Vice President Custody Client Management and Business Development (Qatarization)

About QNB

Founded in 1964 as Qatar's inaugural Qatari-owned commercial bank, QNB Group has expanded to be the leading bank in the Middle East and Africa region. The Group operates in over 31 countries on three continents, employing upwards of 28,000 individuals who serve nearly 20 million customers through 1,000 branches and a network of 4,300 ATMs.

Renowned for its strong financial standing, QNB holds high credit ratings from Standard & Poor's (A), Moody's (Aa3), and Fitch (A+). It is also recognized as the most valuable banking brand in the MEA region by Brand Finance Magazine and actively supports social, educational, and sporting initiatives.

Role Summary

The Vice President will oversee all custody clients and lead the client management team, which includes Custody Relationship Managers and Client Services. The role's focus is to retain and expand the custody client base while achieving agreed objectives.

Key Responsibilities

• Develop and execute strategies to meet volume, revenue, and profit objectives.
• Drive market share growth and ensure sustainable expansion of the custody client portfolio.
• Maximize marketing impact and sales through effective service delivery by the team.
• Implement key performance indicators and best practices to enhance efficiency and productivity.
• Promote cost-effectiveness and avoid waste to optimize the bank’s benefits.
• Delegate authority appropriately and supervise its exercise within set limits.
• Maintain a comprehensive understanding of the bank's financial and non-financial performance drivers.
• Address potential and existing clients’ needs, leading customer-oriented initiatives within the custody department.
• Establish and review procedures for onboarding, client meetings, business proposals, engagement plans, and annual activities.
• Manage client communication channels, including the shared mailbox, ensuring responses comply with agreed service level agreements.
• Foster strong collaborative relationships with internal departments to support Group objectives.
• Provide timely data to auditors and Compliance as needed.
• Lead management of key strategic client relationships, targeting, and acquisition efforts.
• Develop and implement client sourcing frameworks and prioritize target clients.
• Oversee client referrals, incentives, and maintain target client lists using internal and external sources.
• Define client engagement strategies and allocate clients among Relationship Managers and Officers.
• Monitor sales conversion rates and manage sales targets for team members.
• Oversee client onboarding and ongoing account maintenance, including due diligence and KYC documentation, collaborating with operations teams to meet SLAs.
• Participate in discussions with high-value clients and support Relationship Managers.
• Identify evolving client needs in coordination with product development and network management.
• Maintain service quality standards and monitor SLAs within internal departments.
• Proactively manage client satisfaction, resolve issues, and initiate service or system improvements.
• Report on acquisition pipeline, prepare monthly sales reports for Head of Group Custody, and contribute client insights to product development.
• Collaborate with regulatory authorities and internal audit and compliance functions as necessary.
• Oversee budgets for the Relationship Manager/Officer team and client acquisition activities.
• Manage staff workload, recruitment, performance review, mentoring, and training to optimize productivity and career growth.
• Lead continuous improvement initiatives, encouraging innovation and industry-best practices.
• Ensure ongoing professional development for self and the team, maintaining awareness of industry developments.
• Adhere to all legal, regulatory, and compliance policies, including AML, sanctions, data protection, fraud control, whistleblowing, conflicts of interest, and conduct risk management.
• Support risk management frameworks such as RCSA, KRI, incident reporting, and remediation.
• Maintain confidentiality and high standards in handling sensitive client and bank information.
• Perform other duties and assignments as requested by management.

Qualifications & Experience

• University degree preferably in Marketing, Banking, Finance, Accounting, Economics, Business Administration, or Information Technology; Masters degree preferred.
• At least 12 years of experience in client management and business development with a focus on custody banking, investment management, or fund administration.
• Minimum 5 years of direct experience in custody operations.
• Strong understanding of custody and institutional banking products.
• Proven management experience with success in business strategy development and execution.
• Demonstrated leadership abilities in staff performance oversight and engagement.

Additional Requirements

• Applicants must provide a Resume/CV, Passport or QID copy, Education Certificate, and Birth Certificate.