Executive Director, GTx Client Solutions - Privilege Client Group

About the Role
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 GTB Sales in the UAE.

Key Responsibilities

• Identify and develop Cash and Trade business opportunities and profitability across the UAE on a sustainable basis, ensuring the customer experience is at the highest level.
• New Business: Responsible for Cash and Trade product growth jointly with the coverage teams in the 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 the client portfolio.
• Utilize a consultative approach along with Cash and Trade knowledge and experience to design and implement suitable innovative solutions for customer needs.
• Structure complex cash management deals and respond to RFPs with a high-quality level, ensuring a positive perception of the organization by the customer base.
• New Markets & Products: Structure bespoke open account solutions (SCF & RF) while ensuring a high-quality customer experience through a consultative approach, designing and implementing workable and innovative solutions for customer needs. Responsible for structuring Trade deals and providing technical expertise to the client base and relationship managers.
• CASA Generation: Structure liquidity and liabilities solutions that drive CASA growth while ensuring a best-in-class customer experience.
• Regulatory Oversight: Proactively manage fraud and compliance risks in the Cash and Trade business when developing solutions for clients.
• Digital Penetration: Facilitate the conversion of all existing and new-to-bank customers onto the electronic channels offered.
• Pipeline Discipline: Collaborate with coverage teams to build and maintain a robust Cash and Trade pipeline, focusing on pipeline deal mandate closures with regular review and communication to relevant stakeholders.
• Partner with coverage teams to develop quality credit proposals supporting the structuring of Trade facilities and proactively manage transactional risk efficiently and profitably. Ensure ancillary business in cash management is protected for the organization.
• Service Delivery: Collaborate with other stakeholders to ensure that the customer comes first by delivering best-in-class service.
• Business Liaison: Maintain close liaison with intra-region and cross-regional stakeholders to enhance network connectivity to facilitate cross-border transactions and opportunities.
• Drive customer lead generation/origination to increase share of wallet with existing relationships by deep selling new Cash and Trade products.
• Coordinate with coverage teams to generate new revenue opportunities from new-to-bank clients.
• Stakeholder Coordination: Provide technical expertise to the coverage teams and partner to develop quality proposals and RFPs that win mandates.
• Drive Cash and Trade sales for clients, aligned with their specific needs.
• Deliver on specific revenue targets for CASA/liabilities, returns on risk-adjusted assets, and equity consistent with the organization's acceptable risk parameters and pricing.
• Work closely with coverage teams to inform the unit head of any performance gaps in your portfolio.
• Actively engage with clients alongside the Unit Head and coverage team to build the business for the organization.
• Structure Cash & Trade deals and provide technical expertise to relationship managers to facilitate client discussions. Participate in deal teams where transactions require bespoke Cash and Trade solutions.
• Establish strong stakeholder relationships and collaborate with colleagues and partners across the network to build a solid pipeline.
• Partner with coverage teams in contributing to quality credit proposals supporting the structuring of existing and new Trade facilities.
• Proactively manage transactional risk efficiently and profitably.
• Identify opportunities for continuous improvement of products, systems, processes, and practices considering client needs, market developments, and trends.
• Actively participate in training opportunities to enhance product skills and understanding of market trends and competitor behaviors.
• Collaborate with Coverage teams across the region and network to propose new markets, clients, and products.
• Work with the Coverage team on creating detailed Key Account Plans for growing trade business and maximizing market share.
• Monitor the utilization of Trade facilities closely and cross-sell non-credit trade products/services to deepen client wallet.
• Comply with regulations and internal policies related to Credit/Compliance/Operational Risks.
• Collaborate with the Cash & Trade Product innovation team in UAE to finalize documentation, structures, and rollout new trade products/solutions.
• Understand and apply the Business Delegation of Authority Matrix accordingly.
• Maintain compliance with the bank’s risk framework and relevant internal policies, including lines of defense.

Requirements / Qualifications

• Degree in Finance, Accounting, Economics, Commerce, or equivalent discipline.
• 10+ years of Transactional Banking Experience with specialized knowledge and experience in Cash Management, Payments, Liquidity Management, Core Trade Finance, and Value Added Trade Finance.
• Proven track record in origination, managing a portfolio of relationships, meeting specific portfolio KPIs, and developing client relationships, both new-to-product and new-to-Bank.
• Highly motivated and experienced salesperson with a history of originating new clients and driving revenues within a corporate client portfolio.
• Strong client network with a focus on growing Cash and Trade business in the region.
• Strong technical knowledge of Cash and Trade Finance products, including core and value-added Trade Finance, Cash Management products, Payments, and Digital/Electronic Channels.
• Self-starter capable of handling all inquiries related to Cash and Trade Finance independently.
• Strong interpersonal and communication skills, as well as a collaborative team player.
• Excellent origination capability with strong customer orientation and negotiation skills.
• Confident, performance-driven individual who can work well under pressure and maintain a strong delivery focus.
• Ability to articulate, formulate, and deliver high-quality client presentations.
• Understanding of operations processes and procedures, along with associated risks in cash and trade transactions.
• Familiarity with the regulatory environment concerning the financial industry in the UAE.