MD & Area Head - Private Banking Coverage - AD & Al Ain (Emiratised)

• Full-time
• Sub Division: Private Banking & KCG

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:

• To establish, implement and execute a business strategy for the respective client segment (HNWI) and market area.
• Substituting for the Managing Director & Head of Private Banking - KCG in her absence for all office administrative, approval, and related matters.
• To ensure that the business is compliant with the current rules and regulations of the bank as defined by the Policies and Procedures, compliance directives, and legal framework.
• To work closely with senior management in the identification and development of business strategy for PB, aligned with the overall bank strategy and road map, with the ultimate goal to increase FAB's access into the target segment.
• To work closely with other divisions of the bank in order to promote holistic banking services and one point of contact to the target segment.
• To ensure heightened visibility of the Bank and PB by involving and participating in identified events, alongside CCD and CSR as relevant.
• To grow PBU's AuM & revenue base by acquiring new clients, either directly or along with the respective RMs.
• 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 centres, which is highly competitive and appealing to the regional and international customer base.
• To identify, initiate, and develop products and services together with FAB Global Assets Management (GAM) as well as with other in-house resources Global Financial Markets (GFM) or through external 3rd party providers.
• To come up with pro-active product and/or investment ideas based on market opportunities.
• To ensure accurate business budgets are maintained for, and reported to the head of operations.
• 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.
• Extend the capabilities of the Learning and Development division to the target segment as well as their families and promote 'cradle to grave' banking.

Team Leader Tasks:

• Lead, develop, motivate, and retain a team of RMs, ensuring the delivery of overall team revenue, market coverage, quality service, and operational risk objectives.
• Focus on the team synergy and join the RMs in their client meetings.
• Work with Business Heads in Private Banking and colleagues to develop and grow the business by identifying product and market development opportunities and helping to realize them.
• Plan, develop, and initiate corrective courses of action for teams below benchmark.
• Provide input into product development based on analysis and client feedback on product and investment requirements from the RMs.
• Ongoing review on the performance of the RMs and focus on the individual strength and style of each RM to enable them to extract business from their prospects.
• Ongoing performance management of the team based on FAB competencies.
• Identify development needs of team members and work with L&D to address the same.
• Identify and screen available candidates and talent in the market; provide feedback to HR and senior management on new hires as well as identify and fill missing competencies in the team.
• Opportunity spotting externally & from within the Group.
• Identifies target markets, develops new business, increases wallet share of existing clients, & implements the annual marketing plan.
• Participates in bank-wide product development/marketing if & when required.
• Ensuring adherence at all times to bank policies, compliance requirements, legal standards, policies and procedures as set down by the bank from time to time.
• 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.
• To maintain & develop a key 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.
• To provide clients with an above optimum level of service & full investment solutions.
• To achieve superior sales revenues/AUMs above a predetermined target & increase FAB's market share.
• The individual will always promote the 3 main businesses of Private Banking, marketing & business development to clients for both Offshore (Switzerland etc) & Onshore (UAE).
• 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.
• Develop & maintain strong relationships with decision makers in key positions & turns relationships into sources of referral (inwards/outwards).
• Participates with others in Product development & marketing.
• Solicits business primarily, but NOT limited to the disciplines of the trilogy of Private Banking but also includes examples such as derivatives and alternative funds.
• Develops new investment relationships, attracts new key clients to FAB. Furthermore, develops the private client side of FAB's key strategic clients' segment.
• Provides advice & solutions & service 24/7 – 365 days of the year regardless of being in the office, on vacation and/or on 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, and including KYC to international standards which is unique to PB; as still not introduced in the rest of FAB.
• 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.
• Maintains MIS portion relating to the individual.
• Cross sells/promotes all bank-wide capabilities including but not limited to Investment Banking, Global Financial Markets, FABS, GAM, ADNIF, etc.

Experience:

• Track record of excellent academic performance from a reputable university. Preferable in business, economics, marketing and/or an MBA or accountancy/finance background.
• At least 10 years' experience as an "industry hand" in private banking coupled with experience in other banking environments, investment companies.
• Experience in leadership.
• Excellent written & spoken English as well as Arabic, French, Hindi and/or Urdu as the case may be relating to client geography.