Executive Director, Energy & Natural Resources (Relationship Manager)

Join the UAE’s largest bank and one of the world’s largest and safest financial institutions. Our focus is to create value for our employees, customers, shareholders and communities to grow through differentiation, agility and innovation. We are looking for top talent and your success is our success. Accelerate your growth as you help us reach our goals and advance your career. Be ready to make your mark a top company, in an exciting & dynamic industry

Build and manage relationships with commodity traders based in the UAE and the GCC region and contribute to the development and maintenance of international client relationships in cooperation with other relationship managers. Propose suitable solutions, products and services through close collaboration with coverage, product teams, and internal stakeholders.

Originate and manage business and transactional flows, manage relevant accounts booked in head office, ensure adequate Risk Management practices are fulfilled.

Management of customer relationships:

• Manage client book under responsibility, meeting top notch service standards. Maintain ongoing communication and organize negotiation sessions with customers as necessary.
• Develop thorough understanding of internal client organization, establishing contact, rapport and credibility with key decision makers.
• Work with Sector and Segment heads in view of originating new customers relationships in the commodities trading segment, per Bank’s appetite criteria and with a focus on the UAE and GCC regions.
• Act as liaison point for international clients that are managed elsewhere in the network: 
  • Where relevant, be the NRM for such clients in the UAE, answering to local needs (facilities, accounts, client meetings, business development).
  • Where NRM relationships are not needed, provide local support to the GRM for client management (meetings, conflict resolution) and booking purposes, in coordination with the Global Subsidiaries team if/as required.
• Identify and act cross-sell opportunities with product partners.
• Establish client strategies in coordination with internal stakeholders (Sector Head, Segment Head, GRM/NRM, Product partners), and monitor / follow up implementation of such.
• Coordinate and resolve conflicts as they arise.

Business flow / transaction management:

• Originate facilities, deals and provide services for clients under management.
• Coordinate with Credit for the purpose of drafting and negotiating credit applications for annual reviews, transaction rollovers, new transactions and new credit facilities. Collect information and documents from the clients and conduct initial analysis, performing credit assessment of financial statements.  
• Prepare credit memoranda and other information relevant for the credit application package of new credit applications, annual reviews and ad-hoc applications.
• Manage the credit application process with internal Credit stakeholders, ensuring proper Business support is obtained (Sector Head, Segment Head, Product Partners, CAC) and timely delivery. 
• Transactional management for deals under responsibility:
  • Collection of relevant documentation from clients.
  • Review of facility and loan documentation alongside product partners and other stakeholders, obtaining internal approvals (product partners, credit, legal, compliance, etc) as necessary.
  • Ensure timely delivery to clients.
  • Ensure internal setup adequacy of facilities with the relevant with support functions (risk, CAD, etc).
  • Ensure adequacy with credit-approved terms.
• Provide necessary approvals within local delegations as needed (pricing deviations, exception requests, etc).
• Assist international RMs for transactions booked in the UAE if/as needed.
• Supervise operational aspects of the transactions as necessary in coordination with product partners and support teams, resolving conflicts as required.

Risk Management:

• Act as first line of defense for the Bank.
• Oversee client acceptance and on-boarding, due diligence, submitting and reviewing documentation requirements, conduct annual KYC reviews.
• Conduct client due diligence and reviews per process. Ownership of client KYCs.
• Monitor and maintain the credit quality of the portfolio under management.
• Maintain customer knowledge and documentation up to standards, including call reports.

Internal Collaboration and Coordination:

• Identify, mobilize, and deliver the right people, solutions, resources, and ideas to the clients from across the Bank.

Minimum Experience

• Minimum 8 years of customer-facing experience within a coverage department of a commodities-oriented bank, preferably dealing with large commodity trading houses.
• Minimum 6 years of experience in credit reviews and client appraisals.

Minimum Qualification

• Solid knowledge of the commodities trading industry landscape.
• Strong knowledge of corporate banking product, particularly trade finance, commodity finance and structured finance (prepayments, pre-financing facilities), and experience in negotiating terms and conditions with customers.
• Experience in drafting, negotiating and reviewing term sheets and facility agreements.
• Exposure to legal and regulatory matters related to the commodities industry (UCP, etc).
• Strong knowledge of interpretation and appraisal of financial statements.

JOB KNOWLEDGE, SKILLS AND EXPERIENCE 

• Team player, collaborative attitude.
• Strong experience in negotiating with customers and internal stakeholders. Excellent communication skills.
• Ability to work both independently and collaboratively, adaptable to change.
• Excellent time and resource management capacities, meeting deadlines as needed.
• Excellent interpersonal, written and verbal communication skills.
• Ability to keep a “360 view” of clients without losing sight of important details.
• Not shy of adopting a “can do” attitude in the face of problems.
• Ability to work efficiently in complex cross-border international environments.
• Excellent English spoken and writing skills. Arabic or other languages a plus.