Manager, Wholesale Banking Solutions - Dubai, United Arab Emirates - Commercial Bank of Dubai

Commercial Bank of Dubai

Verified Company

Dubai, United Arab Emirates

3 weeks ago

Posted by:

Ahmed Al-Mansouri

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Description

DESCRIPTION:

Job Purpose:

To drive high quality repeat FX business and revenue streams from Treasury coverage of Wholesale Banking clients

Principal Accountabilities:

Client Relationships. Manage FX business from an allocated portfolio of Institutional and Corporate client relationships. Ensure that future revenue contributions are protected through best practice professional coverage, delivery of technical expertise required and a focus on building high quality "trust based" interactions. Collaborate with Senior Manager, Wholesale Banking Solutions to profile key decision makers and leverage FX flow business activity into cross asset derivatives opportunities. Pro-actively deliver input into client planning and determine annual client revenue potential, with all hurdles to business clearly addressed.

Sales Process. Attend client calls, produce call reports and revisit opportunities identified to maximise the conversion of business potential. Liaise with Wholesale Banking Coverage Team Leaders & RMs to manage the internal progress of deal opportunities. Produce accurate input into the pipeline management process, with realistic and timely assessment of all relevant updates for incorporation in a regular review of all client sales activity. Share the output with Wholesale Banking to enlist support for credit lines required and identify other opportunities linked to the new asset pipeline that haven't been captured. Address deposit and operational funding opportunities with clients and work with the ALM Desk to secure new/incremental balances and contribute to the reduction of concentration risks.

Automation & Digitalization. Participate in projects designed to a) replace manual processes with automated solutions and b) new digital product offerings that underpin controlled growth of FX activity, both deal number and volume related. Share in responsibility for the success of all business outcomes.

Teamwork. Collaborate with Trading to deliver competitive client pricing and ensure that all dialogue during transaction closing, both internal and external, is clearly understood. Work with Senior Manager, Wholesale Banking Solutions to establish partnerships in engaging with and meeting clients, ensuring maximum time devoted to closing transactions.

Revenue. Deliver sustainable profitability over the medium to long term from FX business. Minimise concentration risk by Coverage region, client and currency pair. Meet budgets set and ensure that future revenue contributions are protected through best practice professional coverage. Drive the process to project future cross product revenues for incorporation in a regular review of all client sales activity. Maintain an emphasis on quality and repeat revenue streams with all risks minimised.

Marketing. Propose internal and external agendas for marketing Treasury capabilities, built around innovation to differentiate the WBG customer experience. Develop incentive plans where appropriate to drive business volumes, both direct with clients and through enhanced origination by Relationship Managers.

Internal Relationships. Work with relevant CBD businesses (particularly Coverage teams, Operations, Compliance, Credit and other Product colleagues) to drive new initiatives to strengthen business volumes. Participate in new business/pipeline forums and ensure that client activity data from other product sales within CBD is used to maximise FX business. Lead the internal education and training of non-specialists with a stake in the success of the business.

Client Analysis. Profile all key clients, identify decision makers, their buying criteria, pricing sensitivity and product appetite across the business.

Risk & Compliance. Draft Treasury Applications for Credit and provide inputs into Suitability Questionnaires, owned by Senior Manager, Wholesale Banking Solutions, for all relevant clients. Stay abreast of and ensure adherence to all Compliance related directives concerning FX business and ensure any clients of concern are flagged and managed through policy determined channels.

Credit. Ensure that FX credit limits are sufficient to support revenue budgets by client and that the Relationship Management function is appropriately appraised of all aspects surrounding the need for limits.

Market Knowledge. Stay abreast of developments across all financial markets as the basis for pro-actively updating clients and Coverage colleagues, responding to any specific enquiries as required. Display a professional, knowledgeable and service driven approach at all times, delivering to deadlines set and contributing to brand development