Real Estate Unit Head Full Time NEW

Job Purpose:

The job holder is responsible for maintaining and developing the portfolio under the Real Estate segment (Corporate Banking) in the UAE. Also responsible for leading the client relationship management function for Real Estate clients, with accountability to deliver exceptional client service and achieving budgeted targets in line with the Corporate Banking Group strategy and objectives. The role holder is also responsible for ensuring collaboration with Client Service, Product teams, Internal & External stakeholders to maximise the returns.

Principal Accountabilities:

Strategic Responsibilities

Develop a Real Estate Segment Business Strategy (in coordination with HoRE) along with the Annual Business Plan to execute the Strategy as per the bank’s mandate.

Manage the Real Estate Team effectively through various performance barometers such as KPI’s etc. to ensure that it is functioning to its full potential and achieving the bank’s objectives.

Team Management has to be complimented by a fluid feedback avenue to ensure that the team’s motivation levels are maintained at a high level.

Increase RoE and enhance capital efficiency in the Real Estate Portfolio.

Evaluate Team Members to ensure they meet challenges of a specialised segment, as it involves complex funding structures.

Drive increased revenue (particularly Fee Income), increase profitability and manage costs effectively. The Role has full ownership of the annual budget and comes with the expectation that the Role Holder has to exceed this budget.

Develop and maintain strong relationships with decision-makers, government, investment banks and key stakeholders and capitalize on existing and NTB relationships, to originate business to meet financial targets.

Industry and Sector Knowledge

Keep abreast of developments in the local business environment to understand the positive or negative developments and impact to Real Estate Segment in UAE.

Provide and advice to the team members on Sector/Segment specific understanding.

To assemble and disseminate industry and sector metrics (e.g. STR reports) to the Real Estate Team and other stakeholders and ensure the Team Members have thorough understanding of the same.

Business Development

Lead and direct the Real Estate Segment’s client relationship management by providing guidance to the reporting team on how to maintain good relationships with clients.

Identify and acquire new Real Estate clients in line with approved segment strategies to increase portfolio to generate revenue in line with Growth aspiration/Budget.

Understand the requirement of Real Estate Segment clients and provides sophisticated solutions to clients based on their needs in order to build a strong client base in turn contribution to the increase in the wallet share of these clients

Work closely with the client service team / relationship officer team to guarantee the highest quality of service to Real Estate Segment clients

Work closely with internal stakeholders to cross sell all CBD products.

Delivering Targets

Distribute targets to Senior Relationship Managers, and Relationship Managers in the team based on the overall targets assigned to the Real Estate Segment, and follow-up with team members on the achievement of these targets in order to contribute to the Corporate Banking Group’s target achievements.

Credit Approval and Quality

Ensures the quality in terms of Credit papers submitted to Credit for approval.

Ensures the quality of the credit portfolio by identifying and assessing all risks inherent in credit exposures.

Carrying out the due diligence / Monitoring of the Real Estate Segment portfolio including performance / analysis / Assets Quality review, Expiries and Covenant etc.

Product Maintenance and Enhancement

Consolidate client feedback and inputs from the subordinates regarding the provided services, analyses it while considering the relevant factors to provide recommendations to the Group Head and Products departments on proposed service improvements in order to maintain CBD’s competitive positioning and meet client needs.

MIS and Reports

Ensures that all reports of the Real Estate Segments are prepared timely and accurately, and meet the Corporate Banking Group’s requirements, policies and standards.

Prepares and reviews management reports related to the Real Estate Segments, and update CBD’s leadership team on all related activities in the assigned region in order to support management decision making.

People Management Responsibilities

Defines goals and key performance indicators for each member of the team and ensure effective implementation of the CBD performance management process.

Develops talent within the team by providing guidance and coaching to achieve the defined goals.

Education and Experience

Minimum Bachelor Degree in Economics or Finance or Business Management / CA / CFA

Minimum of 15 years of experience in Corporate Banking and preferably local experience and exposure to Corporate Real Estate.