First Abu Dhabi Bank is an inclusive environment where each person values the experiences, perspectives, ideas and beliefs of others. We’re in a unique position to learn from all our colleagues, combining international experience with deep cultural knowledge and local
expertise. At FAB, you’ll have the support of your team and a strong relationship with your line manager, who will trust you with responsibility and recognize your good performance. As we embrace different ways of seeing the world, listening to each other and respecting
different viewpoints, we grow stronger together. 

Job Purpose:

The role is to market FAB’s MENA Direct Custody offering to Global Custodians, international Broker Dealers and Private Banks (collectively referred to as “Global Intermediaries” or “GI’s”) based primarily in London, Switzerland, USA, Hong Kong & Singapore. 

This involves: 1) managing the overall client engagement, focussing on cultivating top tier relationships  to maximise sales and client retention, 2) managing the flow of relevant market information to our clients & prospects showcasing FAB’s market leading intelligence; and 3) co-ordinating FAB’s market advocacy efforts alongside each country head

Key Accountabilities:

Generic Accountability:

• The job holder will undertake full responsibility for the development & execution of Business Development strategies with GI prospective clients;
• The incumbent is required to have a detailed knowledge of the GI Direct Custody requirements and an ability to use this knowledge to effectively position FAB to sell its services to add incremental revenue;
• This requires the identification of key GI prospective new clients and a coherent and comprehensive engagement model to effectively market FAB’s Middle East Direct Custody  platform;
• Existing strong personal contacts with GI Network Managers will be a significant advantage.
• The incumbent will be required to facilitate cross-functional team working including Product, and Securities Services Country Heads to  ensure effective

Specific Accountability:

Sales Execution:

• Grow FAB Securities Services revenue by successfully executing against sales calling plan;
• Identify key “Global Intermediary” client requirements and market existing FAB capabilities to effectively meet these needs;
• Maintain excellent relationships with key GI clients and provide feedback any new client requirements to the Securities Services Product team with the objective of creating new revenue streams;
• Manage and develop excellent relationships with FAB CIB Coverage units to agree collective client calling plans with the objective of maximizing penetration of Securities Services revenue from the bank’s existing clients;
• Manage the full sales process including price negotiating, contract negotiation, RFI / RFPs, clients Due Diligence visits.
• Optimise sales processes/practices and develop high performing team.

 Market Information & Advocacy

• Act as a focal point of regional market information, working closely with each FAB local market country head.  Ensure appropriate information is communicated to Global Custodian Network Manager clients and prospects.
• Co-ordinate the advocacy efforts with regulators, depositaries and exhanges in the Middle East markets where FAB has a direct custody footprint.
• Have strong technical knowledge of securities market mechanisms to be able to add value to Network Management clients and prospects.
• Client Satisfaction
• Ensure framework is in place for the Client Management team to deliver excellent and consistent service to clients.
• Maintain senior level engagement with key clients to grow financial relationship.
•  Marketing:
• Work with leading industry magazines to deliver thought leadership articles, Industry survey submissions;
• Coordinate FAB participation in Industry Forums and events with active participation.
• Deliver successful recognition of FAB Securities Services capabiltiies and profile through industry awards.

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Minimum Qualification:

• 10+ years’ experience in a sales or relationship role, typically within a large multi-faceted organisation within the financial services industry or market related;

Minimum Experience:

• Incumbent is expected to have a Degree in a relevant discipline, qualification in Business Management;
• Demonstrated experience of developing and delivery of Business Development strategies in the financial service industry;
• Solid judgment & decision making abilities;
• Excellent Negotiation & Influencing skills;
• Strong leadership skills;
• Excellent Network building skills;
• Mature interpersonal skills, and broad experience in building or supporting the building of new businesses, and delivering continuous business improvement;
• Strong interpersonal, facilitation, team building skills, tact and diplomacy, and influencing skills;
• The drive and tenacity to overcome obstacles and a track record of delivery and being able to take people with them by making complex issues, simple.