company for Corporate/Commercial Financing.
• Provide customers with accurate and timely information on products and reveal the benefits affecting their businesses.
• Actively source business from prospects and follow up on sales leads within designated market segments.
• Plan visits to existing and new prospective clients in coordination with GTx and FX team.
• Identify and forward sales leads to other areas in the Bank for cross-selling.

• Risk Management
• Prepare Credit Applications (CA), analyze financial statements, and make them ready for approvals.
• Ensure CAs for new clients and renewals for existing clients are correctly prepared in accordance with bank policies and regulatory framework.
• Recognize early warning signals of unsatisfactory account conduct and pursue the collection of past due loans.
• 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 areas of potential risk threatening assets, earning capacity or success of organizations in various business fields.
• Proactively manage the assigned portfolio risk by ensuring timely renewal of accounts within applicable time standards, provided all required information is available.

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

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

• 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…