Head of Domestic Contracting
Qatar Islamic Bank
Total des années d'expérience :18 years, 4 Mois
Lead the local contracting team of relationship managers & proactively develop & lead cross boarder business opportunities, syndicate & project finance. Oversee assigned markets strategic initiatives ensuring profitability, steering financial performance, and delivering superior quality of services in a consistent matter.
Develop & implement plans to manage portfolios of local contractors' customers within assigned local market of varying complexity and nature, focusing on increasing product penetration, profitability, and customer satisfaction. Create & implement a targeted plan to contact prospects in sufficient quantity to achieve financial objectives
• Promote the sale of credit facilities & develop new relationships with large corporate in different business sectors to maximize earnings within stipulated targets. Conduct comprehensive client analysis to identify business needs that can bet met by the firm's broad array of products across corporate/Retail/cash management, etc.. Develop strong working relationship with existing and prospect clients at key levels & ensure flow of additional/new business.
• Cross-sell investments, insurance, Treasury and other bank products for large corporate & HNW individuals. Mobilize Deposits from Gov/Semi Gov/HNWI. Develop structured deposits to potential customers as well as treasury products. Worked with IB client executives where such coverage exists.
• Respond & communicate with internal/external Auditors & ensure compliance with financial standards to reach unqualified portfolio.
• Lead & coach new staff, familiarize with bank policies/regulations & monitor/assess the performance of team members: RMs, credit analysts, officers and other admin staff through key performance indicators.
• Keep up to date with the market, regulatory, competitive environment & industry conditions. Ensure compliance of anti money laundering guidelines. Conduct constant follow ups/visit target customers and do the necessary follow ups.
Accomplishments: management of an asset portfolio of Group accounts (on average 85 accounts) worth QR 4.3 billion in different business sectors (contracting, trading, telecommunications, services, oil & gas and financial institutions). Exceeded stretch targets and achieved above during marketing campaigns 2007-2010.
• Reporting to the Head of Private Banking, The assigned responsibilities include: Plan, control, lead and direct the investment activities. Identified potential buyers, negotiated the terms and conditions and agreed on sale execution and transfer protocols in close coordination with the Legal department. Boosted the existing portfolio 4 folds in 12 months.
• Assisted in the set up of department standards according to bank's strategy. Assisted as well in the implementation of treasury procedures to balance credit and risk management.
• Joined as Credit Business Officer in Abu Dhabi branch & got promoted to a supervisory role in the Credit Risk Department for the portfolio of AD, Al Ain, Sharjah & RAK branches worth ca. AED 5 billion. Reviewed credit applications that are objective, clear, concise and add value to the final decision. Suggested alternative ways in credit structuring to make proposals acceptable credits. Reviewed cash flow forecasts & performed financial modeling for projects under assessment. Assessed Risk/Return trade offs in financial guidelines and risk tolerance.
• Assisted with audit requirements to ensure satisfactory ratings. Provided mentoring where expertise can be shared with colleagues. Support Business RMs in identifying training needs of new/existing assistants. Provided input into credit process development and participated in the frequent update of the credit policy manual.
• Maintained relationship with assigned customers, provided advice/guidance to corporate clients and increased profitability from the existing customers by 30%. Recommended appropriate credit lines and determined repayment plans/schedules according to cash position & the company's short/Medium/Long term strategies. Prepared documentation with 100% accuracy as required & report data for the preparation of provisional balance sheet on monthly/quarterly basis for the Department.
• Put up interim reviews and restructure lines as/when required. Monitored cash flows and operated limits accordingly for project financing. Researched, examined and analyzed financial/investment information about companies using the company's financial statements and other financial reports and publications.
Promote the sale of credit facilities as well as bank liabilities to attract corporate/individual customers and contribute in diversification of customer base. Assigned for a portfolio for USD 80M (EGY 300M) in different industries (Trading/ Pharmaceuticals/ Contracting/ Textile/ Petrochemicals).
Conduct qualitative/quantitative analysis on the company's financials to assess Management success as well as the company's current position/projected and propose credit lines that provides adequate funding to its activities.
Increase profitability from customer relationships by increasing utilization of credit limits and enhancing non-interest fee income.
Improve & sustain the quality of the bank assets by reducing NPL/OAEM. Identify, monitor and propose schedule/structure for remedial cases.
Ensure retention of quality credit relationships. Interview corporate and individual customers and respond to customer inquiries.
Keep up-to-date market information about upcoming opportunities and threats in the market for timely action. Monitor market trends and cross sell banks' products. Market deposits to non-borrowing customers.
• Prepare shipping documents and arrange with other departments cost & budget issues related to each consignment .
• Assist the commercial Manager with timely follow ups on LCs opened, Insurance and other financial issues related to export/import accounts.
• Assist senior Management with the analysis & quantifying the required resources: financially, book store, materials, etc.. and incorporates into the annual budget. Supervises inventory personnel on sufficient resources and develop an alert on time to keep regular contracts with suppliers and other budget related issues.
Strategic international business management, operations & information management, project risk & procurement management, leadership & skills, planning & control
MBA Course Program (48 Credit hours) Advanced Corporate Finance, Managerial Finance, International Finance, Investment and Portfolio Management, Capital Markets and Financial Institutions, Bank Management, Marketing Management, International Marketing, Contemporary Management, Strategic Management, Economics, Accounting, Human Resources Management, Quantitative Analysis and Statistics, Organizational Behavior, Market Research and Research Methods.