Executive Director, Private Banking KCG

Overview

Job Context:
Successful Private Bankers should be able to demonstrate their “Hunting” and “Farming” capabilities to ultimately deliver AUMs and revenue streams based around the sophisticated/tailored trilogy of private banking platform. Measured by private banking industry criteria:

• AUMs [On-balance Sheet + Off-balance sheet]
• Revenues

By way of:

• Number of new relationships opened [Fresh Funds to the FAB Group]
• Number of new relationships transferred from within the FAB Group
• Number of existing relationships managed with the primary goal of increasing wallet share

Via the private banking disciplines:

• i.e. the trilogy of Private Banking [Banking, Fiduciary [Wealth Protection such as Trusts, Foundations Offshore Cos etc.], Portfolio Management [Execution only, Advisory & Discretionary]] including examples such as derivatives [e.g. DCDs, esoteric funds [aircraft operating leases, mezzanine debt, etc]]

Using the competitive advantage of FAB’s Unique Selling Point:

• Offshore Platform
• Onshore Platform

Optimum level of relationships managed after a period of 4 years [circa 75 – 80]

Framework, Boundaries, & Decision-Making Authority:

• To maintain & develop a 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.
• 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.
• Opportunity spotting externally & from within the Group.
• The individual will always promote the 3 main businesses of Private Banking, marketing & business development to clients for both Offshore [Switzerland] & 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]
• Identifies target markets, develops new business, increases wallet share of existing clients, & implements the annual marketing plan
• Initiates pro-actively, solutions, sales & market initiatives
• Participates with others in Product development & marketing
• Solicits business primarily, but NOT limited to the disciplines of the trilogy of Private Banking [Banking, Fiduciary [Wealth Protection such as Trusts, Foundations Offshore Cos etc], Portfolio Management [Execution only, Advisory & Discretionary] but also includes examples such as derivatives [e.g. DCDs, esoteric funds [aircraft operating leases, mezzanine debt, etc]]
• Maintains a designated list of clients’ portfolios
• Develops new investment relationships, attracts new key clients to FAB. Furthermore, develops the private client side of FAB’s key strategic clients’ segment [e.g. Directors of Multinational as well as UAE / GCC / Sub-Continent diasporas-based Cos]
• Provides advice & ultra-high level of 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, AML and including KYC to international standards which is unique to GPB; as still not introduced in the rest of NBAD
• 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
• Participates in product development / marketing if & when required [Some SPBs have been deeply & actively involved with colleagues in PBU regards items such as Hold Mail & Bills Discounting]
• Maintains MIS portion relating to the individual
• Cross sells / promotes all Investment Banking, FABS, GAM, ADNIF, etc....
• Promotes PB’s Open Architecture solutions on a case-by-case basis to serve the clients’ best needs & requirements
• Manage the respective PB UAE office [End to End] for administrative purposes in the absence of the respective business heads on a rotational basis as & when required.
• Manages on a partial basis (time needs) basis RMs support staff in respective PBU office /liaising with Middle office, Back offices, RMD, ACD etc
• All other tasks as reasonably & unreasonably requested