Director, Private Banking - NRI

JOB SUMMARY

• The Private Banker focus is to develop business across diverse markets / regions within all areas of private clients, family offices of UHNWI & HNWI, especially with different offshore and onshore locations ranging across numerous booking centers, which is highly competitive and appealing to the regional and international customer base of NRI segment.
• To achieve superior sales revenues / AUMs above a predetermined target & increase FAB’s market share in NRI segment.
• To provide clients with an above optimum level of service & full investment solutions.
• Identify/segment target markets, develop business to widen portfolios & implement the strategic /marketing plan for Private Banking.
• Building [own] & Managing a portfolio of UHNWI & HNWI & provide maximum personalised services.
• Maintain /expand current/future client base, acquire net new business via referrals, contacts & marketing.
• Proactively enhance PB’s offerings [Group and/or Open Architecture] by initiating & supporting internal processes & workflows.
• Successful Private Bankers should be able to demonstrate their “Hunting” and “Farming” capabilities to ultimately deliver AUMs and revenue streams based around the sophisticated/tailored trilogy of private banking platform for NRI Clientele.
   

KEY RESPONSIBILITIES
 

• To maintain & develop a client base of HNWI & UHNWI providing excellent service in order to develop net new business to the group + obtain/maintain business via referrals & recommendations within the Group.
• Manage specific projects End to End / 360 Degrees including the managing / liaising of other group colleagues.
• Develops new business through own sources, existing professional connections, and introductions via the bank with strong inter-personal skills and experience at both generating new business and managing high profile client relationships.
• Opportunity spotting externally & from within the Group.
• Coordinates & promotes prospects & business with other RMs as well as other Group coordinates Globally.
• Promotes the cross selling between Group branches/offices in the Gulf & elsewhere Globally for NRI segment.
• Develop & maintain strong relationships with decision makers in key positions & turns relationships into sources of referral [inwards / outwards].
  Initiates pro-actively; solutions, sales & market initiatives.
• Participates with others in Product development & marketing.
• Solicits business primarily, but NOT limited to the disciplines of the trilogy of Private Banking [Banking, Fiduciary [Wealth Protection such as Trusts,
• Foundations Offshore Cos etc], Portfolio Management [Execution only, Advisory & Discretionary] but also includes examples such as derivatives [e.g. DCDs, esoteric funds [aircraft operating leases, mezzanine debt, etc.]
• Develops new investment relationships, attracts new NRI clients to FAB. Furthermore, develops the private client side of FAB’s key strategic clients’ segment [e.g. Directors of Multinational as well as UAE / GCC / Sub-Continent diasporas-based Cos].
• Provides advice & ultra-high level of solutions & service 24/7 – 365 days of the year regardless of being in the office, on vacation and / or on an international business trip.
• Assesses prospects with the aim of converting to clients by a full vetting / due diligence process addressing issues connect with PEPs. OFAC, AML and including KYC to international standards.
• Assesses financial needs, risk tolerances/appetite, & develops optimal investment solutions.
• Ensure, clients’ relationships are monitored & maintained [Completes & updates all reports which includes e.g. KYC, regular Call Reports, Leverage/Lending related issues, interest charges paid on time, maturities, etc..].
• Ensures that clients’ portfolios are regularly screened for proper diversification, unless client specifically requests this not to be the case.
• All other tasks as reasonably & unreasonably requested.

Measured by private banking industry criteria:

• AUMs [On-balance Sheet + Off-balance sheet]
• Revenues

By way of:

• Number of new relationships opened [Fresh Funds to the FAB Group]
• Number of new relationships transferred from within the FAB Group
• Number of existing relationships managed with the primary goal of increasing wallet share

Via the private banking disciplines:

• Banking
• Fiduciary [Wealth Protection such as Trusts, Foundations Offshore Cos etc]
• Portfolio Management [Execution only, Advisory & Discretionary]
• Derivatives [e.g. DCDs]
• Esoteric funds [aircraft operating leases, mezzanine debt, etc]
   

Using the competitive advantage of FAB’s Unique Selling Point:

• Offshore Platform
• Onshore Platform
   

REQUIREMENTS / QUALIFICATIONS
 

• A detailed knowledge of FAB policies, procedures and processes including anti-money laundering requirements, OFAC, and ‘know your customer’ requirements in relation to the International Private Banking market.
• An in-depth knowledge base of the trilogy of Private Banking disciplines i.e. Banking, Investment/Portfolio Management & Fiduciary [Wealth protection via offshore trusts, companies & foundations].
• Have a solid understanding of varied offshore jurisdictions. [e.g. Switzerland, UK, US, Jersey, Cayman Islands, BVI & free zones domiciled in the UAE / GCC].
• An in-depth knowledge of all retail, corporate, treasury-based investment banking products [vanilla & derivatives] both within Private Banking and across other banking divisions.
• Ability to closely follow the financial markets and use the broad knowledge of various investment vehicles to provide holistic advice to clients.
• An extensive knowledge of the local & offshore marketplace and opportunities to grow profitable business from a base in Geneva.
• An excellent knowledge and understanding of best practice relationship management, business development and marketing techniques in international private banking.
• Have a substantial knowledge of Corporate Banking which is an offshoot/ancillary discipline within the Private Banking portfolio.
• Excellent written & spoken English.
• The ability to work independently, develop professional long-term relationship and establish an extensive network of potential and actual individual and corporate high net worth clients.
• Ability to build excellent relationships with a HNW client base by providing excellent service in order to obtain business referrals.
• Converts prospects into clients.
• Opportunity spotting – have the skills to identify, explore & transact new market segments & develop the business to widen the private bank’s portfolio of offering [e.g. Dual Currency Deposits].
• Ability to identify new market segments and develop that business to widen the Bank’s portfolio offering and increase profitable revenues.
• The ability to ensure that client portfolios have required diversification in investments to meet each client’s present and future needs.
• An ability to work with integrity when assessing each client’s financial needs to ensure the correct investment solution is being recommended.
• Ability to think & mastermind “Out of Box” bespoke solutions for clients who require esoteric tailor made solutions.
• Ability to manage prospects due diligence in tandem with ability to ensure clients’ portfolios are screened for required compliance as well as performance by diversification of investments to meet clients’ needs present & future.
• Ability to react quickly & professionally to all client's requests on a 24/7 cum 365 days (including weekends) basis regardless of being present in office, on vacation and / or on an international business trip.
• Excellent communication skills (written & oral) with all clients and work colleagues.
• The skill to deal with all types of people & give 1st impressions to prospects/clients.
• Capable of handling strong willed/minded articulate wealthy, financial astute individuals as well as those who are very poor in financial acumen.
• Attend networking events to attract new clients, develop current base and maintain close contact with the existing clients to keep them informed about market developments.
• Strong commercial and financial capability & ability to articulate well.
• An ability to persuasively influence & negotiate with others.
• A positive optimistic “can do, will help + always Going the Extra Mile” attitude with clients & colleagues.
• Ability to priorities, delegate and organize personal time effectively to meet a wide range of time critical tasks.
• Track record of excellent academic performance from a reputable university.
• Strong relationship management & new /ongoing business development skills.
• At least 5 year's experience as an “industry hand” in private banking coupled with experience in other banking environment, investment companies.
• Experienced problem solver in tandem with decision making.

Preferred / Beneficial

• Preferable in business, economics, marketing and / or a MBA or accountancy/finance background.
• Arabic, French, Hindi and/or Urdu as the case may be relating to client geography.
• Languages written & spoken Arabic, French, Hindi, Urdu etc. [desirable] on a geographical need's basis.