Executive Director, Contracting - Oil and Gas Contractors

About the Role
This role involves growing and managing large and sensitive client relationships within an assigned portfolio while increasing the clientele base by originating and booking quality new-to-bank (NTB) clients in line with the company's defined risk frameworks. The position focuses on improving service quality levels and supervising day-to-day activities and client interactions of subordinates to ensure that the team's objectives and revenue targets are consistently met while maintaining client satisfaction and portfolio credit quality.

Key Responsibilities

Client and Market Analysis

• Conduct financial analysis on clients and their respective geographies, industries, and markets to identify potential opportunities and risks.
• Maintain up-to-date industry insights and market intelligence to early identify business opportunities.

Business Origination

• Originate new business opportunities with target clients across banking products in line with relevant policies.
• Obtain support from relevant stakeholders and governance forums to close deals (e.g., credit, products, GTx).
• Develop Term Sheets, Information Memoranda, Mandate Letters, etc.
• Examine and resolve credit, market, and operational risk aspects of transactions in collaboration with products and enablement units.
• Leverage network expansion through cross-border deals.
• Anchor strategic alliances with UAE’s top developers and authorities.
• Expand product penetration through sector-focused solutions.
• Ensure high returns with satisfactory yields.
• Maintain the credit quality of client relationships within the portfolio to an acceptable level set by management.
• Pitch, review, negotiate, and conclude deals.
• Develop and maintain strong relationships with key decision-makers in other banks to originate business opportunities, ensuring that the company leads joint deals.
• Stay updated with the latest market, competitors, regulatory, and industry changes and amend account plans as applicable.
• Handle sophisticated transactions and engage assigned team members.
• Recommend policy amendments as required to align with the latest business and industry trends.
• Analyze monthly income generation metrics to identify any income leakage or losses.

Client Relationship Management

• Achieve assigned financial and non-financial objectives by meeting all borrowing and non-borrowing needs of customers in target segments (e.g., borrowers, transactors, depositors).
• Prepare and maintain account plans for all clients with support from relevant partners.
• Support the conduct of annual/periodic credit facility reviews in the existing portfolio and recommend appropriate credit facilities in line with the company's credit policy.
• Implement and maintain controls including documentation, client visits, call reports, stock inspections, and credit checks to monitor the assigned portfolio effectively.
• Organize client meetings with relevant partners/senior members to deepen relationships within the portfolio.
• Identify and develop cross-selling opportunities and increase cross-sell ratios and returns.
• Support clients with day-day banking requirements with assistance from the team.
• Ensure high customer satisfaction to meet targeted NPS scores.
• Manage a disciplined marketing process and identify necessary steps and strategies to initiate relationships with prospects.
• Onboard new clients as per assigned targets.

Collaboration

• Align with the Contracting team and Oil and Gas Contractors to identify and convert opportunities.
• Collaborate with other business divisions to drive cross-business unit (BU) collaboration and develop proposition strategies, competition analysis, and service delivery models.
• Support international banking initiatives to assist clients in bank network locations.
• Handle internal management information system (MIS) reporting requirements for the team.

Operational

• Follow all relevant policies, processes, and standard operating procedures to ensure work is carried out in a controlled manner.
• Conduct periodic reviews of risks (credit, operational, compliance, etc.) within the portfolio.
• Manage day-to-day administrative and transactional activities for the team.
• Ensure internal processes for existing portfolios and NTBs comply with company policies.
• Oversee KYC and compliance requirements to align with company policies.
• Ensure timely submission of credit reviews and compliance with agreed conditions.
• Maintain all client files and documents properly.
• Maintain satisfactory audits on the portfolio and adhere to process KPIs and internal audit requirements.

Leadership

• Act as a role model for the Contracting group and Civil Contractors team.
• Lead, mentor, motivate, and develop team members for career growth and succession planning.
• Establish a high-performance culture and ensure high engagement levels.
• Encourage team ownership through rightful assignments.
• Achieve individual and team financial performance targets.
• Attend training programs to ensure development and skill upgrades of team members.
• Participate in the hiring process of new team members.

Requirements / Qualifications

• Bachelor’s degree in finance or a related discipline.
• 12+ years of experience in banking, with at least 8+ years in a senior role managing a team.
• Deep knowledge of wholesale banking or investment banking.
• Understanding of the company's product offerings and business strategy.
• Strong relationship management skills both internally and externally.
• Excellent communication skills, both written and verbal.
• Ability to analyze and research information effectively.
• Strong financial and credit analysis skills with an aptitude for identifying opportunities and closing business deals.
• Data analysis and financial modeling skills.
• Ability to work under pressure and adjust to changing priorities.
• Proficiency in MS Office (Excel, Word, PowerPoint).

Preferred

• A Master’s degree in business administration is preferred.