Job Title

Head of Liabilities Coverage

Report to

Chief Wholesales Banking Officer

Supervise

Liabilities Coverage Team

Full Team

NA

Job Purpose

To lead, build, and manage the Bank’s Liabilities Coverage function across Commercial and Corporate Banking, with full ownership of a portfolio of non-borrowing customers.

The role is responsible for originating, developing, and managing liabilities-led relationships, driving CASA growth, deposit mobilisation, and cross-selling of transaction banking, treasury, trade, and other fee-based products, while establishing a scalable and disciplined liabilities franchise aligned with the Bank’s balance-sheet and strategic objectives.

Key Accountabilities

1. Liabilities Strategy & Franchise Development

• Define and execute the Bank’s liabilities growth strategy across non-borrowing Commercial and Corporate customers.
• Build a scalable liabilities franchise focused on operating accounts, CASA balances, term deposits, and stable transactional flows.
• Establish the Bank as a primary operating bank for targeted client segments.
• Contribute to balance-sheet optimisation through sustainable liabilities growth.

2. Client Coverage, Acquisition & Portfolio Ownership

• Lead a dedicated team of Liability Relationship Managers and Acquisition Managers responsible for originating and managing non-borrowing customer relationships.
• Own end-to-end client coverage for the liabilities portfolio, including acquisition, onboarding, relationship management, and retention.
• Ensure disciplined calling activity, client planning, and structured coverage across the portfolio.
• Act as the senior escalation point for key liabilities-led relationships.

3. Cross-Selling & Revenue Growth

• Drive cross-selling of transaction banking, cash management, payments, collections, trade services, treasury, escrow, and other fee-based products within the liabilities-owned portfolio.
• Ensure structured wallet analysis and product penetration across all client relationships.
• Partner with product teams to deliver tailored, solution-driven offerings.
• Maintain pricing discipline and profitability across liabilities and non-interest income streams.

4. Risk, Controls & Portfolio Governance

• Ensure liabilities growth is aligned with the Bank’s risk appetite, liquidity framework, and regulatory requirements.
• Oversee KYC, AML, onboarding, and periodic review processes for liabilities clients.
• Monitor deposit concentration, balance volatility, and behavioural trends in coordination with Risk and Treasury.
• Ensure strong governance, documentation, and internal control standards across the portfolio.

5. Team Leadership & People Development

• Build, lead, and develop a high-performing Liabilities Coverage and Acquisition team.
• Set clear performance objectives and KPIs covering CASA growth, cross-sell penetration, fee income, and client acquisition.
• Drive a strong sales, ownership, and accountability culture through coaching and performance management.
• Promote collaboration with Product, Risk, Operations, Compliance, and Digital teams.

6. Sales Discipline & Performance Management

• Establish robust pipeline management, sales planning, and calling discipline.
• Drive consistent use of CRM and portfolio analytics tools.
• Conduct regular sales and performance reviews supported by data-driven insights.
• Identify gaps, implement corrective actions, and continuously improve productivity.

7. Governance & Compliance

• Ensure strict adherence to internal policies, procedures, and regulatory guidelines.
• Promote a culture of compliance, ethics, and sound risk management within the team.
• Support internal audits, regulatory examinations, and management reporting requirements.

Apart from the duties and responsibilities listed above, any other additional duties as advised by the Chief Wholesale Banking Officer and Bank Management from time to time.

Measures of Success

·         Growth in CASA balances and average liabilities book.

·         Increase in non-interest income through cross-selling.

·         Growth in number and quality of non-borrowing Commercial and Corporate relationships.

·         Improved product penetration and share of wallet per client.

·         Stable and diversified deposit base.

·         High customer satisfaction and retention.

·         Strong team engagement, retention, and performance delivery.

Experience: Years & Type

·         Minimum 12–15 years of banking experience

·         UAE Market experience

·         Senior experience in liabilities, transaction banking, or wholesale coverage

·         Proven track record in CASA growth, deposits mobilisation, and fee income generation

·         Experience building and leading sales and acquisition teams

·         Experience of selling wholesale banking products in a competitive market

Skills: Training/ Banking/IT/Other

Microsoft office, digitization of banking, Information Technology