Job Summary

The incumbent will be responsible for proactively managing the Bank’s relationship with Large Corporate customers, which represent the most sensitive, complex and strategically important and profitable customers of the Bank and are the Bank’s primary financial driver. The incumbent will assist the Sector Head in meeting the stated budget targets for the Large Corporate function in terms of revenue, profit, profitability and volumes in compliance with established QNB credit policies, procedures, standards and regulatory requirements. The incumbent will ensure that assigned large corporate clients’ needs are met on a priority basis in compliance with prevailing best corporate financing practices and will proactively coordinate efforts and cross sell products with other Bank divisions / departments / functions.

Main Responsibilities

• Support in meeting target budgets for new large corporate client relationships comprising assets and liability product sales and profits for the Large Corporate function, in accordance with QNB’s overall corporate budget and strategy.

• Promote cost consciousness and efficiency and enhance productivity, to minimize cost, avoid waste, and optimize benefits for the bank.

• Act within the limits of the powers delegated to the incumbent.

• Coordinate and liaise activities with QNB Capital, regional and international branches, representative offices, affiliates, Foreign Institutions, Treasury, Legal, Retail, and Head Office support functions to provide support and cross selling opportunities intra QNB Group divisions, departments, units and functions.

• Maintain a focal ‘one point of contact’ to Large Corporate clients and ensure superior customer service and a customer friendly approach to meeting their needs and resolving their queries.

• Maintain and deepen relationships with the existing large corporate customers as well as building new relationships.

• To assist customers in all their queries on Bank’s product and seek solution to their requests.

• Build and maintain strong/effective relationships with related departments/units to achieve the Group’s objectives.

• Provide timely/accurate data to external/internal Auditors, Compliance, Financial Control and Risk when required

• Manage assigned Large Corporate credit clients on overall basis to ensure targets are met, corrective measures where necessary are implemented on timely basis and to systematically evaluate the quality and performance of the same.

• Provide technical expertise and guidance to team members to ensure their credit proposals adequately address all relevant risk factors and meet minimum acceptable standards.

• Perform sales activity in accordance with SVP Large Corporate directives and timely update the database of client contacts.

• Systematically visit client premises, conduct meetings and prepare and deliver presentations, as appropriate.

• Identify and timely report on all negative events and early signals of potentially problematic accounts / relationships that are managed by the Large Corporate function.

• Perform cross selling activities in coordination with other Group Corporate & Institution Banking functions / departments, QNB Capital, international, regional and international branches, representative offices, affiliates, Foreign Institutions, Treasury, Legal, Retail, and Head Office support functions, in order to enhance QNB’s overall relationship with the Large Corporate customer base.

• Supervise the roll-out of conventional corporate banking products targeted at Large Corporate customers.

• Develop and maintain professional relationships with key personnel of existing and potential Large Corporate customers to provide a broader range of communication, service consistency and response to clients needs.

• Submit periodic Management Information / Business Information reports to the Head of Large Corporate and to other executive management of the Group to appraise them about the Large Corporate function’s performance and their assigned portfolio of customers.

• Possess strong skills in analyzing large transactions.

• Maintain the timely review of credit applications and documents within set turn around time, in coordination with Credit Risk.

• During the annual review exercise, the incumbent is expected to identify changing circumstances to assess risk and mitigating actions.

• Review the spreading of the financial statements on assigned software while assessing the credit risk related to each client and identify mitigating actions/ controls.

• Prepare financial analysis for assigned clients to measure its performance and its capacity of repayment.

Education and Experience Requirements

• University graduate (Bachelor) with at least 10 years relevant experience in the banking industry, preferably with local / Gulf and preferably international banking experience.

• Well-informed of the market competitive structure, industry practices and any regulations for the corporate banking client segment.

• Excellent oral and written communication skills (including report writing) in English and Arabic (preferred).

• Excellent people relationship skills and awareness of risk management concept and practices.

• Understanding of the relevant laws, regulations and practices pertaining to corporate banking products.

• Strong ability to negotiate complex financing structures and capability to provide alternative solutions as appropriate.

• In-depth skill set in dealing with complex transactions and understanding of relevant structure (e,g: PPP, sale and lease back, SPV financing…) .

• Strong knowledge in financial statements and ratios relevant to corporate banking in addition to introducing covenants in a relevant facility structure.

• In-depth understanding of underlying risks of each industry.

• Ability to structure a panel of banking products suitable to the banking needs of customers while emphasizing on cross selling.

• Strong understanding of cashflow and financial models

• Ability to review and negotiate transaction specific legal documentation.

• Personal integrity, self-motivation and self-management.

• Outstanding problem solving and decision making skills & Strong planning, organizing and analytical ability.

• Outstanding customer service orientation & Strong performance orientation

• Strong analytical skills and the ability to communicate both verbally and in writing with all levels of management.