Citi Commercial Bank Head ME in United Arab Emirates

  • Primary Location: United Arab Emirates,Dubai

  • Education: Bachelor's Degree

  • Job Function: Sales

  • Schedule: Full-time

  • Shift: Day Job

  • Employee Status: Regular

  • Travel Time: Yes, 25 % of the Time

  • Job ID: 16066809


Job Purpose:

Manage the Citi Commercial Bank business in Middle East (comprising UAE, Jordan and Bahrain). This role entails responsibility for developing and executing the business strategy for the Commercial Bank in Middle East, responsibility for the full P/L of the business to ensure sustainable and predictable earnings and adequate customer satisfaction. All of this must be achieved within a sound control environment in which the business operates.

Job Background/context:

The Commercial Bank business in UAE serves approx. 600 clients in two sub-segments: Middle Market, SMEs. A key element of this position is close partnership with products (Transaction Banking as well as Markets), operations, and risk management. The size of the business is USD 50 MM in revenues and Headcount of 64 (expected YE2016)

Key Responsibilities

• Develop, implement and execute business strategy to support our organic growth targets leading to sustainable and predictable results.

• Grow market share in our key segments looking for opportunities to grow our customer base with quality acquisition.

• Full responsibility for P/L of the Commercial business, i.e. revenues, expenses, allocations, CoC and adequate returns on capital as well as sound operating efficiency – drive a balance scorecard.

• Develop a deep understanding of the market and develop mechanisms to obtain market intelligence

• Frequent contact with key customers in the Regions, owners of key customers as well as local authorities.

• Ensure the right value proposition is in place for the customer sub-segments managed in CCB: Middle Market, SME.

• Establish adequate pricing policies for the different customer segments to drive adequate returns at the customer level.

• Responsibility for quality of the credit portfolio, origination in line with Target Market, prompt problem recognition and CoC within Plan. This involves providing training and coaching to the CCB Staff.

• Act as Senior Sponsoring Officer for some of the largest clients in CCB.

• Close partnership with risk to ensure that the right credit approach (program and procedures) are in place to allow sound growth of the credit portfolio, avoid negative selection and maintain desired portfolio quality.

• Manage and motivate the team located in different cities, ensuring the right organizational structure, adequate compensation model and the right staffing levels.

• Talent development, coaching and counselling staff to provide stretch targets and fulfilling assignments.

• Alignment and close partnership with products (Markets and TTS) to ensure continuous product development for CCB customers.

• Grow underlying business drivers (assets, liabilities, FX volume), maximizing returns.

• Partner with Operations and Technology to ensure product delivery within standards and at the right cost.

• Ensure sound quality of the credit portfolio and full compliance with credit policies and procedures as well as growing the business in line with the approved Target Market.

• Ensure a sound control environment with respect to compliance, legal and regulatory factors.

Development Value:

This position gives the individual the opportunity to grow the business and manage a complex business end to end. It also requires strong people management skills across diverse teams where managerial and leadership skills can be developed and put in practice. The role requires full p/l management which means that the person gains experience in managing revenue growth, optimizing processes and infrastructure as well as in growing a healthy credit portfolio. Several interactions with Senior Risk partners create an opportunity to learn about more complex risk issues, new policies and market trends.



• Minimum 10 years experience as business manager

• Minimum 7 years experience in the banking sector

• Fluent in English

• Spoken Arabic desirable but not essential

• Business builder capable of creating vision and motivating the team

• Proven track record of successfully managing a complex business with P and L management experience

• Experience in sales of banking products to Commercial Bank type of customers

• Good understanding of the different banking products

• Superior knowledge and experience in credit risk management

• Experience in remedial management preferred


• University Degree, preferred to have MBA or equivalent in Business Management/ Banking or Chartered Accountant/CFA/CPA

• SCO or SCO candidate

Exceptional candidates who do not meet these criteria may be considered for the role provided they have the necessary skills and experience.

Skills and Competencies:

• Highly focused, able to rapidly determine key priorities, clearly communicate the priorities and ensure resources are properly aligned

• Proven leadership ability with excellent interpersonal communication skills at all levels. Reputation in industry attracts talent.

• An accomplished manager who has the ability and drive to manage and motivate large teams

• Excellent client interaction skills with different clients operating in different industries

• Strong execution skills

• Sharp business focus, demonstrating innovative approaches

• Highly effective influencing skills, uses appropriate interpersonal and communication skills to gain acceptance of an idea, plan or activity

• Sound decision making while able to agreeably present another viewpoint

• Superior organizational skills, excellent written and presentation skills

• High level of personal integrity

• Ability to work effectively in a matrix-environment

• Results-driven person with sound financial acumen

Demonstrates the following Leadership Standards:


Builds talent and teams for Citi by creating a culture of meritocracy and transparency, and celebrating excellence, initiative and courage

• Inspires and empowers the team to work collaboratively to achieve superior results

• Creates an environment where people hold themselves to the highest ethical standards

• Models personal growth and consistently provides coaching and feedback in support of on-going development and retention

• Attracts great talent, builds a diverse talent pipeline, and recognizes, rewards, and promotes based on performance


Enables economic value and positive social impact for clients, companies, governments, and communities

• Puts clients first by anticipating, understanding, and exceeding their expectations and needs

• Acts as a trusted partner to clients by delivering superior advice, products and services

• Brings the best of Citi and knowledge of global issues and market trends to create value and goodwill with clients

• Drives innovation, competitive differentiation and speed to market by actively learning from others


Works collaboratively across the firm and encourages others to achieve the best results for Citi and our clients

• Exemplifies global leadership by embracing unique perspectives from across Citi to achieve the best solutions

• Challenges self and colleagues to higher levels of performance by actively listening and engaging in constructive dialogue

• Treats people with respect and assumes the intentions of others are based on common goals and shared purpose


Champions a culture of high standards, pushes for progress, embraces change and challenges the status quo in support of Citi’s vision and global strategy

• Communicates a vision that is forward looking and responsive to changes in the environment

• Inspires enthusiasm and mobilizes resources for productive and innovative change

• Exhibits confidence and agility in challenging times

• Sets a positive tone when implementing Citi-wide change initiatives


Ensures systemically responsible outcomes while driving performance and balancing short- and long-term risks

• Sets the standard for the highest integrity in every decision

• Leads by example; willing to make difficult choices in support of Citi and our stakeholders

• Makes Citi better for all by putting the clients’ and Citi’s interests ahead of individual or team interests

• Has the courage to always do what’s right and the humility to learn from mistakes


Sets high standards and achieves performance objectives by creating a clear path toward ethical and sustainable results

• Translates Citi’s strategy info effective business plans while proactively overcoming obstacles

• Prioritizes and provides a clear line of sight to the most critical work

• Sets goals and measures progress to ensure the organization is focused on ethics, execution, and results

• Expects self and team to consistently meet/exceed expectations

Exceptional candidates who do not meet these criteria may be considered for the role provided they have the necessary skills and experience.

Valuing Diversity: Demonstrates an appreciation of a diverse workforce. Appreciates differences in style or perspective and uses differences to add value to decisions or actions and organisational success.

Citi is an Equal Opportunities Employer.