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Functional Title: Director, SWF
Reporting to: Director, Head of Financial Institutions
Office and Country: DIFC – Dubai (UAE)
Type: Permanent
OVERVIEW OF THE DEPARTMENT/SECTION
FI and SWF Coverage is responsible for managing the relationships with all Financial Institutions in MENA, including Banks, Central banks, and Sovereign Wealth Funds, with the objective of developing profitable multi-product client relationships, and providing them access to MUFG’s global network. The unit has responsibility as First Line of Defence for this client segment including KYC, Credit Risks, Reputation Risks … etc. Key activities include relationship management, business origination, limits management, wholesale funding, and liaising with various product offices to cross-sell the required products and solutions. Products including but not limited to Loans, Trade Finance, FX, Nostro, Custody, Debt Capital Markets.
MAIN PURPOSE OF THE ROLE
Responsibility for client relationship management of Sovereign Wealth Funds in the Middle East, to originate, manage, and cross-sell full suite of banking & Securities products.
KEY RESPONSIBILITIES:
Essential Functions:
Relationship Management and Deal Origination
Effectively manage the applicable client portfolio with the objective of pro-actively originating business to increase wallet share and broaden client base in MENA.
Connect with various departments at SWFs, including their Infrastructure, Real Estate, Private Equity, Alternatives Investment units to originate and participate in appropriate transactions. In addition, connect with Treasury unit to capture / increase flow business including FX, Rates, and Credits
Cross-sell all relevant products, driving towards achieving the Bank’s mid-term business plan targets (3-year plan). Products including various forms of financings (Senior Secured Fund Financing, Subscription lines, NAV financing, Equity Margin Loans, Sponsor Financing, Project Financing, Acquisition Financing, Structured Repos, Term Loans, RCFs).
Understand how financial conditions, economic policy and regulation affect a client’s needs for financial services.
Originate sound and value-based client relationships with a view to optimizing key gross revenues and balance scorecard targets are achieved.
Perform duties as relationship manager in accordance with the MUFG rules and procedures, including, without limitation, credit rules for overseas offices, procedures for credit ratings, procedures related to risk management and compliance, and applicable circulars from time to time.
Continue to handle required items, interacting with MUFG’s outer divisions, offices and/or branches, MUSI, Morgan Stanley and entities outside of MUFG to execute your roles and responsibilities as relationship manager.
Proactive transaction pipeline management. Assist the team head in being able to communicate and update the Head of GCIB MENA regularly on developments by providing regular reports and MI relating to the area of responsibility.
Have frequent communication with clients and collect information. Report/communicate/share collected information and result of analysis to relevant parties in the Bank in an appropriate and timely manner.
Sign necessary documents for business promotion purposes such as confidentiality agreement, indicative financing proposal and other routine correspondence.
Other ad-hoc tasks as requested by the Head of GCIB MENA and senior management as appropriate.
Implement a marketing plan for client coverage through regular and periodic clients visits and document/communicate the same through comprehensive call memo.
Attract liquidity from the client base.
At the request of the team leader, Head of GCIB Middle East or senior management, conduct a thorough investigation into existing or prospective SWFs, financial institutions, industries etc.
Conduct tasks which are necessary to process/maintain transactions, including, but not limited to, preparing proposals, guideline screenings, documentations and KYC.
WORK EXPERIENCE
Previous experience of operating as a SWF relationship manager within the region.
Excellent understanding of the investment and corporate banking business in the region.
Proven originator with a solid track record.
Sound product knowledge.
Previous experience as a relationship Manager within a financial organization preferably within GCC country. A proven track-record of achieving business development targets.
SKILLS AND EXPERIENCE
Excellent understanding of a broad spectrum of investment banking, Global Markets, Corporate Banking and other financing businesses.
Solution driven, with structured credit skills.
Proven track record of building and maintaining internal and external relationships.
Experience in customer relations as a banker including proactively maintaining regular contact with clients, identifying business opportunities, maintaining good credit control, alert to the market and media.
Proven ability to cross sell banking products.
Knowledge in syndication, project finance, trade finance, derivatives and debt capital markets etc.
Fluency in English both written and oral and preferable to be fluent in Arabic.
Excellent time management and quality assurance of own work.
PERSONAL REQUIREMENTS
Personal alignment to MUFG Values:
Integrity & Responsibility
Professionalism & Teamwork
Challenge ourselves to grow
Personal alignment to MUFG Cultural Principles:
Client Centric
People Focused
Listen Up, Speak Up
Innovate & Simplify
Own & Execute
Other essential requirements:
Excellent communication skills
Results driven, with a strong sense of accountability
A proactive, motivated approach.
The ability to operate with urgency and prioritise work accordingly
Strong decision-making skills, the ability to demonstrate sound judgement
A structured and logical approach to work
Strong problem-solving skills
A creative and innovative approach to work
Excellent interpersonal skills
The ability to manage large workloads and tight deadlines
Excellent attention to detail and accuracy
A calm approach, with the ability to perform well in a pressurised environment
Strong numerical skills
Excellent Microsoft Office skills
PERFORMANCE AND DUTIES
The role holder will be assessed in accordance with their employing entity’s performance framework and process with relevant input obtained from the dual hatting entity as relevant.
As duties and responsibilities change, the job description will be reviewed and emended in consultation with the role holder. The role holder will carry out other duties as are within the scope, spirit and purpose of the role as requested by their line manager or Department Head.
We are open to considering flexible working requests in line with organisational requirements.
MUFG is committed to embracing diversity and building an inclusive culture where all employees are valued, respected and their opinions count. We support the principles of equality, diversity and inclusion in recruitment and employment, and oppose all forms of discrimination on the grounds of age, sex, gender, sexual orientation, disability, pregnancy and maternity, race, gender reassignment, religion or belief and marriage or civil partnership.
We make our recruitment decisions in a non-discriminatory manner in accordance with our commitment to identifying the right skills for the right role and our obligations under the law.