istant Vice President Custody Client Management and Business Development - QNB

Established in 1964 as the countrys first Qatariowned commercial bank QNB Group has steadily grown to become the largest bank in the Middle East and Africa (MEA) region.

QNB Groups presence through its subsidiaries and associate companies extends to more than 31 countries across three continents providing a comprehensive range of advanced products and services. The total number of employees is more than 28000 serving up to 20 million customers operating through 1000 locations with an ATM network of 4300 machines.

QNB has maintained its position as one of the highest rated regional banks from leading credit rating agencies including Standard & Poors (A) Moodys (Aa3) and Fitch (A). The Bank has also been the recipient of many awards from leading international specialised financial publications.

Based on the Groups consistent strong financial performance and its expanding international presence QNB currently ranks as the most valuable bank brand in the Middle East and Africa according to Brand Finance Magazine.

QNB Group has an active community support program and sponsors various social educational and sporting events.

The incumbent is primarily accountable for the management of all Custody Clients as well as the Client management team which consists of Custody Relationship Managers and a Client Services function. The Senior Manager Custody Client Management and Business Development leads the aforementioned team in order to maintain and grow the Custody Client Portfolio and achieverdetermined and preapproved targets.

• Implement strategies and plans to achieve all volume revenue and profit targets.

• Ensure ongoing increase in market share and sustainable growth rate on the Custody client portfolio.

• Ensure that the marketing impact and sales activities are maximized through the teams service delivery

• Implements KPIs and best practices for AVP Custody Client Management and Business Development.

• Promote cost consciousness and efficiency and enhance productivity to minimize cost avoid waste and optimize benefits for the bank.

• Responsive to the needs of the potential new and existing customer base and lead the customer focus initiatives in the QNB Custody department.

• Define establish and conduct reviews on procedures for on boarding client meetings business cases client engagement plans and yearly activities.

• Owning the common client mailbox and all other client communication channels and the routines handling client responses according to the agreed SLAs with the clients.

• Build and maintain strong and effective relationship with the all other related departments and units within QNB to achieve the Groups goals/ objectives.

• Provide timely and accurate information to the external and internal auditors and the Compliance function as and when required.

• Responsible for strategically important client relationships engagement.

• Client targeting and marketing.

• Develop client sourcing process / framework and implement with target client identification and prioritization approach.

• Oversee client referral and incentives.

• Mange client target lists using internal and external sources.

• Client contact and acquisition.

• Define and implement client contact approach and guidelines.

• Define and implement client contact strategies for Relationship Officers without portfolio and their continuous engagements

• Manage allocation of target clients to Relationship Managers and Officers.

• Monitor and maximize sales conversion.

• Client Onboarding

• Responsible for the on boarding process and the continues account maintenance and the regular and enhanced duediligence process and KYCdocumentation routines.

• Work with Custody Operation teams to ensure the client onboarding process is managed efficiently according to agreed SLAs.

• Value of Custody client portfolio.

• Set and agree on sales targets with all of the team members.

• Implement client relationship management model

• Allocate and manage Relationship Manager and Officer portfolios

• Participate in high value client discussions to support Relationship Managers.

• Work with Head of Product Development and Network Management and External Relations to identify evolving Custody clients needs and the product developments process or make connection with the respective product owner(s) within QNB.

• Maintain activities in accordance with Service Level Agreements (SLAs) with internal departments/units to achieve improvements in turnaround time.

• Bachelor Degree University graduate preferably with a Major in Marketing Banking Finance Accounting Economics Business Administration or Information Technology (related field of study).

• At least 10 years of experience in client management and business development ideally in a custody banking investment management or fund administration context.

• Minimum of 2 years of hands on experience from custody operations.

• Excellent knowledge of Custody and institutional banking products.

• Management experience and track record of successful business strategy formulation and implementation.

• Proven leadership skills in performance monitoring and engagement for staff management.

• Excellent oral and written communication skills (including report writing) in English and Arabic.

• Good interpersonal and presentation skills.

• Understanding of the relevant laws regulations and practices.

• Ability to make decisions and follow through with initiatives.

• Personal integrity and selfmanagement.

• Planning organizing and analytical ability.

• Results oriented.