Executive Director- Head Of Diversified Industrial Group - USA

Job Description

Job Purpose:

Build and manage relationships with diversified industrial group clients based in the US with particular focus on contracting, Defense, Aerospace & Aviation, Logistics, Real Estate & Hospitality, Food, Consumer and Industrials in line with FAB Group Strategy.

Work with global sector heads, product partners and other country coverage bankers to identify, pitch, and execute product and services across FAB's international network with a particular focus on the US, GCC, and Egypt. Manage all aspects of the client portfolio including credit risk management, KYC/reputational risk, client planning, and product and service origination.

Portfolio management of existing clients, with a continued focus on the identification and execution of ancillary products.

Key Accountabilities:

Management of customer relationships:

• Identify new to bank clients where FAB has a right to win ancillary business in its targeted markets.

• Develop and maintain up-to-date client plans which detail cross-sale targets across FAB's full geographic and product network.

• Work with product partners to identify, originate, and executed new products and services with particular focus on trade finance, working capital solutions, cash management, FX, Rates, Commodities, Carbon Trading and risk management solutions.

• Collaborate and work closely with Global Subsidiary and FAB International Branches to increase client wallet share, depth of relationship and X-sell opportunities with key global client relationships.

• Collaborate with Product Teams in Client negotiation and drafting of Term Sheet and mandate letters.

• Examine & resolve credit, market and operational risk aspects of each transaction and wider relationship.

• Identify & develop-cross selling opportunities and increase the-cross sell ratio with key clients and drive new client onboarding business cases.

• Sustainable Finance/ESG Products: Broad based understanding of current developments and client side asks, opportunities for Sustainable Finance/ESG Solutions.

• Responsibility for Portfolio & Client Group level RORAC [Return on Risk Adjusted Capital] calculation, drafting and submission of note to Capital Allocation Committee.

• Achieve high degree of customer satisfaction which should be reflected in NPS score and annual client survey reports.

• Develop close relationships with the Clients CFOs and Treasury team to improve share of wallet.

• Establish client and sectoral appetite in coordination with all internal stakeholders.

• Coordinate and resolve conflicts and/or customer support issue as they arise

• Close cooperation across internal functions.

• Direct line management and development responsibilities for junior members of the GBC US Team.

Risk Management:

• The role forms part of the first line of defense and is an important function around credit stewardship, business development, portfolio management, new deal origination and execution and in the prevention and detection of financial crime.

• Ownership of KYC process (NTB and review/renewal) of accounts/assigned accounts under the unit, within standards TAT to ensure consistency with Bank's KYC, AML policies and regulatory requirements.

• Monitor and maintain the credit quality of the portfolio under management including compliance with all regulatory and banks SOPs, Policy Documents

• Keep Senior Business and Risk management apprised of key sector trends.

• Oversee the credit approval process and ensure proper business support is obtained for all new credit request, completion of annual review/renewals as per the parameters under the credit policies

• Maintain customer knowledge and documentation up to standards, including call reports.

• Contribute to the budgeted business target of the Branch/Bank.

• Fully understand the Bank's Products and associated processes.

• Adhere to process KPIs and management system requirements, ORM, BCP & Internal Audit Requirements.

Internal Collaboration and Coordination:

• Identify, mobilize, and deliver the right people, solutions, resources, and ideas to the clients from across the Bank.

Qualifications

Minimum Experience

• Minimum 10 years of Diversified Industrial Group (DIG) customer-facing experience within an International Bank.

Minimum Qualification

• Bachelor's Degree: Majors in Accounting, Finance, Mathematics would be considered a favorably; CFA and/or MBA a plus

Job Knowledge, Skills and Experience

• Strong knowledge of the US DIG industry landscape with strong CFO, Treasurer level connections

Additional Information