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 :

A. Shareholder & Financial:

- Assist in the implementation of the strategies and plans to achieve all volume, revenue, and profit targets for the Large Corporate function

- Support the SVP Large Corporate Relationship Management in the development of Key Performance Indicators for the purpose of systematic performance monitoring and quality measurement of the Large Corporate function and monitoring their achievements.

- 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.

- Implements KPI’s and best practices for AVP Large 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

B. Customer (Internal & External):

- 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.

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

- 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

C. Internal (Processes, Products, Regulatory):

- Maintain and conduct activities in compliance with policies and procedures, regulations and prevailing best practices.

- 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.

D. Learning & Knowledge:

- Possess good knowledge of the corporate banking business, its products and related risks together with a good knowledge of Large Corporate customer’s business and needs.

- Identify areas for professional development of self and other staff.

- Proactively identify areas for professional development of self and undertake development activities.

- Seek out opportunities to remain current with all developments in professional field.

E. Legal, Regulatory, and Risk Framework Responsibilities:

- Comply with all applicable legal, regulatory and internal compliance requirements including, but not limited to, Group Compliance Policies and Procedures (AML & CTF, Sanctions Policy, Data Protection Policy, Fraud Control Policy, Whistle Blowing Policy, Conflict of Interest and Insider Dealing Policy).

- Understand and effectively perform your role under the Three Lines of Defence principle to identify measure, monitor, manage and report risks.

- Ensure systematic good outcomes for clients in accordance with Conduct Risk policy.

- Support the framework of RCSA, KRI, Incident reporting and remediation, as appropriate, in accordance with the Operational Risk Management requirements.

- Maintain appropriate knowledge to ensure full qualification to undertake the role.

- Complete all mandatory training provided by the Bank, attain, and maintain the required levels of competence.

- Attend mandatory (internal and external) seminars as instructed by the Bank.

F. Other:

- Ensure high standards of data protection and confidentiality to safeguard commercially sensitive information.

- Maintaining utmost confidentiality concerning customer and internal bank information obtained during the course of business and provide such information on a need-to-know basis only to Senior Management of QNB, Audit and Compliance functions, and relevant Regulators.

- Maintain high professional standards to uphold QNB's reputation and to strengthen its market leadership position.

-All other ad hoc duties/activities related to QNB that management might request from time to time

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.