Organization Unit Purpose

EMCAP PSC (Custody), in partnership with a Global Custodian, will be offering securities related services including local and international custody. Candidate will provide operational support to Internal & External stakeholders. Adherence to Rules and Regulations from the Regulators (i.e. SCA, DFSA); Markets (i.e. DFM, ADX, NASDAQ DUBAI, DGCX), ensure compliance with ENBD policies and procedures as well as underlying SLAs / Agreements / SLAs with affiliated and non-affiliated TMs.

Job Purpose

• Acquire new custody clients and drive revenue growth through targeted sales strategies.
• Manage existing relationships.
• Improve Custody service levels by effective coordination and collaboration with internal & external stake holders.
• Developing, enhancing, and supporting custody products to deliver tailored solutions that meet client needs.
• Drive the strategic development of custody offerings, identify market opportunities, and ensure product alignment with industry standards and client expectations.

Job Content

Sales & Business Development

• Develop and execute sales strategies to identify and acquire new custody clients, expanding the company’s client base.
• Proactively identify new business opportunities within the custody sector, including institutional investors, asset managers, and other financial services clients.
• Prepare and deliver compelling sales presentations, proposals, and product demonstrations tailored to potential clients' needs.
• Work closely with the product and operations teams to ensure client solutions are competitive, compliant, and aligned with market trends.

Client Relationship Management

• Serve as the primary contact for an assigned portfolio of custody clients, ensuring that their needs are met and that strong, long-term relationships are maintained.
• Develop a deep understanding of clients' business objectives and custody service requirements to offer strategic advice and tailored solutions.
• Regularly meet with clients to review their service needs, address any concerns, and provide updates on new products or industry developments.
• Manage and resolve any issues or challenges faced by clients, working with internal teams to ensure a high level of client satisfaction.

Revenue Growth & Cross-Selling

• Achieve and exceed sales and revenue targets by identifying cross-selling opportunities for additional products and services within the custody portfolio.
• Work with other business lines (e.g., asset servicing, reporting, treasury) to offer integrated solutions that enhance the client’s overall experience and increase wallet share.
• Negotiate and finalize service agreements with clients, ensuring terms are favorable and aligned with company goals.

Client Retention & Satisfaction

• Monitor client satisfaction through regular communication, feedback, and performance reviews.
• Implement client retention strategies to ensure high renewal rates and minimize client attrition.

Market Research & Industry Trends

• Stay informed on industry trends, competitor activity, and regulatory developments that impact custody services and client demands.
• Provide feedback to management on market conditions, potential opportunities, and threats to the custody business.
• Participate in industry conferences, networking events, and seminars to enhance market knowledge and represent the company.

Collaboration with Internal Teams

• Work closely with internal stakeholders, including product, operations, and legal teams, to ensure seamless delivery of custody services.
• Communicate client requirements and feedback to relevant departments to continuously improve service offerings and enhance client satisfaction.
• Participate in cross-functional projects aimed at improving sales strategies, client service, and product innovation

Projects/Initiatives

• Ensure valuable input to new and ongoing activities.
• Identify processes for improvement and automation in the relevant work area

Support & Back Up as assigned

• Act as back up for other team members when assigned.
• Ensure adherence to task lists as per the assignments.
• Support in any other task assigned by the Head of Custody

Education

• Bachelor’s degree
• Professional examination

Experiences

5 years of experience in in related field/area

Knowledge & Skills

• Regulatory framework background, with a good understanding of UAE regulatory environment/ banking/ financial regulations and regimes
• Good understanding of various instruments traded in Capital Market
• Should have deep understanding of custody services and excellent client management skills.
• Key account Management techniques, proper understanding on operation and customers’ need.
• Have fair knowledge of compliance requirements of a custodian.
• Reasonable understanding of tax provisions relating to custodial business
• Strong analytical and problem-solving skills, with ability to assess existing processes and identify required actions.

Behavioral Competencies

• Maintain strong relation with staff and customer.
• Pro-active customer service (internal and external customers)
• Need to interact with multiple teams internal and external in completing the desired tasks.