Executive Director, Infrastructure Contractors

About the Role
The role focuses on growing and managing relationships with large and sensitive clients within an assigned portfolio while increasing the clientele base by originating and booking quality new business opportunities (NTBs) aligned with the company's defined risk frameworks. The position aims to enhance service quality and supervise daily activities and client interactions of the team to ensure achievement of revenue targets while maintaining client satisfaction and high portfolio credit quality.

Key Responsibilities
Client and Market Analysis

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

Business Origination

• Originate new business opportunities with target clients across banking products in accordance with relevant policies.
• Obtain support from relevant stakeholders and governance forums to close deals (e.g., credit, products, GTx).
• Develop Term Sheets, Information Memorandums, Mandate letters, etc.
• Examine and resolve credit, market, and operational risk aspects of transactions in collaboration with products and enablement units.
• Leverage the company's network to expand through cross-border deals.
• Anchor Strategic Alliances with top developers and authorities in the UAE.
• Expand product penetration through sector-focused solutions while ensuring high returns with satisfactory yields.
• Maintain credit quality of client relationships within the portfolio to an acceptable level established by management.
• Pitch, review, negotiate, and conclude deals.
• Develop and maintain relationships with key decision-makers in other banks to originate business opportunities and ensure leadership in joint deals.
• Stay informed about the latest market, competitor, regulatory, and industry trends and adjust account plans accordingly.
• Handle sophisticated transactions and engage assigned team members.
• Recommend policy amendments as necessary to align with the latest business and industry trends.
• Analyze monthly income generation metrics to identify any income leakage/losses.

Client Relationship Management

• Achieve assigned financial and non-financial objectives by catering to all borrowing and non-borrowing needs of customers within target segments (e.g., borrowers, transactors, depositors).
• Prepare and maintain account plans for all clients with the support of relevant partners (e.g., products, international banking, Employee banking, Asset Management, etc.), regularly reviewing and amending as needed.
• Support the timely conduct of annual/periodic credit facility reviews in the existing portfolio and recommend appropriate credit facilities to maximize earnings while managing risks.
• Develop, implement, and maintain robust control aspects, including documentation, periodic client visits/call reports, stock inspections, and formal credit checks/informal market feedback to monitor the assigned portfolio effectively.
• Organize client meetings with relevant partners/seniority to deepen relationships within the portfolio.
• Identify and develop cross-selling opportunities to increase the cross-sell ratio and returns with clients.
• Support clients with their daily banking requirements in collaboration with the team as applicable.
• Ensure customer satisfaction remains high, meeting targeted NPS scores.
• Stay abreast of market trends and manage a disciplined marketing process to initiate relationships with prospects.
• Onboard new clients as per assigned targets.

Collaboration

• Align with the Contracting team, subsectors, and other partners to identify and convert opportunities.
• Collaborate with other business divisions to promote cross-business unit collaboration, develop proposition strategies, competition analyses, focused group approaches, service delivery models, customer experiences, internal and external campaigns, and alignment with products and propositions including Risk policies, Payment & Cash management, Trade products, collaboration with Retail banking including Private Banking, etc.
• Coordinate with international banking to support clients in network locations.
• Assist with unit/divisional/bank-wide initiatives as needed.
• Handle internal MIS/reporting requirements for the team.

Operational

• Follow all relevant policies, processes, standard operating procedures, and instructions to ensure work is carried out in a controlled and consistent manner.
• Conduct periodic risk reviews (credit, operational, compliance, etc.) within the portfolio regularly.
• Manage daily administrative and transactional activities for the team, including client calls, documentation follow-ups, pipeline updates, and other necessary activities to ensure continuity and high-quality output.
• Ensure internal processes for existing portfolios and NTBs align with the company's policies and procedures.
• Manage and follow up on KYC and compliance requirements, ensuring consistency with the company's KYC and AML policies and regulatory requirements.
• Ensure timely submission of all credit reviews and compliance with agreed conditions.
• Maintain organized client files and documentation.
• Achieve satisfactory audits on the portfolio while adhering to process KPIs, ORM, BCP, and Internal Audit requirements.
• Prepare timely and accurate statements and reports to meet the unit's requirements, policies, and standards.
• Ensure minimal or non-material audit findings within the assigned portfolio.

Leadership

• Act as a role model for the entire Contracting group and the Civil Contractors team.
• Lead, mentor, motivate, develop, and coach team members to ensure career growth and prepare short- and long-term successors.
• Establish a high-performance culture and ensure high engagement levels within the team.
• Encourage ownership among team members through appropriate assignments.
• Achieve financial performance targets as set for both individual and team contributions.
• Participate in personal development and attend appropriate on- and off-the-job training programs to ensure skill enhancement for both team leaders and members.
• Involve in the recruitment of new team members.

Framework, Boundaries & Decision-Making Authority

• Operate within the framework and boundaries of group policies as well as broader organizational and governance frameworks.

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 focused on team management.
• In-depth knowledge of wholesale banking or investment banking.
• Understanding of the company's product offerings and business strategy.
• Proven ability to collaborate with a wide range of stakeholders to drive business results.
• Strong internal and external relationship management skills.
• Excellent communication skills, both written and verbal.
• Keen analytical and research capabilities.
• Proficiency in financial and credit analysis with a talent for identifying opportunities and closing business deals.
• Strong data analysis and financial modeling skills.
• Ability to effectively work under pressure and adapt rapidly to changing priorities.
• Proficient in MS Office (Excel, Word, PowerPoint).