Job Summary

The incumbent will be responsible for proactively managing QNB Group’s selected Corporate Banking portfolio, Branches and affiliates (the “Selected Portfolio”) in order to achieve the function’s set targets for revenue, profit, profitability and volumes, in compliance with established QNB Group credit policies, procedures, standards, regulatory requirements and best international market practice.

The individual will also be involved in the formulation of corporate branch strategies and the implementation of the GCIB initiatives (including GWB and GAM) across his portfolio. As well as, identify potential new business opportunities for other business area functions or branches within the QNB Group, aligned to the approved Global Account Management concept and co-ordinate with them to facilitate Group synergies and cross selling of products and services. To improve QNB’s profitability, revenue generation as well as service and delivery enhancement, in order to ensure that clients banking’ needs are comprehensively identified and efficiently met, within the QNB Group, on a priority basis.

Main Responsibilities

• Ensure implementation of the strategies and plans to achieve all volume, revenue, and profit targets for the Selected Portfolio function.

• Support the EVP International Corporate in the development of Key Performance Indicators for the systematic performance monitoring, quality measurement and performance evaluation of the Selected Portfolio function

• Meet target budgets for Selected Portfolio’s client relationships comprising assets and liability product sales and profits for the Selected Portfolio function, in accordance with QNB’s overall corporate budget and strategy.

• Coordinate periodically between Selected Portfolio, Group’s corporate branches network and subsidiaries to review financial performance and ensure achievement of budget and financial objectives

• Implements KPI’s and best practices for International Corporate Relationship Management.

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

• Act within the limits of the powers delegated to the incumbent and delegate authority to the respective staff and monitor exercise of the same.

• Demonstrate clear understanding of the important factors behind the bank's financial & non-financial performance.

• Coordinate and liaise activities with international and regional Branches, Retail, Treasury and Head Office support functions including but not limited to GSF and GTB, QNB Capital and QNBFS (“QNB Functions”) to provide support and cross selling opportunities intra QNB Group departments, units and functions.

• Ensure provision of a focal ‘one point of contact’ to Selected Portfolio of clients and ensure superior customer service and a customer friendly approach to proactively meet their needs and resolve their queries.

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

• Maintain, develop and enhance core bank relationships with the existing clients as well as identify, market and build effective new bank relationships.

• Maintain activities in accordance with Service Level Agreements (SLAs) with internal departments/units to achieve improvements in turn-around time.

• Build and maintain strong and effective relationships with QNB Functions in order to achieve the QNB Group’s goals and objectives, including cross-selling targets.

• Provide timely and accurate information to the external and internal auditors and the Group’s compliance function when required.

• Implement the approved corporate banking strategy within the function to achieve and exceed the business objectives.

• Maintain, conduct and ensure that activities of the Selected Portfolio comply with regulatory policies and procedures and best market practice.

• Manage, coach and motivate the team of Selected Portfolio’s VPs, AVPs, Managers and Associates to maintain and improve service quality and ensure that the Selected Portfolio meets their set financial and non-financial targets.

• Continuously monitor, manage and evaluate the Selected Portfolio credit profile to ensure targets are met and any necessary corrective measures are implemented on a timely basis, as required. The portfolio should be managed in accordance within the Bank’s prescribed risk management parameters.

• Review, conduct due diligence and credit assessment, and recommend approval of credit proposals to the relevant approving authority.

• Ensure each VP International Corporate Relationship management has a balanced portfolio and continuously monitor to ensure that each portfolio is destined to achieve its set target and, if appropriate, take corrective action to redirect portfolio management if there is insufficient progress towards the achievement of its set target.

• Provide technical expertise and guidance to Selected Portfolio’s VPs and AVPs to ensure their credit proposals adequately address all relevant risk factors and meet minimum acceptable standards.

• Monitor / develop the Selected Portfolio function’s database ensuring that function personnel perform sales activity in accordance with incumbent’s directives and timely update the database of client contacts.

• Perform / assign function personnel to systematically visit client premises, conduct meetings and prepare / deliver presentations.

• Ensure that all requisite facility and account documentation are collected by function personnel and are timely transferred for credit review and safe custody.

• Ensure all necessary procedures are in place to identify and timely report any customer related negative developments and early signals regarding potentially problematic accounts / relationships and ensure that suitable remedial action is taken by function personnel.

• Ensure that function’s personnel perform cross selling activities to enhance QNB’s overall relationship with customers by coordinating activities with QNB Functions.

• Supervise the roll-out of conventional corporate banking products targeted to Selected Portfolio clients.

• Develop and maintain professional relationships with key managers of existing and potential clients to provide a broader range of communication, service consistency and proactive response to client’s needs.

• Work in liaison with Group Communications and the Marketing & Product Management Unit to devise Selected Portfolio specific marketing strategies, client target lists etc. to defend and increase QNB’s current market share.

• Track and report on transaction volumes, budget performance and client-wise overall portfolio profitability and periodically report to EVP International Corporate and to other executive management of the Group to assess the performance of the Selected Portfolio customer base, as requested.

• Recommend all administrative operational aspects of unit personnel (e.g. leave schedule, training, appraisal etc.) in accordance with established HR policies and procedures.

• Oversee recruitment, provide motivation, guidance to employees and reinforce high standards concerning performance, and adherence to the Bank’s values and mission.

• Encourage, solicit and reward innovative ideas even in day-to-day issues.

• Continuous Improvement:

1. Set examples by leading improvement initiatives through cross-functional teams ensuring successes.

2. Identify and encourage people to adopt practices better than the industry standard.

3. Continuously encourage and recognize the importance of thinking out-of-the-box within the team.

Education and Experience Requirements

• University graduate preferably with a Major in in the banking industry, preferably with local / gulf / regional responsibility (dependent on the portfolio coverage) experience. Masters preferred

• At least 15 years’ experience of relevant experience, preferably within a highly rated international bank

• Well-informed of the market competitive structures, industry practices and any regulations relevant to regional and International Corporate clients segment.

• Informed of the market competitive structure, industry practices and compliance and regulatory requirements of Selected Portfolio countries.

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

• 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.

• Ability to make decisions and follow through with initiatives.

• Personal integrity and self-management.

• Planning, organizing, and analytical ability.

• Results oriented.

• Ability to motivate and lead teams from diverse cultural backgrounds.

• Familiar with the balanced scorecard approach.

• Strong customer service orientation.

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