Muhammad Shoaib Ghani

• Pro-activity establishes, develops and maintain SME portfolio and contributes to the overall Client Relationships strategy and business plans.
• Maintain regular official visits and social contacts with key customers.
• Manages, develops and appraises a team monitoring performance against agreed JDs, objectives and business plans ensuring that business potential, procedural compliance and resources are met in full.
• Contributes to the development and implementation of an effective marketing strategy in order to maintain and increase own market share, as well as to generate profitable business opportunities
• Maintains the business portfolio risk profile within agreed parameters at all times, including effective phasing out of the Exit Accounts and monitoring/ reporting of irregularities.
• Risk Assessment by means of financial and other analyses, all credit proposals requiring to be signed as proposer, supporter or approver, to ensure that risks are fully analysed, addressed and balanced.
• Performing all administrative functions including file maintenance, timely customer due diligence, regular stock inspections, periodic calls, cyclic appraisals, staff training and development, etc are competently performed.

• Carrying out market research for the products of interest to Pakistani exporters.
• Preparing the monthly and quarterly trade statistics and activity reports for Pakistani exporters, Dutch importers and Pakistani Dutch Community businesses.
• Arranging meetings with Pakistani and Dutch businessmen and companies and assisting him in preparation of business agenda and match making.
• Making arrangements for the participation of Pakistani companies in the trade fairs in the European trade fairs especially in the Netherlands.
• Assisting the Dutch and Pakistani companies in terms of legalisation of trade documents such as agency agreements.
• Marketing of trade related events e.g. delegations, exhibitions and trade fairs.
• Successfully organized exhibitions or promotions and trade fairs:
o PLMA’s 2011 trade fair show in RAI Amsterdam, fresh fruit promotion and launching of Pakistani fresh produce at HANOS Amsterdam.
• Strong liaison with Ministry of Commerce, Islamabad and Trade Development authority of Pakistan (TDAP) on trade related matters and Board of Investment regarding investment matters.
• Liaison with the following organization in the Netherlands:
o Ministry of Economic Affairs, The Hague, Chamber of Commerce & Industry and Trade Association in Netherlands, Export Promotion Agency (EVD), The Hague, Centre for Promotion of Exports from Developing Countries (CBI), Rotterdam

Evaluating applications for new and existing credit relationships - assessing risk involved in lending to prospective clients, analysing their liquidity, credit history, credit and financial data analysis.
• Analysing factors, such as: sales growth, client expertise, market demand and potential industry risk.
• Participating in credit decisions by making appropriate recommendations.
• Strong coordination and follow-up with credit risk for approvals.
• Reviewing relationships to incorporate changes in circumstances and associated risk.
• Conducting regular visits discussing the matter of interests with the customer;
• Embedding the principles of ‘Treating Customers Fairly’ across all facets of day-to-day operations, in support of business service and quality standards;
• Cross Selling for bancassurance, deposits and Fx transactions.
• Risk Management - Maintains and builds a portfolio of clients with an acceptable risk/ reward ratio within the confines of the risk management. Framework laid by the bank or other statutory authorities.
• Continuous follow-up and identification of high risk relationships for early alerts.
• House Keeping - Ensure compliance of internal lending policy & & regulatory framework.

• Preparation of Credit proposals for approval to the CRM incorporates detailed analysis of borrower’s financial statements, technical assumptions and projections, business viability, market reputation, industry/economic analysis, Bank’s business strategy, projected/present earnings from the account.
• Supporting supervisor on credit and operational issues. Other responsibilities include marketing strategies and identifying portfolios for CB on the basis of industry risk and corresponding returns.
• Negotiation and structuring of credit facilities with customers.
• Maintaining liaison with the Regional Credit Administration (RCAD) for all pre-disbursement activities on the basis of CRM’s approvals, execution of security documentation, obtaining credit reports etc, completion of all security documentation/collateral pertinent formalities before issuance of DAC.

This role aided in the development of skills still in use today having maintained, serviced and developed a portfolio of business customers and submitting applications for credit approval:

• Preparation of detailed appraisal reports for long-term project financing focusing on technical evaluation, financial and economic analysis of the project for large and BMR&E projects.
• Expertise in balance sheet restructuring/debt swapping transactions and successfully financed cases.
• Financed green field terry-towel project of Rs. 807.0 million under SBP’s LTFF scheme.
• Conducting workshops for Management Trainees

Key achievements
• Successfully financed more than 10 projects belong to various industrial sectors.
• Awarded two promotions based on outstanding performance.
• Awarded performance bonus and pay rise having consistently achieved allocated targets;