Senior manager – Treasury Structured Sales recruitment

Working for a major, award winning UAE Bank, headquartered in Abu Dhabi, the role is described below:

Structuring

• To price derivatives transactions across multiple asset classes (interest rate, foreign exchange and commodity focus) in conjunction with the trading desk 

• To drive new product development through innovative new solutions tailored to Treasury client requirements

• To produce client presentations incorporating analysis of economic conditions, markets and details of proposed derivative transactions

• To conduct quantitative analysis for clients on financial exposures

• To produce Term Sheets and other documentation to support derivative transactions

• To conduct training programmes as required to educate both internal and external clients

Sales

• To develop and maintain profitable relationships with allocated clients

• To manage the sales process for those clients, including weekly call planning, detailed revenue projections and regular contact with the internal Relationship Management function

• To back up other members of the sales team on their allocated accounts

• To identify new potential customers and convert them into profitable relationships, with cross-selling of other bank products where possible

Non Quantifiable

• Professional, knowledgeable, service focused attitude

• New client marketing

• Managing direct reports. Coaching junior staff and leading by example

• Contribution to developing the business through influencing strategy, new clients, new products ideas, new procedures, improving operational practices

• Ethical dealings with commitment to profitability

Key Result Areas

• Revenue – PnL target of USD X mio per annum

• Client Base – X active clients

• Client Sales Call Rate X per month

Main Tasks Responsibilities

• Deliver revenue to meet/exceed budgets set

• Markets and sells Structured Products including Derivatives and Foreign Exchange spots, forwards, plain vanilla and exotic products to bank clients

• Provide value add to clients with quantitative analysis, including VAR and simulations/back-testing to support the sales process and position the bank for business going forward.  Assist with developing derivative policy documents and commentary on accounting standards

• Makes customer focused, solution driven approaches to developing client relationships and follows through in a structured sales process designed around the individual customer

• Proactively manages client relationship needs and PL potential utilising structured calling programs and identifies profitable new products and ideas for the Treasury client base

• Conduct due diligence and produce documentation  (including product suitability) to ensure client expertise and understanding fit trade payoffs/structures

• Identify key personnel and decision makers within an allocated client base and conduct pro-active client call programme.  Identify action items, deliver against time frames set and work through a clear follow up process to obtain credit approvals and close/document transactions both independently and within the Treasury Sales team

• Deliver new product ideas based on a focused client profile and communicate those ideas both through the Group and direct to suitable client relationships maintained direct by Treasury.  Manage the follow up process and further tailor ideas to ensure that the traded product delivers against client expectations

• Works closely with other members of the Treasury Investments Team to identify suitable products for clients and prepare proposals for clients and plan the associated sales scenario

• Research and prospect new clients, working with the relationship management function to obtain the necessary credit approvals and convert them to profitable relationships

• Conduct ISDA negotiations and work with Legal and Risk to ensure correct documentation and requisite approvals are in place before trades are commenced

• Coach and support sales resources; manage team through activity reports, action items, pipeline. Encourage ongoing learning in the work environment. Use proactive approach to identify and resolve issues

• Stays abreast of developments in financial markets and effectively communicate developments in financial markets to internal and external audiences.  Uses and maintains a high level of professional presentation and communication skills to put proposals in front of clients

• Organise, contribute to and lead client presentations and seminars

Background Knowledge Experience

Minimum Education Level Required

Degree

Additional MBA/CPA/CFA preferred

Strong mathematical background

Work Experience

At least 5 years

Special Skills/Attributes Required for the Role

• Preference for experience with institutional and corporate counterparties in GCC

• A very good knowledge of written and spoken English is require

• A good command of MS office is required

• Excellent person to person communication skills and closing skills are required

• Flexibility and adaptability to work proactively is essential