JOB PURPOSE:

Being a significant part of the sales team focusing on Non-Banking 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 the best Arab Bank go-to bank (i) for NBFIs regionally across all GM products and

(ii) for global NBFIs for GCC+E products.

GM Sales – NBFI’s 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 Structuapply-d 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

NBFI 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 (specifically, the Non-Banking Financial Institutions’ 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 structuapply-d deals : Novations, Structuapply-d 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 market place trends and competition;

 Uses a wide range of MI and metrics to assess the performance of his entire portfolio, helping to

formulate a plan that addresses challenges and gaps in budgets as well as targets for the year in a timely

Job Details

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