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:

Being a significant part of the sales team focusing on Financial Institutions globally, delivering agreed sales and revenue targets across Global Markets along with identifying and cultivating cross-sell opportunities within the sectors and geographies prescribed to build long term sustainable relationships aimed at firmly establishing FAB as go-to bank (i) for Financial Institutions regionally across all GM products and (ii) for global Financial Institutions for GCC+E products.

GM Sales – Financial Institutions main accountabilities and responsibilities include:

• Enhancing cross-border execution, adoption of best practices across geographies.
• Driving a results orientated transparent global performance culture;
• Mentoring and developing team members across GM Sales, and FAB as a whole;
• Creating a dynamic scalable multi-jurisdictional transparent performance culture always capable of being at the forefront of strategic and tactical initiatives as well as directives from Team Management;
• Originating transactions on the Structured side and contributing to the FI team’s vanilla business via flow products;
• Deepening client engagement expanding the number of clients globally in order for us to grow the Financial Institutions segment holistically, plus diversifying the client base especially for the liquidity drive of the bank with Official Institutions, including Supras and SWFs;
• Focusing on bringing flows and originating deals with the regional and international NBFIs by collaborating with the Solutions team to work on enhancing the relationship RAROCs for existing clients and where applicable, extracting opportunities to generate high delta trades that the bank will benefit from for years to come

Key Accountabilities:

Relationship Development: Global Markets Sales:

As a member of the Global Markets, Sales, within Global Markets (Corporate & Investment Banking) the incumbent will be a strong team player with the ability to deliver agreed sales and revenue targets across Global Markets.  In addition, along with identifying and cultivating cross sell opportunities within the sectors and geographies, this will be a pre-requisite to build long term relationships aimed at firmly establishing FAB as the best Arab bank in the world.

Distribution & Coverage Scope: Institutional Sales (IS):

As a member of the FI Sales Team, the incumbent will be focused on selling Global Markets solutions to key FAB Corporate & Investment Banking clients across the prescribed client base globally.  The incumbent is expected to have a strong understanding of the client’s requirements and is expected to provide a high-quality distribution service to these targets. 

 Competencies:

• A role model who is able to build long tern partnerships that shape customer expectations, inspires others and exceeds customer expectations and provide value added services.
• Anticipates and identifies when a strategic shift in direction is critical for competitive and is able to identify innovative solutions or refines solutions to recommend optimum course of action that adds most value.
• Capable to improve our Pricing capability and process (Murex, Macro for the expiries, Valuations
• Takes a lead financial role in appraising and deciding upon large scale financial and commercial propositions that will impact the allocation of capital, resources and risk management.
• Capability to work on structured deals: Novations, Structured Products, Financing (Repo, TRS, Repo to Maturity) deals across all Asset Class.
• Seeks to promote the bank’s strategic global brand v/s a network of influential contacts in many different spheres of the bank’s activities.
• Creates positive culture in line with company values, display the strength of character and charisma to inspire confidence, trust and loyalty in others.
• Takes personal responsibility for driving the bank’s success demonstrating a high level or ownership and always places business interest/agenda foremost.
• Able to review own performance without bias and uses this to optimize performance and achieve longer term career aspirations.
• Anticipates changes to sales and marketing strategies and approaches based upon a wide understanding of marketplace trends and competition.
• Uses a wide range of MI and metrics to assess the performance of the entire portfolio, helping to formulate a plan that addresses challenges and gaps in budgets as well as targets for the year in a timely

Specific Accountabilities:

• Development of GM Financial Institutions clients/relationships globally.
• Strategic thought leadership and active contribution to the IB Financial Institutions strategy.
• Work closely with Trading, Structuring, Risk, Compliance and Legal team to optimize client coverage model;
• Ensure all deals are appropriate and compliant with regulation / internal process;
• To build relationships with other FAB branches/divisions to support sales activities and execute collaborative approaches where appropriate, leading to increased sales.
• Encourage and promote teamwork among the various departments within GM.
• Encourage a cross selling culture within the Corporate and Institutional Sales and Primary Markets Groups
• Cross-sell the bank’s various products and divisions.
• Represent LM as and when required internally and/or externally

Frameworks, Boundaries & Decision-making Authority:

• Functions within the framework and boundaries of Group policies as well as overall organisational and governance frameworks.
• Authorised to take decisions as per the approved authorisation matrix.

Minimum Qualification

• Minimum degree in Accounting, Economics, Banking or Financial Management or equivalent.

 Minimum Experience

• 5 - 10 years relevant experience.
• Highly organized and able to cope with multiple responsibilities.
• Understand risk valuation and management control tools and performance measurements.
• Previous experience in a well-known International Bank.
• In-depth knowledge of Derivatives with Structuring background (Quantitative, Pricing);
• Capable of improving our Pricing capability and processes (Murex, Macro for the expiries, Valuations.
• Capable of working on structured deals: Novations, Structured Notes, Financing deals across all Asset Class.
• Capable of understanding risk valuation and management control tools and performance measurements.
• Able to have in-depth conversations with Risk/Legal/Compliance Department to develop new businesses for the Financial Institutions.