FM Head of FI Sales

Role Description:
You have the overall responsibility for handling and growing the FM business for FI and NBFI clients in the region across all FM products (Money Markets FX Rates flow and non-flow financing (repo TRS margin loans structured financing) Credit Commodities Equity Structured Products)
You increase recurring revenues by building long standing deep relationships with clients and ensuring the business is long standing and profitable
As actual deal execution is done by FM execution desk or product specialist in other locations your focus is on origination. Next to that you add value in the process of structuring more complex non flow deals (derivatives financing).

Core tasks and material responsibilities:

• Expand flows across all products in G10 and EM currencies extract maximum value from the franchise by a.o. increasing the number of products we do with existing clients

• Ensure KYC is up to date and that appropriate counterparty limits are in place; actively assist PAMs in getting the necessary documentation in place (ISDA / CSA / GMRA)

• Bring in new clients (Fl / NBFI)

• Closely coordinate FM Sales efforts with FI and NBFI PAMs and FM Product specialists and actively contribute to FI/NBFI Middle East VCTs

• Ensure smooth and seamless execution regardless of where the product is traded

• Ensure all opportunities are followed upon by the correct person in ING

• Promote clients in Middle East to the relevant trading centers (Amsterdam Brussels London Singapore and NY)

• Develop the Saudi market on the FM side in close coordination with the FI PAMs

• Ensure flow of information about Middle East clients and products to all offices so that the necessary product specialists are aware of what the others are doing in the region.

• Point of contact for FI/NBFI related reverse enquiries in the Middle East

• Adhere to all Compliance and Governance both locally in Dubai and internationally from Amsterdam

• Align the Middle East FM Business with the overall growth strategy for FM and WB and WB Middle East

• Monitoring FM revenue made on Middle East Clients and ensure timeliness accuracy and transparency of the different revenue reports (FM sector coverage)

Competences / skills:

• Educational certification . or . or equivalent from an internationally recognized institute

• 10 years coverage of institutional clients in the region

• Demonstrated effective origination in the range of FM products in our offering

• Able to contribute or take ownership in structuring of non-flow transactions (derivatives financing)

• Proficiency in English required Arabic preferred not required

• Proven track record of working experience in the Middle East region in the banking sector

• Knowledge and strong understanding of Legal Regulatory and Compliance environment and requirements

Compliance undertaking:

Responsible for understanding how the Dubai Financial Services Authority (DFSA) Conduct Rules apply to you your role and rest of the team. Responsible for ensuring your business complies with the spirit and letter of the Conduct Rules and all legal regulatory and ethical standards including ING policies procedures guidance and the Orange Code.

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