Job Summary
The incumbent will be responsible for proactively managing the QNB Group relationships with companies in order to achieve the function's set budget targets for revenue, profit, profitability and volumes in compliance with established QNB credit policies, procedures, standards, regulatory requirements and best market practice. The incumbent will ensure that Commercial Banking Sector accounts are promptly assigned to identifiable Relationship Managers within the Commercial Banking function. in addition, will responsible to identify potential new business opportunities for other functions within the QNB Group and co-ordinate with them to facilitate the cross selling of products and services, that improve QNB's service and delivery so as to ensure that clients' needs are efficiently met on a priority basis.
Main Responsibilities

• 
  Ensure implementation of the strategies and plans to achieve all volume, revenue, and profit targets for the Commercial Banking Sector.
  
• Meet target budgets for new Commercial Banking Sector client relationships comprising assets and liability product sales and profits for the Commercial Banking Sector function, in accordance with QNB's overall corporate budget and strategy.
  
• Promote cost consciousness and efficiency and enhance productivity, to minimize cost, avoid waste, and optimize benefits for the bank.
  
• Act within the limits of the powers delegated to the incumbent and delegate authority to the respective staff and monitor exercise of the same.
  
• Demonstrate clear understanding of the important factors behind the bank's financial & non-financial performance.
  
• Coordinate and liaise activities with QNB Capital, international and regional branches, Retail and Treasury and Head Office support functions to provide support and cross selling opportunities intra QNB Group departments, units and functions.
  
• Ensure provision of a focal "one point of contact" to clients and ensure superior customer service and a customer friendly approach to proactively meet their needs and resolve their queries.
  
• Maintain, develop and enhance core bank relationships with the existing clients as well as identify, market and build effective new bank relationships.
  
• Assist customers in all their queries on Bank's product and seek solution to their requests.
  
• Build and maintain strong/effective relationships with related departments/units to achieve the Group's objectives.
  
• Provide timely/accurate data to external/internal Auditors, Compliance, Financial Control and Risk when required.
  
• Implement the approved corporate banking strategy within the function to achieve and exceed the business objectives.
  
• Maintain, conduct and ensure activities of the Commercial Banking Sector comply with regulatory policies and procedures and best market practice.
  
• Manage, coach and motivate team of Relationship Manager and Officer to maintain and improve service quality and ensure the Relationship Manager meets his set financial and non-financial targets.
  
• Continuously monitor, manage and evaluate the Commercial Banking Sector's credit portfolio to ensure targets are met and any necessary corrective measures are implemented on a timely basis, as required. The portfolio should be managed in accordance within the Bank's prescribed risk management parameters.
  
• Approve credit proposals that are within the incumbent's delegated powers and submit those which exceed the approval authority to the higher approving authority.
  
• Ensure each Relationship Manager has a balanced portfolio and continuously monitor to ensure that each portfolio is destined to achieve its set target and, if appropriate, take corrective action to redirect portfolio management if there is insufficient progress towards the achievement of its set target.
  
• Provide technical expertise and guidance to Relationship Managers to ensure their credit proposals adequately address all relevant risk factors and meet minimum acceptable standards.
  
• Monitor / develop the Commercial Banking Sector's database ensuring that function personnel perform sales activity in accordance with incumbent's directives and timely update the database of client contacts.
  
• Perform / assign function personnel to systematically visit client premises, conduct meetings and prepare / deliver presentations.
  
• Ensure that all requisite facility and account documentation are collected by function personnel and are timely transferred for credit review and safe custody.
  
• Ensure all necessary procedures are in place to identify and timely report any customer related negative developments and early signals regarding potentially problematic accounts / relationships and ensure that suitable remedial action is taken by function personnel.
  
• Ensure that function personnel proactively perform cross selling activities to enhance the QNB's overall relationship with Commercial Banking sector's customers by coordinating activities with other Group Corporate & Institution Banking units/ departments, Treasury, Retail, QNB Capital and Head Office support functions.
  
• Supervise the roll-out of conventional corporate banking products targeted to Commercial Banking Sector clients.
  
• Develop and maintain professional relationships with key managers of existing and potential clients to provide a broader range of communication, service consistency and proactive response to clients needs.
  
• Work in liaison with Group Communications and the Marketing & Product Management function to devise specific marketing strategies for the Commercial Banking Sector, client target lists etc. to defend and increase the current market share.
  
• Track and report on transaction volumes, budget performance and client-wise overall portfolio profitability and periodically report to the EVP Domestic Corporate Banking and to other executive management of the Group to assess the performance of the Commercial Banking Sector's customer base, as requested.
  

Education and Experience Requirements

• 
  University graduate Bachelor's/Masters (Masters preferred) with at least 15 years relevant experience in the banking industry, preferably with local / Middle East experience, particularly with Commercial Banking Sector clientele.
  
• Well-informed of the market competitive structure, industry practices and any regulations for the Commercial Banking segment.
  
• Excellent oral and written communication skills (including report writing) in English and Arabic.
  
• Excellent people relationship skills and awareness of risk management concept and practices.
  
• Understanding of the relevant laws, regulations and practices pertaining to Corporate & Institution Banking products.
  
• Personal integrity, self-motivation and self-management.
  
• Hard-working and performance orientated.
  
• Good problem solving and decision making skills.
  
• Planning, organizing and analytical ability.
  
• Ability to motivate and lead teams from diverse cultural backgrounds.
  
• Strong customer service orientation.
  
• Familiar with the balanced scorecard approach.
  
• Strong analytical skills and the ability to communicate both verbally and in writing with all levels of management.