MD & Head of Client Management,Securities Services

JOB SUMMARY / INTRODUCTION

• Lead the Client Management function for Securities Services as a senior commercial leadership role, with responsibility for deepening strategic client relationships, growing revenue and strengthening FAB’s position across Direct Custody & Clearing, Global Custody, Fund Administration, Performance & Risk Measurement, Middle Office Outsourcing and Securities Finance.
• Own the P&L of the existing Securities Services client portfolio across the GCC and Egypt, with responsibility for supporting FAB’s Asia expansion as the business extends its Securities Services platform into selected growth markets.
• Combine strategic client planning, disciplined execution, wallet penetration and retention to deliver sustainable revenue growth and agreed financial objectives across a multimarket institutional client franchise.
• Provide experienced leadership to a high-performing Client Management organisation across Service Directors, RFP and Transitions, setting the standards for senior client engagement, execution quality, implementation discipline and cross-functional delivery with Product, Sales and Operations.
  
  KEY RESPONSIBILITIES
• Client Management and Relationship Leadership
• P&L Ownership, Revenue Growth and Client RetentionService Delivery, RFP Management and Client Transitions
• Integrated Securities Services Product Support
• Lead the Securities Services Client Management function as a senior strategic and commercial leadership mandate across the GCC and Egypt, with responsibility for supporting FAB’s Asia expansion and building a market-leading, client-focused engagement model across the full Securities Services proposition.
• Act as a senior relationship leader for strategic institutional clients, bringing depth of market experience, product knowledge and executive-level credibility to deepen relationships, identify growth opportunities and position FAB as a long-term partner.
• Own the P&L of existing Securities Services clients across the GCC and Egypt, with accountability for strategic account planning, revenue growth, wallet penetration, client retention and delivery against agreed commercial objectives, while supporting the commercial build-out of the Asia expansion.
• Translate business strategy into practical execution plans, ensuring that client priorities, revenue opportunities, implementation requirements and service commitments are clearly owned and delivered across the organisation.
• Set the operating rhythm, performance standards and engagement disciplines required for the Service Director team to deliver consistently high-quality, commercially aware and solution-focused client coverage.
• Develop collective client calling plans and senior engagement priorities that maximise revenue from the Bank’s existing client relationships and create structured opportunities for cross-sell across the wider Securities Services platform.
• Ensure client coverage, service delivery and commercial execution are appropriately adapted to the regulatory, market infrastructure and client requirements of each jurisdiction, including the GCC, Egypt and selected Asian growth markets.
• Drive effective cross-functional delivery across Product, Sales, Operations, Legal, Compliance and other stakeholders, ensuring alignment between client commitments, risk appetite, operational readiness and commercial priorities.
• Act as the senior client relationship owner and escalation point for material client matters, applying judgment, governance discipline and stakeholder management to resolve issues and protect longterm client value.
• Provide senior product and market expertise across the integrated Securities Services proposition, working closely with Product, Sales and Operations to shape solutions, test commercial viability and position FAB’s full capabilities effectively.
• Contribute to product development and enhancement initiatives by providing client insight, market intelligence, competitor awareness and knowledge of global market practice across the Securities Services platform.
• Support the review and negotiation of commercial and legal terms for Securities Services opportunities, ensuring that client outcomes, profitability, execution risk and governance requirements are appropriately balanced.
• Marketing and Industry Profile
• Coordinate the development of the FAB Securities Services marketing plan and related client materials, ensuring that external positioning reflects the scale, maturity and strategic direction of the business.
• Work with Marketing and relevant business stakeholders to support industry submissions, thought leadership activity, awards and participation in selected industry forums and events.
• Functions within the framework and boundaries of Group policies as well as overall organisational and governance frameworks;

Authorised to take decisions as per the approved authorisation matrix.

REQUIREMENTS / QUALIFICATIONS

• Degree in a relevant discipline.
• 15+ years’ senior experience in client management, relationship management, commercial leadership, sales or product leadership within financial services, preferably across custody, clearing, fund administration, middle office, securities finance or related Securities Services businesses.
• Deep understanding of Securities Services products, operating models and client requirements, including Direct Custody & Clearing, Global Custody, Fund Administration, Performance & Risk Measurement, Middle Office Outsourcing and Securities Finance.
• Proven track record of managing senior institutional client relationships, developing strategic account plans, growing existing revenue, improving wallet share and maintaining strong client retention.
• Demonstrated ability to combine strategy and execution, translating business objectives into disciplined plans, measurable outcomes and coordinated delivery across complex stakeholder groups.
• Experience leading senior teams and setting high standards for client coverage, commercial discipline, service quality, implementation governance and cross-functional accountability.
• Strong commercial judgment, negotiation capability, influencing skills and decision-making maturity, with the ability to simplify complex issues and drive effective execution.
• Executive presence and credibility with senior clients and internal management, including the ability to operate effectively in high-value, strategic and commercially sensitive situations.
• Track record of delivering business improvement, service excellence, revenue growth and measurable commercial outcomes in a complex financial services environment.
  
  Preferred / Beneficial
• Professional qualification in business, finance, securities services or a related field would be advantageous.
• Experience operating across multiple markets, with knowledge of the GCC, Egypt and/or Asian securities services markets considered highly advantageous.