Unit Manager - SME, Islamic Banking

Job description / Role

Job Purpose
- The primary objective of this role is to consolidate all asset and liability coverage from working capital relationships (under Enterprise Credit & Express Business Finance) under one Regional umbrella. Manage a team to generate revenue through developing strong long-term relationships with top/acceptable SME relationships in Abu Dhabi / Dubai & NE for the ultimate purpose of maximizing Bank profitability in the given market segment and assigned territory.
- The job holder will direct all efforts towards achieving required performance goals and providing added value service to customers within the general guidelines of the divisions business plan.
- He will consistently work towards realizing profitable business transactions and capitalizing on new areas of business opportunity whilst setting direction and providing support to the team, within the acceptable risk limits.
- Closely work with the Business Support Teams to accomplish the Islamic Bankings long-term goals.
- To lead and manage business risks within the assigned segment / territory, ensuring, proper risk mitigation, proper structuring of Islamic based facilities, perform financial analysis, quality proposals, & timely formal account reviews, as per the bank approved parameters and policies under SME Business.

Main Tasks and Responsibilities
- Financial Dimensions (Operating Budget / Financial Targets)

Operating Budget:
- As a recommending officer, the job holder will be responsible for coordinating the operational expenditure of his assigned team.

Financial Targets:
- Will be responsible for achieving the targets agreed with the Unit Manager.

To manage profit and loss budget of the assigned Region.
- To spearhead SME Assets and Liability book within a given region.
- To be responsible for geographical coverage of RM managed relationships.
- Develop staff through on-job-training and coaching and manage their performance to ensure required results.
- Implement SME strategies and coverage plan to achieve targeted economic profit of business.
- Continuous improvement of cross sell and up sell ratio
- Work closely with various internal stakeholders so as to execute a compelling value proposition including effective customer acquisition and retention strategies

To ensure regional strategies are in place and achieve desired results (within SME and with other business groups Treasury/ TBS)
- Work with other teams to grow business franchise (introduction of new clients and business opportunities)
- Assist SME Senior Management in planning and achieving the Groups budget numbers
- To be responsible for audit and portfolio quality.
- Set sales targets for the sales force in coordination with Head of Sales and monitor their achievement to ensure that budgeted sales targets are met.
- Increase awareness on products and markets amongst the sales team to meet customer needs and exploit market opportunities.

Main Tasks (List Main regular Activities)
- Manage the team by assigning targets, monitor performance, and assist in achieving targets and overall motivation.
- Manage / grow liability and asset base as per assigned targets.
- Develop staff through on-job-training and coaching and manage their performance to ensure required results.
- Manage the book and ensure growth as per assigned targets.
- Business Planning & Analysis on new target markets / business sectors/Risk management
- Participation in the development/review of new products and changes to existing products and policies
- Enhancing process efficiency to current sales/coverage process in asset and trade products.
- Collaborate with product partners & other divisions (Treasury / Consumer Banking) to improve cross sell and enhance overall profitability of the Bank.
- Coordinate with Risk Management / Credit Division for their support on Credit and documentation process.
- Staff management training and development of staff.
- Track and present performance report to the senior management.
- Coordinate with the IAD and ensure satisfactory Audit for the region.
- Ensure up sell and growth in the segments being managed (Ultra/Premium/value/etc).

Position Metrics.
- Acquisition and Coverage management
- Deepening of relationships / Utilization/ cross sell.
- Efficiency
- Domain expertise
- Problem solving
- Accessibility.
- Integrity & Respect
- Amount of business / revenue generated as per agreed budgets for the region.

Customer / Market Responsibilities
- Customer Service & Service Level
- Track customer satisfaction and solicit feedback to identify improvement opportunities.
Adhere to customer service standards set by management.
- Visit customers on regular basis to strengthen business relationships, ascertain customer needs, and extend proper service.
- Receive customers and address their requests and complaints in a timely manner.
- Whenever needed, contact customer service groups and processing units to ensure satisfactory service standards are met.
- Take personal responsibility to provide assistance in customers complex issues.
- Ensure customer-focused approach on transactions at all times.

Market trends/ Competitor Review
- Interact with customers to obtain their feedback on ADCB image, products, & services, and identify issues that require action.
- Monitor and report competitors activities and strategies (products offered, selling strategies, coverage etc.) and relay market trends and developments to management.
- Maintain a thorough familiarity of other banks products and services to deal with arguments raised by customers and prospects in daily interactions.

Operations and Process Responsibilities
- Risk Management / Operations
- Understanding multiple product structures under Sharia standards & Sharia compliant contracts used for structuring corporate banking products.
- Embed conventional financial structuring with Sharia requirements to meet Islamic transactional rules.
- Promptly understand the business issues and financial challenges of client's organization and industry.
- Ensure that customers financial needs are properly identified & formulation of written proposals initiated to satisfy these needs with Islamic Corporate products within the general guidelines of Business Banking/Islamic Banking.
- Identify client organization's strengths and weaknesses and suggest areas of improvement.
- Asses risk and make pertinent recommendations in line with ADCBs applicable policies.

Activities / Operations
- Discuss credit packages with SME Credit authorities if needed.
- Establish and maintain a close working relationship with Credit Division/Credit Administration.
- Understand customers financial needs & initiate formulation of written proposals to fulfil these needs with Islamic Corporate products within the general guidelines of Business Banking and regulating authorities; review credit analysis and add high standard qualitative comments.

Compliance
- Adhere and comply with ADCBs internal applicable policies and procedures as well as governing regulations issued by concerned authorities.
- Cooperate and facilitate work of internal audit and risk management to address gaps, and respond to audit reports within agreed deadlines.
- Understand Sharia - Fiqh Al Muamalat.
- Monitor money laundering activities, and coordinate remedial actions with management.

Administration
- Manage and coordinate all HR and admin aspects of own team.

Capabilities Development Responsibilities
- Staff Development
- Participate occasionally in formal training activities f team members.
- Mentor and coach peers as needed and directed.
- Provide direction, extend support, and pass knowledge for less experienced staff.
- Share best practices with other peers and colleagues.
- Self Development
- Prepare a self-development plan, agree it with the segment head, and work progressively towards achieving it.
- Attend training sessions as planned by management.
- Seek best practices from other peers and colleagues.
- Keeping team morale and motivation at high levels at all times.
- Identify the teams training needs and recommend appropriate actions in order to improve areas of shortfalls.

Miscellaneous
- Maintain the stature of the Bank in the community
- Support other teams in the area and head office as needed

Requirements

- Bachelors Degree in a relevant subject (business, accounting & finance)
- Masters degree in relevant subjects or Diploma in Banking preferred.
- Minimum 10 years experience of SME / Mid-Corporate Banking (preferably last assignment in Islamic banking in the United Arab Emirates).

Specialist Skills/Training required for the Job
- Successful track record in Asset management
- Strong management / leadership capabilities
- Appropriate risk awareness and sound credit understanding
- Team player inspires and encourages excellent performance in others to achieve common goals
- Sound analytical, negotiation, decision-making, influencing and problem-solving skills
- Excellent research /investigative & interpersonal skills
- Sound knowledge of the regional/local/SME market
- People management experience including sizable teams
- Other Skills / Attributes
- Islamic Product / Structure knowledge (preferred)
- Coaching skills
- meeting facilitation skills
- Portfolio management skills
- Strong communication skills
- Client focused
- Action/ results oriented
- People assessment skills

About the Company

ADCB is a full-service commercial bank offering a wide range of products and services such as retail banking, wealth management, private banking, corporate banking, commercial banking, cash management, investment banking, corporate finance, foreign exchange, interest rate and currency derivatives, Islamic products, project finance, and property management services.