Team Head Coverage – Large Corporates

Position OverviewThe Team Lead – New To Bank Customers Corporate Coverage is a strategic leadership role within the Corporate Banking division, tasked with driving growth by acquiring and managing relationships with corporate clients who are new to the bank. The incumbent will oversee a team of Relationship Managers and Business Development Officers, ensuring the seamless onboarding of new corporate customers and the delivery of comprehensive banking solutions tailored to their unique needs. This role demands a blend of leadership, deep market insight, customer focus, and a strong drive for excellence in client acquisition and service.

Key ResponsibilitiesTeam Leadership & ManagementLead, coach, and develop a high-performing team of Relationship Managers and Business Development professionals focused on onboarding new corporate clients. Set clear targets, KPIs, and expectations for the team aligned with the bank’s growth strategies and objectives. Team P&L and Balance Sheet growthManage a portfolio of key relationships. Foster a culture of collaboration, continuous improvement, and customer-centricity within the team. Conduct regular performance reviews, provide constructive feedback, and identify training and development needs for staff.

New Client AcquisitionDevelop and implement strategies to identify, prospect, and acquire new-to-bank (NTB) corporate customers, both borrowing and non-borrowing, across targeted industries and segments. Drive the execution of business development plans to achieve ambitious growth targets in client acquisition, revenue, market share, and balance sheet growth. Leverage market intelligence, industry networks, and digital tools to generate qualified leads and cultivate strong pipelines of potential clients. Personally engage and nurture high-value prospects, ensuring the successful conversion of leads into long-term banking relationships.

Client Onboarding & Relationship ManagementOversee the end-to-end onboarding process for new corporate clients, ensuring compliance with regulatory standards and internal policies. Collaborate with internal stakeholders (Legal, Compliance, Operations, Product, and Risk) to deliver a seamless client onboarding experience. Monitor and enhance client satisfaction through timely resolution of onboarding issues, proactive communication, and tailored support. Strategic Planning & ExecutionContribute to the development of the bank’s overall corporate customer acquisition strategy in alignment with business goals. Identify emerging market opportunities, competitive trends, and client needs to strengthen product development and positioning.

Analyze team performance metrics and market data to refine acquisition tactics and maximize results. Present regular updates and strategic insights to senior management regarding NTB pipeline progress, challenges, and recommendations. Risk Management & ComplianceEnsure rigorous adherence to all regulatory, legal, and internal compliance requirements throughout the client acquisition and onboarding process. Identify and mitigate potential risks associated with new client relationships in partnership with the Credit Risk and Compliance teams. Champion a culture of ethical banking practices and integrity within the team.

Stakeholder EngagementBuild and maintain strong relationships with internal stakeholders across various functions to facilitate efficient client onboarding and service delivery. Collaborate with Product partners to ensure that the bank’s value propositions are effectively communicated to prospective clients. Consistently seek to identify and leverage additional business opportunities, including collaborating with the Bank's international branches for requirements of new clients. Continuous ImprovementChampion process improvement initiatives to streamline client acquisition and onboarding workflows. Solicit feedback from clients and frontline staff to identify pain points and opportunities for service enhancement.

Keep abreast of best practices and innovations in corporate banking, digital onboarding, and relationship management. Qualifications & ExperienceBachelor’s degree in Business Administration, Finance, Economics, or related field (Master’s degree preferred). Strong skills in Financial Analysis (preferably CFA holder). Minimum 12-15 years of experience in corporate banking, business development, or client relationship management, with at least 3-5 years in a leadership or team management role. Proven track record of acquiring and managing corporate clients, ideally with direct experience in new-to-bank customer onboarding. Strong knowledge of corporate banking products, credit analysis, and risk management principles.

Excellent understanding of regulatory and compliance requirements in a corporate banking context (UAE). Exceptional communication, negotiation, and interpersonal skills. Demonstrated strategic thinking, analytical ability, and problem-solving skills. Proficiency in CRM systems, Microsoft Office Suite, and digital banking platforms. Ability to operate in a fast-paced, target-driven environment and manage multiple priorities. High ethical standards, attention to detail, and a customer-first mindset. Key CompetenciesLeadership & People Development: Ability to inspire, motivate, and develop team members to achieve collective goals. Business Acumen: Deep understanding of corporate banking markets, client needs, and competitive dynamics. Customer Orientation:

Commitment to delivering outstanding client experiences and building long-lasting relationships. Strategic Execution: Capability to translate strategy into actionable plans and measurable results. Communication: Strong written and verbal communication skills to effectively engage clients and stakeholders at all levels. Analytical Thinking: Ability to interpret data, assess opportunities, and make sound business decisions. Risk Awareness: Proactive approach to identifying and managing risk throughout the client lifecycle. Performance MetricsNumber and quality of new-to-bank corporate clients acquired. Revenue and profit growth generated from new corporate relationships. Client onboarding turnaround time and client satisfaction scores. Compliance with regulatory requirements and internal policies.

Team performance and engagement levels.