Head of Large Corporate

Our client, A leading Bank in Jordan, is looking for Head of large Corporate to be based in Amman Jordan and reports to Corporate Banking Chief

Interested candidates who meet the criteria can apply online or by forwarding their CVs directly to the below email address and put in the subject (Banking – Head of Large Corporate - Jordan):

vacancies@jordan-impact.jo 

Head of Large Corporate Banking

Organization: Bank operating in the Hashemite Kingdom of Jordan
Department: Corporate Banking
Location: Amman, Jordan
Reports to: Corporate Banking Chief
Direct reports: Senior Relationship Managers, Relationship Managers, Corporate Analysts and assigned support staff
Management level: Senior Management
Employment type: Full-time

Position Purpose

The Head of Large Corporate Banking is responsible for developing, managing and growing the bank’s portfolio of large corporate and institutional clients while maintaining sound credit quality, regulatory compliance and sustainable risk-adjusted profitability. The position leads the origination and structuring of corporate credit facilities, deposits, cash-management solutions, trade-finance services, treasury products and other banking solutions for major corporations and business groups operating in Jordan and relevant regional markets.

The Head of Large Corporate Banking serves as the principal senior relationship contact for strategically important corporate clients and is accountable for portfolio performance, client coverage, business development, credit discipline, early-warning management, revenue growth and the leadership of the Large Corporate Banking team. Large corporate clients will be classified in accordance with the bank’s approved customer-segmentation criteria.

Principal Accountabilities

1. Large Corporate Banking Strategy

• Develop and execute the Large Corporate Banking strategy in alignment with the bank’s overall strategy, risk appetite, capital plan and financial objectives.

• Define priority sectors, target-client criteria, product opportunities and relationship-coverage models.

• Prepare annual business plans, budgets, portfolio targets and account-development priorities.

• Establish an effective market-coverage plan for major corporations, groups, government-related entities and institutional clients.

• Identify opportunities arising from economic, sectoral, investment and infrastructure developments in Jordan.

• Maintain a balanced portfolio across industries, customer groups, products, maturities and risk categories.

• Ensure that business growth remains consistent with approved sector, country, group, single-obligor and concentration limits.

• Monitor competitor activity, market pricing, client expectations and emerging corporate-banking trends.

• Present portfolio strategy, performance, pipeline and material concerns to Executive Management and relevant committees.

• Recommend changes to the bank’s corporate products, service model, credit proposition and market approach.

2. Business Development and Client Acquisition

• Identify, approach and acquire financially sound large corporate relationships.

• Develop a qualified pipeline of new business opportunities within approved target markets and sectors.

• Lead senior-level meetings, negotiations and presentations with corporate shareholders, Board members, CEOs, CFOs and treasury executives.

• Understand each client’s business model, ownership, strategy, industry position, financial needs and banking relationships.

• Develop comprehensive relationship plans for priority prospects and existing clients.

• Originate lending, working-capital, trade-finance, cash-management, deposit, treasury and other fee-generating opportunities.

• Coordinate complex proposals involving several banking products or internal functions.

• Maintain disciplined opportunity management and realistic revenue projections.

• Ensure that client acquisition does not compromise the bank’s credit standards, pricing discipline or compliance requirements.

• Represent the bank professionally at corporate, industry and business events.

3. Strategic Relationship Management

• Act as the executive sponsor for the bank’s most important large corporate relationships.

• Build sustainable, multi-level relationships with decision-makers and key stakeholders.

• Ensure that each major relationship has a documented account plan and clear wallet-development strategy.

• Anticipate client financing, liquidity, transaction and risk-management requirements.

• Conduct regular client reviews and maintain an appropriate frequency of senior engagement.

• Ensure prompt and coordinated responses to client inquiries, requests and service problems.

• Protect the bank’s reputation by ensuring that commitments made to clients are realistic, properly authorized and delivered.

• Monitor customer satisfaction, relationship profitability and share of wallet.

• Address signs of relationship deterioration, competitive pressure or client attrition.

• Maintain confidentiality and avoid conflicts of interest in all client dealings.

4. Credit Origination and Structuring

• Lead the origination, assessment and structuring of credit proposals for large corporate clients.

• Ensure that financing structures are appropriate to the customer’s purpose, cash flow, business cycle and repayment capacity.

• Oversee the preparation of high-quality credit applications, annual reviews, interim reviews and amendment requests.

• Ensure credit submissions contain reliable analysis of:

  • Ownership and management

  • Business model and competitive position

  • Industry and economic risks

  • Historical and projected financial performance

  • Cash flow and repayment capacity

  • Existing indebtedness

  • Group relationships and connected exposures

  • Facility purpose and structure

  • Collateral and guarantees

  • Covenants and conditions

  • Pricing and risk-adjusted return

  • Environmental, social and reputational considerations

  • Key risks, mitigants and stress scenarios

• Challenge assumptions, projections and proposed structures before submission to Credit Risk.

• Ensure appropriate use of working-capital, term-loan, overdraft, revolving, project-finance, syndicated, trade and contingent facilities.

• Coordinate complex transactions with Credit Risk, Legal, Treasury, Trade Finance, Operations and external advisers.

• Ensure that proposals are submitted within delegated authorities and approved credit policies.

• Maintain clear separation between business sponsorship and independent credit approval.

• Ensure that no facility is presented as committed to the client before obtaining all required approvals.

5. Portfolio and Credit-Quality Management

• Maintain continuous oversight of the Large Corporate credit portfolio.

• Ensure timely completion of annual reviews, interim reviews, covenant testing and financial-information updates.

• Monitor borrower performance, account activity, facility utilization, repayment behavior and compliance with approval conditions.

• Identify early-warning indicators and signs of financial or operational deterioration.

• Ensure prompt classification, escalation and management of watchlist and vulnerable accounts.

• Develop appropriate account strategies for clients experiencing financial difficulty.

• Coordinate remedial actions with Credit Risk, Legal, Collections, Special Assets and senior management.

• Monitor excesses, past dues, expired limits, missing documentation and unfulfilled conditions.

• Ensure timely correction of collateral, insurance, legal-documentation and covenant deficiencies.

• Review sector, concentration, maturity and group-exposure risks.

• Ensure that expected credit loss, staging and impairment processes receive timely and accurate business information.

• Minimize nonperforming exposures, credit losses and avoidable provisions.

• Ensure that portfolio growth does not exceed the team’s monitoring and control capacity.

6. Profitability, Pricing and Balance-Sheet Management

• Deliver approved revenue, asset, deposit, fee-income and profitability targets.

• Manage each relationship on a total-return and risk-adjusted basis.

• Ensure appropriate pricing for credit risk, capital usage, liquidity, tenor, collateral, operating cost and relationship value.

• Avoid unjustified pricing concessions and escalate exceptions through approved authorities.

• Grow stable corporate operating deposits and transaction balances.

• Improve fee income from trade finance, guarantees, cash management, payments, treasury and advisory services.

• Monitor net interest margin, spreads, commissions, utilization and relationship-level profitability.

• Identify low-return or capital-intensive relationships and develop corrective strategies.

• Work with Finance, Treasury and Risk to optimize capital, liquidity and balance-sheet utilization.

• Ensure that projected revenues and cross-selling benefits included in credit proposals are monitored after approval.

• Prepare accurate forecasts and explanations of variances against budget.

7. Product and Cross-Selling Leadership

• Promote an integrated relationship-banking approach rather than reliance on credit products alone.

• Coordinate with relevant product and business units to provide clients with suitable solutions in:

  • Working-capital finance

  • Term and structured lending

  • Project and infrastructure finance

  • Syndicated and club loans

  • Trade finance

  • Letters of credit and guarantees

  • Supply-chain finance

  • Cash and liquidity management

  • Payments and collections

  • Payroll and employee banking

  • Foreign exchange

  • Interest-rate and treasury solutions

  • Corporate cards

  • Digital corporate banking

  • Investment and advisory services, where offered

• Engage product specialists early in major client opportunities.

• Ensure that proposed products are suitable, appropriately approved and clearly explained to clients.

• Monitor product penetration and the delivery of anticipated cross-selling income.

• Work with product and technology teams to identify unmet corporate-client needs.

8. Trade Finance and Transaction Banking

• Expand the use of trade-finance, cash-management and transaction-banking services among large corporate clients.

• Understand client import, export, supply-chain, collection, payment and liquidity requirements.

• Coordinate the structuring of documentary credits, guarantees, collections and other trade instruments.

• Ensure trade-finance transactions comply with approved limits, sanctions controls and applicable international rules.

• Promote digital corporate-banking platforms and process integration.

• Grow operating-account balances and transaction volumes.

• Resolve significant service or operational problems in cooperation with Operations and Technology.

• Monitor the quality, efficiency and profitability of transaction services provided to corporate clients.

9. Compliance, KYC and Financial Crime Controls

• Ensure full compliance with applicable Jordanian laws, Central Bank of Jordan instructions and the bank’s internal policies.

• Maintain first-line accountability for customer due diligence and financial-crime risk within the Large Corporate portfolio.

• Ensure that client identification, beneficial ownership, ownership structures, authorized signatories and source-of-funds information are complete and current.

• Ensure appropriate risk classification and enhanced due diligence for higher-risk relationships.

• Understand complex corporate groups, related parties, cross-border structures and economic beneficiaries.

• Ensure timely KYC reviews and remediation of incomplete or expired files.

• Cooperate fully with Compliance, AML/CFT and Sanctions functions.

• Escalate suspicious, unusual or inconsistent activities through approved internal channels.

• Ensure that employees do not disclose internal suspicions or investigations to clients.

• Apply sanctions, embargo and restricted-country controls to relevant lending and trade transactions.

• Ensure compliance with anti-bribery, corruption, conflict-of-interest, data-protection and bank-secrecy requirements.

• Decline or exit relationships presenting unacceptable legal, compliance or reputational risk.

10. Operational and Documentation Control

• Ensure that approved facilities are not utilized before completion of required documentation, collateral and conditions precedent.

• Coordinate with Credit Administration, Legal and Operations to achieve accurate and timely facility implementation.

• Monitor documentation deficiencies, expired limits, incomplete securities and pending conditions.

• Ensure that client instructions and transactions are processed through authorized and controlled channels.

• Maintain accurate client, facility and relationship records.

• Ensure compliance with delegated authorities, maker-checker controls and segregation of duties.

• Investigate significant operational incidents, errors and client complaints.

• Implement corrective action for recurring service or control failures.

• Ensure timely closure of audit, compliance, operational-risk and regulatory findings relating to the department.

11. Team Leadership and Development

• Lead, coach and evaluate the Large Corporate Banking team.

• Establish clear client portfolios, responsibilities, objectives and performance measures.

• Ensure effective allocation of relationships based on complexity, sector, workload and employee capability.

• Recruit and retain high-caliber relationship managers and corporate analysts.

• Develop team capability in financial analysis, credit structuring, negotiation, sector analysis and relationship management.

• Review the quality of client plans, call reports, credit proposals and portfolio-monitoring activities.

• Conduct regular pipeline, portfolio, risk and performance reviews.

• Establish succession plans for key positions and critical client relationships.

• Promote ethical behavior, professional judgment, collaboration and accountability.

• Ensure that incentive and performance decisions consider both business results and risk-management behavior.

• Take appropriate action where employees repeatedly breach policies or credit discipline.

12. Stakeholder and Governance Management

• Maintain productive relationships with Credit Risk, Treasury, Trade Finance, Operations, Finance, Legal, Compliance and other relevant functions.

• Participate in management and credit committees as appointed.

• Provide accurate and balanced information to decision-makers.

• Escalate material credit, conduct, compliance, operational and reputational concerns.

• Respond promptly to internal audit, external audit and regulatory requests.

• Ensure implementation of approved committee and management decisions.

• Avoid actions that could compromise the independence of Credit Risk, Compliance or Internal Audit.

• Support the bank during Central Bank of Jordan examinations and supervisory reviews.

• Maintain appropriate records of major client, credit and portfolio decisions.

Decision-Making Authority

Subject to the bank’s approved policies and delegation-of-authority framework, the Head of Large Corporate Banking may:

• Approve business and relationship plans within assigned authority.

• Allocate clients and prospects among relationship managers.

• Approve pricing proposals and exceptions within delegated limits.

• Recommend new, renewed, amended or restructured credit facilities.

• Recommend client acceptance, retention, restriction or exit.

• Escalate deteriorating exposures and request transfer to watchlist or remedial management.

• Require corrective action regarding client files, documentation, monitoring or service failures.

• Participate in credit decisions where formally authorized, without compromising independent risk review.

• Approve departmental expenses and resource allocation within the approved budget.

• Represent the bank in authorized negotiations with clients and external stakeholders.

The position does not have unilateral authority to approve credit facilities unless expressly provided within the bank’s approved credit-authority framework.