Company: First Abu Dhabi Bank (FAB)
Location: Riyadh Saudi Arabia
Employment Type: Full-time
Posted: 20 hours ago
Description:
Job Purpose:
Grow the revenue of the Securities Services business by executing the business development strategy, with a primary focus on KSA based asset managers, family offices and wealth managers.
Own the P&L of assigned existing Securities Services clients. Maintain strong relationships with key client decision of assigned clients to ensure retention of business and proactively understand the client business to successfully position Securities Services up-sell opportunities.
Maintain strong technical knowledge of Securities Services products and the client business to facilitate client solutions through the delivery of appropriate Securities Services solutions.
Key Accountabilities:
Generic Accountability:
• The individual will have strong Securities Services sales experience and will be responsible for acquiring new clients through the provision of appropriate Securities Services products and solutions.
• The job holder will undertake full responsibility of the P&L for assigned SS clients.
• The focus of the role is sales and marketing of Securities Services products to institutional investors based in KSA. The job holder would benefit from a strong local network of institutional clients and local institutional investment market knowledge.
Specific Accountability:
Sales Execution
• Grow FAB Securities Services KSA revenue by successfully executing against sales calling plan.
• Manage the full sales process for assigned names including price negotiating, contract negotiation, RFI / RFPs, clients Due Diligence visits.
• Execute sales strategy aligned to the strategic business plan and Coverage Model of the bank.
• Manage and develop excellent relationships with FAB CIB Coverage units to agree collective client calling plans with the objective of maximizing penetration of Securities Services revenue from the bank’s existing clients.
• Manage cross-functional sales deal team including Product, Account Management and Operations to ensure effective delivery of new sales.
• Document sales progress systematically using the pipeline and appropriate KPI’s
Client Management:
• Manage the P&L of existing assigned clients to grow the business and ensure client retention.
• Maintain senior level engagement with key clients to grow financial relationship.
• Identify client Securities Services requirements and market existing FAB capabilities to effectively meet these needs.
• Maintain excellent relationships with key institutional clients and feedback any new client requirements to the Securities Services Product team with the objective of creating new revenue streams.
• Develop strong local market knowledge of the post-trade environment in KSA to help deliver client solutions.
• Maintain strong contacts with KSA post-trade market infrastructures, including Tadawul, EDAA, Muqassa and the CMA.
• Senior escalation points for client issues
Qualification & Experience:
Minimum Qualification:
• 10+ years’ experience in a sales or relationship role, typically within a large multi-faceted organization within the financial services industry or market related.
Minimum Experience:
• Incumbent is expected to have a degree in a relevant discipline, qualification in Business Management.
• Demonstrated experience of developing and delivery of Business Development strategies in the financial service industry.
• Solid judgment & decision making abilities.
• Excellent Negotiation & Influencing skills.
• Strong leadership skills.
• Excellent Network building skills.
• Mature interpersonal skills, and broad experience in building or supporting the building of new businesses, and delivering continuous business improvement.
• Strong interpersonal, facilitation, team building skills, tact and diplomacy, and influencing skills.
• The drive and tenacity to overcome obstacles and a track record of delivery and being able to take people with them by making complex issues, simple.
Apply via:
• LinkedIn
——————————————————————————
Tadawul Academy (www.tadawul.academy) is the highest rated CISI training academy in the world. Over 7000 students are enrolled on our eLearning platform. Our portfolio of qualifications includes: CISI ICWIM (Int. Certificate in Wealth and Investment Management), CISI UAE Financial Rules and Regulations, CISI Risk in Financial Services, CISI IISI (Int. Introduction to Securities and Investment), CISI Corporate Finance Technical Foundations, CISI Combating Financial Crime, CISI Global Financial Compliance, etc.