Head of Interest Rate Sales recruitment
- Grow the business through profitable client relationships that will meet exceed budgets set. Manage a team of two maintain an evolving portfolio of potential new clients to supplement revenue shortfalls from existing clients. Work closely with the Investor Products Desk for all asset side deals.
- Identify key personnel and decision makers within the existing and target client base and produce a clear revenue driven product strategy, tailored to client buying crtieria, risk appetite and recognising all hurdles to closing transactions. Agree strategy with the Relationship Management function
- Manage the client sales process directly manage key relationships, working closely with other desks (Commodities, FX, Investor Products) where dealing is across asset class, including call planning, reporting follow-up, detailed revenue projections co-ordination with the Relationship Managers
- Lead customer focused, solution driven presentations to clients, supported by new product ideas generated by the Structuring desk. Manage the iterative process generated by these presentations such that a win/win solution is ultimately delivered to the client for execution
- Ensure an up to date transaction pipeline is always in place for incorporation in a regular review of all client sales activity. Ensure content is accurate and any credit limitations, documentation and other factors have been taken into account when projecting transactional revenue impact
- Work closely with the Structuring Desk for all Term Sheets required to document transaction details during the sales process and prior to transaction execution. Ensure all Term Sheets contain full disclosure of transactional risks and scenario analysis.
- Work with Legal Department and own the commercial negotiation of all ISDA documentation. Follow established procedures for input from other stakeholders in the process (Risk Management, Relationship Management, Operations, Credit) and drive early closure to maximise client trading
- Contibute to the new product development process through regular feedback to the Structuring desk covering developing client trends and knowledge of transactions that have been successfully executed by other banks.
- Produce input for inclusion in the credit limits approval process as required and in the prescribed format. Ensure that the Relationship Management function is appropriately appraised of all aspects surrounding the need for additional limits and provide additional information if necessary
- Stay abreast of developments across all financial markets as the basis for pro-actively updating clients and responding to any specific enquiries. Display a professional, knowledgeable and service driven approach at all times, delivering to deadlines set and contributing to brand development.
- Provide sales backup to other team members as required to support the smooth running of all Treasury Marketing Unit business. Ensure appropriate measures are in place to backup the commodity complex business for both planned and unplanned absences
- Contribute to the development of the Treasury Marketing business through constructive input into strategy, procedures, operational processes, marketing initiatives and any other aspect of client related transactions that produces value add and an immediate, medium or long term revenue impact.
KEY PERFORMANCE INDICATORS :
- Revenue achieved
- Client call volumes, delivery against Action Itrems and transactional success ratio
- Documentation executed and limit proposals approved
- Operations and Market Risk within prescribed limits
Qualifications:
Degree plus MBA/CPA/CFA preferred
10+ years of experience
May 18, 2012
• Tags: Debt, Fixed Income careers in the UAE, Head of Interest Rate Sales recruitment • Posted in: Financial