Posted
Ref: HP905-795
Job description / Role
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
Requirements
Requirements
Education and Experience
MBA/CFA preferred
5 years' experience in a Treasury & Finance field with at least 3 years in an active Dealing Room of a Bank
Strong Treasury product knowledge across all asset classes
Knowledge of banking operations, credit and risk management.
Good knowledge and experience in an emerging market economy would be a definite advantage.
About the Company
In 1969, when we at Commercial Bank of Dubai started out little did we know that sheer grit and determination would get us where we are today. An Emiri Decree issued by His Highness the Late Sheikh Rashid Bin Saeed Al Maktoum, the founder of modern Dubai, laid the cornerstone of Commercial Bank of Dubai. We started out as a joint venture of Commerzbank, Chase Manhattan Bank and Commercial Bank of Kuwait. A minority stake was held by a few UAE businessmen.
By 1982, little more than a decade later, we evolved into a National Public Shareholding company. A feat complimented by an exponential increase in the capital base and mammoth restructuring of our operations. The feather in the cap came when the Government of Dubai became a key shareholder.
Over the decades, we have transformed ourselves into a progressive and modern banking institution. We are supported by a sturdy financial base and reigned by a strong and stable management. The proof of which lies with our customers who have stood by us over the years.