First Abu Dhabi Bank (FAB)

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Director, Private Banking - CIS

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Job Purpose:

  • The Private Banker focus is to develop business across diverse markets / regions within all areas of private clients, family offices of UHNWI & HNWI, especially with different offshore and onshore locations ranging across numerous booking centers, which is highly competitive and appealing to the regional and international customer base of CIS segment.

  • To achieve superior sales revenues / AUMs above a predetermined target & increase FAB’s market share in CIS segment.

  • To provide clients with an above optimum level of service & full investment solutions

  • Identify/segment target markets, develop business to widen portfolios & implement the strategic /marketing plan for Private Banking.

  • Building [own] & Managing a portfolio of UHNWI & HNWI & provide maximum personalised services

  • Maintain /expand current/future client base, acquire net new-business via referrals, contacts & marketing

  • Proactively enhance PB’s offerings [Group and/or Open Architecture] by initiating & supporting internal processes & workflows

Job Context:

Successful Private Bankers should be able to demonstrate their “Hunting” and “Farming” capabilities to ultimately deliver AUMs and revenue streams based around the sophisticated/tailored trilogy of private banking platform for CIS Clientele.

Measured by private banking industry criteria:

  • AUMs [On-balance Sheet + Off-balance sheet]

  • Revenues

By way of:

  • Number of new relationships opened [Fresh Funds to the FAB Group]

  • Number of new relationships transferred from within the FAB Group

  • Number of existing relationships managed with the primary goal of increasing wallet share

Via the private banking disciplines:

  • i.e. the trilogy of Private Banking [Banking, Fiduciary [Wealth Protection such as Trusts, Foundations Offshore Cos etc], Portfolio Management [Execution only, Advisory & Discretionary] but also includes examples such as derivatives [e.g. DCDs, esoteric funds [aircraft operating leases, mezzanine debt, etc]

Using the competitive advantage of FAB’s Unique Selling Point

  • Offshore Platform

  • Onshore Platform

TASKS

  • To maintain & develop a client base of HNWI & UHNWI providing excellent service in order to develop net new business to the group + obtain/maintain business via referrals & recommendations within the Group.

  • Manage specific projects End to End / 360 Degrees including the managing / liaising of other group colleagues.

  • Develops new business through own sources, existing professional connections, and introductions via the bank with strong inter-personal skills and experience at both generating new business and managing high profile client relationships.

  • Opportunity spotting externally & from within the Group.

  • Coordinates & promotes prospects & business with other RMs as well as other Group coordinates Globally.

  • Promotes the cross selling between Group branches/offices in the Gulf & elsewhere Globally for CIS segment.

  • Develop & maintain strong relationships with decision makers in key positions & turns relationships into sources of referral [inwards / outwards]

  • Initiates pro-actively; solutions, sales & market initiatives

  • Participates with others in Product development & marketing

  • Solicits business primarily, but NOT limited to the disciplines of the trilogy of Private Banking [Banking, Fiduciary [Wealth Protection such as Trusts, Foundations Offshore Cos etc], Portfolio Management [Execution only, Advisory & Discretionary] but also includes examples such as derivatives [e.g. DCDs, esoteric funds [aircraft operating leases, mezzanine debt, etc]

  • Develops new investment relationships, attracts new CIS clients to FAB. Furthermore, develops the private client side of FAB’s key strategic clients’ segment [e.g. Directors of Multinational as well as UAE / GCC / Sub-Continent diasporas-based Cos]

  • Provides advice & ultra-high level of solutions & service 24/7 – 365 days of the year regardless of being in the office, on vacation and / or an international business trip.

  • Assesses prospects with the aim of converting to clients by a full vetting / due diligence process addressing issues connect with PEPs. OFAC, AML and including KYC to international standards which is unique to GPB; as still not introduced in the rest of NBAD

  • Assesses financial needs, risk tolerances/appetite, & develops optimal investment solutions

  • Ensure, clients’ relationships are monitored & maintained [Completes & updates all reports which includes e.g. KYC, regular Call Reports, Leverage/Lending related issues, interest charges paid on time, maturities, etc].

  • Ensures that clients’ portfolios are regularly screened for proper diversification; unless client specifically requests this not to be the case

  • All other tasks as reasonably & unreasonably requested

Job Knowledge, Skills and Experience

Job Knowledge

  • A detailed knowledge of FAB policies, procedures and processes including anti-money laundering requirements, OFAC, and ‘know your customer’ requirements in relation to the International Private Banking market.

  • An in depth knowledge base of the trilogy of Private Banking disciplines i.e. Banking, Investment/Portfolio Management & Fiduciary [Wealth protection via offshore trusts, companies & foundations].

  • Have a solid understanding of varied offshore jurisdictions. [eg Switzerland, UK, US, Jersey, Cayman Islands, BVI & free zones domiciled in the UAE / GCC].

  • An in depth knowledge of all retail, corporate, treasury based investment banking products [vanilla & derivatives] both within Private Banking and across other banking divisions

  • Ability to closely follow the financial markets and use the broad knowledge of various investment vehicles to provide holistic advice to clients.

  • An extensive knowledge of the local & offshore market place and opportunities to grow profitable business from a base in Geneva

  • An excellent knowledge and understanding of best practice relationship management, business development and marketing techniques in international private banking.

  • Have A substantial knowledge of Corporate Banking which is an offshoot/ancillary discipline within the Private Banking portfolio.

Professional & Technical Skills

  • Excellent written & spoken English as well as Arabic, French, Hindi and/or Urdu as the case may be relating to client geography.

  • The ability to work independently, develop professional long-term relationship and establish an extensive network of potential and actual individual and corporate high net worth clients.

  • Ability to build excellent relationships with a HNW client base by providing excellent service in order to obtain business referrals

  • Converts prospects into clients.

  • Opportunity spotting – have the skills to identify, explore & transact new market segments & develop the business to widen the private bank’s portfolio of offering [e.g. Dual Currency Deposits].

  • Ability to identify new market segments and develop that business to widen the Bank’s portfolio offering and increase profitable revenues

  • The ability to ensure that client portfolios have required diversification in investments to meet each client’s present and future needs

  • An ability to work with integrity when assessing each client’s financial needs to ensure the correct investment solution is being recommended

  • Ability to think & mastermind “Out of Box” bespoke solutions for clients who require esoteric tailor made solutions.

  • Ability to manage prospects due-diligence in tandem with ability to ensure clients’ portfolios are screened for required compliance as well as performance by diversification of investments to meet clients’ needs present & future.

  • Ability to react quickly & professionally to all clients requests on a 24/7 cum 365 days (including weekends) basis regardless of being present in office, on vacation and / or on an international business trip.

Personal Skills and Behaviours

  • Excellent communication skills (written & oral) with all clients and work colleagues.

  • Languages written & spoken English [mandatory], Arabic, French, Hindi, Urdu etc [desirable] on a geographical needs basis.

  • The skill to deal with all types of people & give 1st impressions to prospects/clients

  • Capable of handling strong willed/minded articulate wealthy, financial astute individuals as well as those who are very poor in financial acumen. This is in tandem with being able to successfully handle a range of client behaviours.

  • Attend networking events to attract new clients, develop current base and maintain close contact with the existing clients to keep them informed about market developments.

  • Strong commercial and financial capability & ability to articulate well.

  • An ability to persuasively influence & negotiate with others

  • A positive optimistic “can do, will help + always Going the Extra Mile” attitude with clients & colleagues

  • Ability to prioritise, delegate and organise personal time effectively to meet a wide range of time critical tasks

Experience

  • Track record of excellent academic performance from a reputable university. Preferable in business, economics, marketing and / or a MBA or accountancy/finance background

  • Strong relationship management & new /ongoing business development skills

  • At least 5 year's experience as an “industry hand” in private banking coupled with experience in other banking environment, investment companies.

  • Experienced problem solver in tandem with decision making

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