Senior Manager
Emirates NBD Large Corporate Group
Total years of experience :25 years, 7 Months
Emirates NBD Large Corporate Group is one of the largest banking groups in the Middle East in terms of assets.
Accomplishments:
• Hand-selected to manage large Corporate Group, one of the top 3 units in ENBD Corporate Banking.
• Entrusted to handle a portfolio of 50 borrowing & 200 non-borrowing customers, portfolio size AED10 bn funded and AED 8 bn non-funded with annual earnings of AED 75 mn.
• Provided state of the art corporate finance solutions to top tier clients across key sectors of Dubai including contracting companies, real estate developers, manufacturing and trading. Reported to Corporate Head.
• Steered bank throughout period of change and growth even in present complex UAE market conditions.
Key Responsibilities:
• Commanding management of a portfolio of large value/high risk relationships as well as functions that supports the organization’s short and long-term goals and strategies.
• Building strong customer relationships balanced with a strong risk mitigating and compliance-driven culture.
• Endeavoring to produce consistent results under scorecard driven productivity management with good annual rating. Supporting division goals for portfolio growth and profits.
• Providing subject matter expertise and managing end to end dealings with transaction from origination to closure and legal documentation. Liaising with lawyers in Syndicate transactions.
• Managing portfolio focused on contracting business due to few large groups from the sector. Administering Financing of, site visits, PPC based financing solutions.
• Serving as Wallet Sizing Catalyst and Key Account planner, assessing customer’s wallet share and developing/ implementing strategies for increasing customer’s wallet share.
• Converting client analysis into concrete solutions leveraging ENBD’s suite of financial products and services.
• Partnering with Emirates NBD Capital, Treasury, Transactional Banking, Structured Finance to synthesize information to identify key risks, financial implications, delays that could impact delivery, and issues that pose risk to the business
• Successful dealing and building internal equity in a bank of four dominant nationalities.
Accomplishments:
• Instrumental in turning around a non-existent business into one of the leading business areas at SCB.
• Superintended a team of 35 RMS / ARMS. Steered KPI and RM Scorecard driven productivity management.
• Provided strategic direction and dynamic leadership for securing new business and registering significant increase in balance sheet, revenue as well as enhanced cost management.
• Successfully managed Commercial Clients/customer base up to US$50mn / selectively up to US$100 in turnover Portfolio, spread across 3 geographies and 500 customers.
• Successfully re-launched business in Pakistan, 2010. Introduced new concepts of credit analysts & service operations team
• Evangelized business vision, augmented business in SCB Pakistan Commercial banking.
• Went head-to-head against biggest competitor in the industry and won Commercial clients and a sizable portfolio (200+ new to bank customers) was built. The business won various recognitions and awards for the challenging task.
Key Responsibilities:
• Directed collaborative efforts in building Medium Enterprises (Commercial Banking) Business. Comprehended SCB Global and local Credit Policy for discretionary lending and program lending to manage existing and new-to-bank business. Reported to Head of SME.
• Established budget and performance KPIs for 6 coverage teams in Karachi, Lahore and Islamabad.
• Partnered with Sharia team to manage deal structuring and disbursement formalities.
• Developed a product suite for commercial clients comprising of trade working capital, treasury products vanilla/structured, term loans, corporate finance advisory etc.
• Launched scorecard for ME business in the beginning of 2013 for evaluating performance of the team through sales rhythm and productivity matrices.
• Conducted Account Planning Sessions in line with economic and risk adjusted return thresholds for RMs.
• Facilitated right sizing of the department as well as enforced compliance across key areas of operational risk and customer due diligence.
Accomplishments:
• Acting Head of SME Business across multiple geographies in Pakistan. Aided to shape the agenda and driving the continued development of a healthy and profitable Bank.
• Dexterously managed one of the growing SME businesses in the country, the SME book consisted of asset base of US $ 750 Mn and liability base of US $ 350 Mn. Asset based customers were 2, 000+ & liability based across all branches 30, 000+.
• Served as SME Pakistan Governance Committee Head for compliance and operational risk related matters.
• Head a team of 95. Groomed future people leaders via training and mentoring.
• Leveraged transformational vision whilst steering the rightsizing exercise, implemented new strategic direction in line with global directives to reduce inefficiency and save cost.
Key Responsibilities:
• Hand-selected to refurbish SME business in line with global model (segments/ sub segments) and key portfolio matrices (customer per RM, revenue per RM etc.)
• Served as catalysts for growth in business, proffered dynamic leadership to exceed goals consumer bank targets.
• Efficaciously drove annual Consumer Bank budgetary exercise and revisions / forecasts every quarter.
• Provided Subject Matter Expertise for international regulatory requirements, products & services, documentation and Regional/Country KYC / AML / CDD requirements/compliance related matters which are critical for International Banks.
• Led SME Islamic team, Islamic banking Sadiq is a separate business in SCB. To attain better synergies, dotted line reporting of Sadiq team was in SME which was successfully managed to meet the requirement of Islamic / sharia complied customers.
Designation Chronology:
• 2010: Vice President II. Senior Credit Officer/ Head of Credit Approvals and Credit Administration Department
• 2006 - 2009: Vice President II and Regional Head of Corporate & Investment Bank (C&IB) South
Accomplishments:
• Successfully managed a country wide credit portfolio of PKR 20 billion (U$$250mn) across 270 customers from Corporate, investment banking, Middle Market/ SME and FIs.
• Key Member of Local Credit Committee, Board Credit Committee, nurtured an enhanced credit culture across the bank consistent with Board standards and expectations.
Key Responsibilities:
• Endeavored to foster and further develop the Bank’s credit culture. Approved renewal credits within agreed delegated thresholds singly. Reported to the Corporate Credit Officer.
• Exercised Joint Authority with CRM & CEO for new high threshold credits. Drove revenue growth of the geographical cluster through liability RM team.
• Revamped the risk grading model; introduced systems, enabled yielding more accurate risk projections and better business decisions.
• Ensured that a strong governance culture is embedded. Established direction legal/compromise/ restructuring for low/non-performing accounts.
Accomplishments:
• Handled historic market deals/ transactions - Engro Chemicals off shore financing & on shore Sukuks, financing in Ports & Shipping sector, Karachi Shipyard Engineering Works (KSEW) and Qasim Container Terminal (DP World UAE Co).
• Played a key role in obtaining fatwas from Sharia Scholars in Dubai and updating Islamic Product suite to meet the requirements of the local market.
• Proffered strategic consultancy on Tax and legal issues with lawyers for Islamic transactions.
Key Responsibilities:
• Integral member of the team responsible for setting up DIB Islamic Banking Corporate Banking in Pakistan.
• Instituted/approved Product Programs (PP) & Standard Operating Procedures (SOP) of new products in the offing focusing on product purity and service capability parameters, e.g. Diminishing Musharaka, Ijara, Wakala lstismar, lstisna, and Salam.
• Worked closely with capital markets in structuring and launching Sukuk bonds.
• Fostered a culture that ensures alignment with DIB’s Risk Appetite philosophy and policies.
• Articulated business plan for key sectors / industries, enabled next wave of growth, facilitated sizing of the market, identification of regional growth drivers and challenges. Reported to the Country Business Manager.
• Co-owned Investment Banking products, administered deal origination in product areas such as Debt-Capital markets, Structured-Protect Finance and Syndications. Proactively coordinated with DIB Dubai and DIB Capital (Investment Banking subsidiary of DIB Group) for synergies in foreign currency related transactions.
Accomplishments:
• Administered General Trade Service (GTS) on Country basis, maximized revenues on a credit portfolio comprising primarily of multinational companies. Led a team of RM’s for better management of portfolio in Karachi, Lahore Islamabad.
• Comprehended Bank's internal system, work flow and control functions to better manage revenue and risk related issues.
• Authorized to co-sign on credit applications upto US5 million
United Bank Ltd. (3rd largest in Pakistan); was part of the successful team during the challenging times of pre-& post privatization of the bank.