Job Summery :

The incumbent will be responsible for proactively managing the Bank’s relationship with contracting customers to assist in meeting the stated budget targets for the contracting 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 contracting 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 theContracting function.

- Support the Senior Vice President - Contracting Relationship Management the development of Key PerformanceIndicators for the purpose of systematic performance monitoring and quality measurement of the Contracting function and monitoring their achievements.

- Support in meeting target budgets for new contracting client relationships for the Contracting function, inaccordance with QNB’s overall corporate budget and strategy.

- Implements KPI’s and best practices for VP Contracting Relationship Management

- Promote cost consciousness and efficiency and enhance productivity, to minimise cost, avoid waste, and optimisebenefits for the bank.

- Act within the limits of the powers delegated to the incumbent

B. Customer (Internal & External):

- Coordinate and liaise activities with QNB Corporate Banking, International, 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 contracting clients and ensure superior customer service and a customer friendly approach to meeting their needs and resolving their queries.

- Maintain and enhance relationships with the existing Contracting 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 the assigned Contracting 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 Relationship Officers to ensure their credit proposals adequately address all relevant risk factors and meet minimum acceptable standards.

- Perform sales activity in accordance with SVP Contracting Sector directives and timely update the database of client contacts.

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

- Identify and timely report on all negative events and early signals on potentially problematic accounts / relationships that are managed by the Contracting function.

- Perform cross selling activities in coordination with other Corporate Banking functions, departments, QNB Corporate Banking, 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 Contracting corporate customer base.

- Supervise the roll-out of conventional corporate banking products targeted at Contracting clients.

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

- Submit periodic Management Information / Business Information to the Head of Contracting Sector and to other executive management of the Group to appraise them about the Contracting function’s performance and the assigned portfolio of clients.

- Maintain the timely review of credit applications and documents within set turnaround 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 excellent knowledge of the corporate banking business, its products and related risks together with an excellent knowledge of the Contracting customer’s business and needs.

- Possess excellent knowledge in reading contractor and engineering reports, in addition to reading maps and technical data when required.

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

E. Other:

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

Education and Experience Requirements :

- University graduate (Bachelor preferably Engineering) with at least 12 years relevant experience in the banking industry, preferably with local/ Middle East 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 knowledge in financial statements and ratios relevant to corporate banking and the contracting industry in addition to introducing covenants in a relevant facility structure.

- In-depth understanding of construction financing mechanism and underlying risks.

- 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

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

- Outstanding problem solving and decision-making skills.

- 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.