Q&A: This Abu Dhabi brokerage is hiring 20 people. Its managing director tells us what it looks for in new recruits

Nabil Rantisi has just returned to the financial sector after taking time out to focus on one of his investments – a catering firm in the DIFC. He always said that he’d come back when the right opportunity presented itself, and this turned out to be as managing director of brokerage at Abu Dhabi financial services firm, Menacorp. As most firms in this sector downsize, Rantisi is looking to build a team of 20 people. He tells us what it takes to impress him.

How did you break into the financial services industry?

I was in a complete different business prior to 2003. Amlak, a finance company in Dubai went into an IPO in 2003 or 2004 and I subscribed and got an allocation. I went to the stock exchange to open an account and deposit the shares. There, I meet a university friend who worked as a stockbroker, so he opened the account and deposited the shares and we started talking about the market.

I became interested, and shortly afterwards bought 5,000 Emaar shares at AED25.6 at that time and then sold them at AED38.8 two weeks later. Of course, I liked it but this didn’t mean that I left my previous career to trade stocks full-time immediately. I went to trading schools in Europe, learnt trading strategies and technical analysis from the best instructors and then found a job in the capital markets domain. That’s how it all started.

What advice would you give to people looking to get into broking in the Middle East now?

I must say that it’s a challenging business in the region currently. Low volumes are a major issue, but we are currently closer to a turnaround than previously in the regional stock markets, in my opinion. My advice is that brokers should put their client as a priority no matter what. They should also possess a high level of integrity and improve their quality of customer service and knowledge.

What matters most, talent or hard work?

Definitely both; but I prefer talent over hard work if I had to choose. Talented people smell deals right left and centre and people tend to enjoy their company more. Our business is built on relationships more than anything else.

Has your career been conventional or capricious?

Oh, extremely capricious. In my previous jobs, I’ve done many different things as I strongly believe the more knowledge you have, the better you sell. I have traded regional and global equities, FX, options, commodities and a host of other asset classes. I have managed a public equity advisory desk, an institutional desk and a regional execution desk along with publishing technical research with trading ideas. And, on the side outside of my career, I have invested in different projects.

What tips can you offer people looking to move to the region?

Clients in the Middle East are different from elsewhere in the world. Trust and long-term relationships are highly-valued. They want to feel that you are on their side, not the other way around. It’s important to think when you are here that you are staying for the long term; people like that sort of commitment.

What are the major benefits to working in the Middle East? Any downsides?

I was born in Dubai so this is home for me and it has no downsides on a personal level. On a professional level, competition is fierce here and so local knowledge is important.  Benefits for people coming from the Western hemisphere are endless. No taxes, better quality of life, better value for money to name just a few. The downside for them is they might lose touch with their home countries, which is where they might ultimately want to end up.

Imagine I want to work for you, what three qualities could I exhibit that would make you hire me?

Integrity, talent and reputation. Anything else you can learn

What’s a surefire way NOT to get hired by you?

Arrogant people are immediately disqualified, regardless of their other qualities. Also, candidates who talk about their achievements when it’s quite obvious that it’s impossible these events could have happened won’t be considered.

What three things should one always do before stepping into an interview with you?

They should think of it in the same way as pitching to a client. Therefore, it’s important to:

-Profile the people they are meeting.

-Have a good knowledge about the firm and its history, business lines, success stories.

-Dress properly.

The bottom line is to do your preparation.