Pakistan
An expert in corporate, commercial and investment banking and corporate treasury (FX and fixed income sales). Proven skills in establishing bank franchises, leading and influencing teams. Business development (credit facilities/loans, trade and deposit products). Enhanced acumen in FX trading, credit risk management, financial, business and risk analyses. Investment advisory and portfolio management skills (equities and bonds). Sound communication and presentation skills. An MSc in Finance and Risk Management (with Distinction) from University of Stirling, UK (2022).
Leading the Public Sector Department, (public sector clients) on Pan-Pakistan basis. Engaging with and influencing business partners (branches, colleagues and business heads) to ensure business growth (funded, unfunded, trade, deposits, treasury and ancillary business).
Leadership and Influence: Established the bank’s corporate treasury in the northern markets – equipped to deal in the FX, ALM and money markets. Reporting to the C-suite, engaging with and influencing business partners (branches, colleagues and business heads) to ensure business growth (international trade and fixed income sales business). Aligning with and influencing senior management to solicit growth. Working with colleagues in cross-selling corporate/commercial bank products, to enhance brand image and earnings. Relationship Management: Highlighting new business opportunities and clients to close deals. Coverage mainly in corporate, commercial, HNW and government clients. FX trading: FX deals/products include pricing cash, spot, derivatives, discounting, and trade finance deals. Fixed Income Sales/Advisory: Advising clients on investments in T-Bills/Bonds in primary and secondary markets. Client onboarding via opening Investor Portfolio securities (IPS) accounts. Investment interest/advisory in fortnightly auctions of T-bills/bonds and on investment strategies, expected returns/risks, YTM, mark-to-market loss/gain, interest rate scenario, tax issues, and regulations. Economic Research and Advisory: Continuous appraisal of financial markets and economy. Advising clients on current news/events and expected impacts on financial markets, currency/bond prices, interest rate, yield curve, and risks to value of portfolios. Audit and Compliance: Compliance with AML/KYC/CFT/CDD/EDD regulations on account opening relevant to types of clients. Facing audit and complying with internal/external limits, regulations, policies and procedures. Performance management and assessment of team members. Training and development of corporate dealers.
Responsible for managing the CIB portfolio (loans, deposits and trade facilities) reporting to the Regional Corporate Head, North. Achievements: Founder of CIB franchise in the northern markets; corporate/commercial loan, trade and deposit books. Structured systems, processes and portfolio and hired RMs. Established/designed corporate branches. Led bilateral and syndicated facilities as lead/agent/trustee. Led and trained teams of RMs. Cross-selling bank products. Engaging with stakeholders to develop business and ensure profitability. Lead generation/origination: Marketing/onboarding clients/deals in the credit market and obtaining liquidity/deposits. Coverage in the corporate/commercial/HNW and SME sectors; textile, sugar, cement, power, healthcare, construction, infrastructure, banks/FIs, fertilizer, oil and gas, telecom, government, NGOs and education sectors. Industry/Economic Research: Vigilance on economy, news/events, impacts on financial markets, industries/sectors, regulations, currency/bond prices, interest rate, yield curve, and portfolio risks. Reviewing credit applications: Pertaining to loan facilities (bilateral and syndicated) for approval of higher authorities. Leading, managing and monitoring syndicated/consortium loans. Influence: Presentation/deliberation of credit proposals with senior management/credit committees to chase/justify and get credit approvals. Engaging teams for quick drawdowns. Budgets/Targets: Meeting annual/quarterly/half-yearly budgets. Leading/engaging/pushing teams to ensure following strategies to meet business targets. Facing audit and compliance teams pertaining to portfolio parked at several branches in the territory. Performance management: Oversight of the portfolio MI, detection of unusual activities/fraud, immaculate MI and portfolio performance, and assignment of KPIs to colleagues/direct reports.
Lead Origination: Onboarding corporate/commercial clients in textile, sugar, cement, power, healthcare, infrastructure, banks/FIs, fertilizer, oil & gas, telecom, government, NGOs and education sectors. Economic Analysis: News/events, financial markets, industries/sectors, regulations, currency/bond prices, interest rate, yield curve and portfolio risks. Conduct risk: Compliance with policies including AML/KYC/CFT/CDD/EDD. Credit risk: Sponsors, credit history, conditions, capacity, financial statements, ratios, sensitivity, project and risk analyses. Strict adherence to prudential regulations and bank policies. Facility structuring: purpose, tenor, interest/fee pricing, collateral, covenants, commercial terms, project debt/equity, costs, working capital assessment, RAROC, and repayment mechanisms. Risk Assessment/Modelling: Internal risk rating (IFRS9), using proprietary IRR models. Credit risk modelling using Excel, STATA and R. Credit applications: Structuring credit proposals/presentations combining all analyses: policy, prudential regulations, credit risk, financial, risk rating, RAROC and facility structuring. Funded/Unfunded Facilities: Short-term bilateral facilities, including asset finance (backed by collateral such as mortgage, pledge, stock, current/fixed assets), working capital finance (trade and invoice finance) and project finance (long term bilateral/syndicated finance). Bilateral/syndicated letters of credit and letters of guarantees Facility/Security Documentation: Managing pre/post approval/drawdown formalities. Engaging lawyers, technical advisors, collateral evaluators, and security valuators. Engaging credit administration for drawdowns. Facility Monitoring: Facility conduct, recovering principal/interest payments. Restructuring facilities/non-performing loans. Warning recovery/special assets teams in cases of fraud/non-payment/legal issues. Facing audit: Internal/external compliance/audit and preparing responses.
Marketing MCB’s strengths to corporate clients and soliciting deals of Importers and Exporters (Corporate Clients) countrywide, while keeping in touch with exposure position of the FX inter-bank desk on various foreign currencies, such as USD, GBP, EUR, JPY etc. Arranging for FX forward contracts (sale and purchase) for customers. Providing best possible FX rates to customers for cash deals, in light of volatile inter-bank marketrates. Monitoring costs of foreign currencies purchased for cash/spot and future deals by keeping in contact with the Money Market desk. Keeping the FX inter-bank desk aware of upcoming FX requirements of customers in base and third currencies, enabling them to arrange for these currencies and manage their future FCY gap positions accordingly. Meeting daily targets for FX trading (purchase and sale) assigned by the Treasurer. Coordinating with 350 branches nationwide to supervise timely reporting and processing of daily FX business deals. Marketing of commercial & retail loans at various branches. Assessment of credit requests in light of repayment capacity of customers and preparation of credit proposals for credit facilities such as Running Finances and other loans. Reporting & monitoring of repayments of installments/ mark-up of loans. Disbursement of Credit Facilities in adherence to and in the light of Prudential Regulations under approval of the Head/Controlling Office. Analyzing and processing requests for establishment of letters of credit (LCs) by corporate and commercial clients. Routing and reporting FX transactions including Foreign Remittances. Handling Foreign Currency (FCY) accounts operations and maintenance of stock of FCY.