Manager, Wholesale Banking Solutions - UAE National

Commercial Bank of Dubai (CBD)

Dubai, UAE

Ref: HP905-358

Job description / Role

Employment: Full Time

Job Purpose
• To manage and drive high quality, repeat revenue streams from 'all product' Treasury coverage of Wholesale Banking clients

Principal Accountabilities

Client Relationships
• FX and derivative coverage of key Wholesale Banking clients to deliver profitable, cross asset global markets solutions products.
• Ensure that future revenue contributions are protected through best practice professional contact, delivery of technical expertise required and a focus on building high quality relationships.
• Profile key decision makers and their buying criteria within the allocated client portfolio.
• Proactively deliver input into cross product client planning and determine annual client revenue potential, with all hurdles to business clearly addressed.

• Contribute to implementing and driving the Wholesale Banking Treasury business roadmap, consistent with the broader Global Markets Solutions strategy determined by the Head of Global Markets Solutions.
• Demonstrate a clear and consistent communication style in dealing with all clients to build brand recognition of CBD's Treasury capabilities.
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.

Sales Material
• Work with Structuring to produce customer focused, solution driven presentations to clients, responding in a timely manner to reverse enquiries and supported by new product ideas.
• Contribute to the iterative process generated by these presentations such that a win/win solution is ultimately delivered to the client for execution

• Work closely with Structuring & Trading to deliver competitive client pricing and ensure that the complexities of products offered to clients are clearly understood.
• Collaborate with other WBS team members to drive annuity Flow business.
• Monitor all derivative transactions executed for restructuring opportunities.

• Deliver sustainable profitability over the medium to long term from both FX flow & cross asset derivative business.
• Meet budgets set and ensure that future revenue contributions are protected through best practice professional coverage, mobilization of internal technical expertise as required (Structuring) and a focus on building "trust based" long-term relationships.
• Maintain an emphasis on quality and repeat revenue streams with all risks minimized.

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

Risk & Compliance
• Complete Suitability Questionnaires for all relevant clients within the portfolio.
• Minimise documentation risk, working closely with the Structuring Desk for all Term Sheets required to apply best practice for relevant business.
• Ensure Term Sheets contain full disclosure of transactional risks and scenario analysis.
• Own the commercial negotiation of all ISDA documents.

Stakeholder Management
• Build strong relationships with internal stakeholders including Relationship Management, Legal, Compliance, Risk Management, Operations and Credit.
• Contribute to the internal education and training of non-specialists with a stake in the success of the business.

• Ensure that credit limits are sufficient to support revenue budgets by client and product 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 responding to any specific enquiries.
• Display a professional, knowledgeable and service driven approach at all times, delivering to deadlines set and contributing to brand development



Education and Experience
• Degree - MBA/CFA preferred
• 3-5 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.

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