Director - Private Bank

Emirates Islamic

Job Description

Organisation Unit Purpose:

The Front Office (Relationship Management) is the key sales unit for the Private Bank. Front Office staff are the main point of contact for all clients and generate the income for the Private Bank. Presently, it consists of 8 markets (each managed by 1 Market Leader), Dubai & Northern Emirates being one of the largest markets. The markets in turn are sub-organized in teams (each managed by 1 Team Leader). Each team consists of 2-6 Relationship Managers and 1-3 Assistant Bankers.

Job Purpose:

The Director is an important pillar within the Front Office of the Private Bank. The position has mainly Revenue generating responsibilities. The Director typically manages a portfolio of AED 500-1,000 million generating AED 4 to 12 million Revenue

• Managing an own book to generate Net New Money & Revenues for the Private Bank
• Identify new prospects and develop them to become clients
  
  

Job Content:

• Contribute to the growth of the Private Bank
• NNM (own book): AED 400 m p.a.
• Revenue (own book): Depending on the size of the total book this can vary between AED 5 m and 10 m
  
  

Financial

• Net New Money
• Revenue
  
  

Tasks:

• Maintain and grow own existing client relationships
• Identify potential prospects and develop them to become clients of the bank
• Increase the share of Invested Assets
• Target of 20% share of invested assets in 2012 (Investments as percentage of Assets under Management), and up to 30% and 40% in 2013 and 2014 respectively
  
  

Financial

• Share of Invested Assets
  
  

Tasks:

• Liaise with the Private Banking Investments Team to deliver effective banking solutions tailored to the clients requirements
• Constantly explore Investment opportunities with the client according to his / her Risk appetite
• Regularly conduct quarterly account reviews in liaison with the allocated Investment Advisor (for accounts above a certain balance threshold) and extend Investment Proposals as result of the review
• Increase the clients share of wallet and contribute to the diversification of the Private Bank
• Cross-refer clients to other business units of the Bank (Corporate Banking, Trade Finance, Treasury and others), total number of referrals as per individual KPI scorecard
• Place and/or originate Direct Investment Deals, total number of deals and volume as per individual KPI scorecard
  
  

Qualitative

• Number of referrals made to other units of the Bank
• Number of Direct Investment Deals placed
  
  

Tasks:

• Work closely with key client relationships and other units within the Bank on the origination of direct investment opportunities
• Establish and develop strong partnerships throughout the entire Private Bank and other ENBD business lines, including close collaboration with the Corporate Banking, Retail Banking, Investment Banking and Asset Management
• Increase team work and develop team members
• Better team spirit
• Structured individual training and development plans for each team member
  
  

Qualitative

• Number of clients and prospects known and supported by Senior team members
  
  

Tasks:

Actively introduce clients and prospects to Senior team members and seek guidance and support in terms of relationship management and products to develop them

Internal / External Relationships and Committee Memberships:

Internal: Relationships with all parts of the Private Bank throughout the lifecycle of a customer

Internal: Relationships with Corporate Banking, Trade Finance, Asset Management & Treasury to deliver additional products to the clients

External: Key point of contact with Private Banking clients and their associates

Problems & Decisions/ Desired Outcome:

Operational issues Account opening & maintenance and transactions / Quick resolution of the issue to satisfy client requirements while observing all relevant regulatory and legal guidelines


Person Specifications:

• Education: MBA in Finance or Bachelors degree / CFA or equivalent financial services qualifications
• Experiences (Years & Type): Min. 4 years of relevant experience in Financial Services / Min. 1 years of experience in Middle Eastern markets
• Knowledge & Skills: -Strong knowledge about the majority of all assets & liabilities products as well as capital markets, portfolio management and investment products / Full understanding of Compliance, Due Diligence and Anti-Money Laundering Acts as well as standard banking procedures / General understanding of legal structures (Offshore, Trusts)
• Behavioral Competencies: Foster and promote entrepreneurial spirit and curiosity amongst team members and culture / Lead by example by possessing the ability to not only inspire junior team members but also develop an own book of clients successfully