Director, Middle East & Africa Banks

The Director, Middle East & Africa Banks, will be responsible for providing industry expertise and managing the FIG client portfolio across the region. This role is crucial for maintaining strategic client relationships, originating transactions, and driving business growth. The successful candidate will act as a thought leader, translating market trends into business opportunities, and ensuring the bank's brand and FIG business are well-represented.

Responsibilities

Business Origination and Execution:

• Originate transactions with FIG clients across FAB products (Primarily GTx, Global Markets and Global Corporate Finance).

• Deliver FIG market knowledge to clients, acting as a thought leader for FIG externally and internally.

• Translate external market trends into business opportunities, identifying client needs and solutions.

• Identify and develop cross-selling opportunities and increase the cross-sell ratio with key clients.

Client and Market Analysis:

• Maintain insight into market developments in all relevant sub-sectors and geographies.

• Develop an external market presence (through attendance at relevant external events, media interviews etc) to promote FAB FIG particularly across MEA & Turkiye, in the assigned geographies and in other relevant forums.

• Participate in the financial analysis of clients and their markets to identify opportunities and risks.

Strategic Direction:

• Maintain close interaction with Product teams, and other stakeholders, to maximize business opportunities with clients, while fostering strategies to drive idea generation.

• Ensure the assigned portfolio is managed to enhance the returns and profitability of the portfolio.

• Act as a senior ambassador for the FAB brand and the FIG business.

People Management:

• Manage the achievement of assigned objectives through effective team leadership, including, the setting of individual objectives, regular performance management, developing and motivating staff, if applicable.

• Attract, train, mentor staff, upskilling and upgrading talent where necessary.

• Ensure completion of HR process for people-related activities, leave planning and learning and development in according to HR policy and guideline

Budgeting and Financial Planning:

• Manage the revenue responsibility of the assigned team, achieving targets within defined budget levels.

Client Relationship Management:

• Examine and resolve credit, market, and operational risk aspects of transactions in collaboration with Product and other stakeholders.

• Maintain the credit quality of client relationships within the assigned portfolio at an acceptable level set by the Bank’s management and Credit Risk policies.

• Ensure Key Account Plans are prepared and maintained for all key clients.

• Ensure credit reviews are submitted on time and agreed conditions are met.

• Maintain a satisfactory audit outcome for the portfolio / team activities.

• Maintain/build relationships and hold strategic dialogue with clients in the designated portfolio.

• Originate new business opportunities with target clients across different Products.

• Pitch, review, negotiate and conclude deals.

• Be the effective first line of defense of any regulatory and compliance risk in the designated portfolio.

• Achieve individual quantitative and qualitative targets where applicable.

• Identify & develop cross selling opportunities and increase the cross-sell ratio.

• Ensure all clients’ files /documents are well maintained and up to date.

• Maintain, monitor portfolio for any deterioration in status from a financial and/or regulatory perspective and update relevant stakeholders & provide recommendation as and when needed.

Day-to-Day Activities:

• Ensure that internal processes for existing portfolio and NTBs are in line with the Bank’s policies and procedures.

• Work closely with Credit Risk to maintain acceptable Credit quality of the portfolio.

• Adhere to process KPIs, ORM, BCP, Internal Audit requirements, KYC and other internal and external requirements.

• Complete call reports, update pipeline, proactively follow up on any operational items, and any other activities to ensure delivery of KPIs and business continuity.

Policies, Systems, Processes, and Procedures:

• Follow all relevant policies, processes, standard operating procedures, and instructions so that work is carried out in a controlled and consistent manner.

MIS and Reports:

• Review and analyze financial statements, MIS and reports to keep track of performance against budgets.

• Provide input to the preparation of timely and accurate reports to meet own team’s and/or the wider FIG team’s requirements, policies, and standards.

Qualifications

5+ years of experience in FIG and/or corporate and investment banking, with a focus on client coverage.

Relevant FIG experience in the Middle East, Africa, and Turkiye markets.

Bachelor's degree in finance or a related field; Master's degree in business administration is preferred.

In-depth knowledge of the banking sector, FAB's products, and business strategies.

Understanding of FIG sector dynamics, financing needs, and client buying behaviors.

Ability to engage in strategic dialogue with C-Suite executives.

Proactive approach to business origination and idea generation.

Strong analytical and research skills, with proficiency in banking software systems.

Data analysis and financial modeling expertise, along with credit analysis skills.

Excellent leadership and people management abilities.

Arabic Speaker Preferred