Massimo Falcioni

Objectives:

• Start up and lead the UAE Federal export credit company;
• Play a catalyst role in supporting the UAE's non-oil exports, trade, investments, and strategic sectors development, in line with the country’s national economic diversification agenda Vision 2021 first and Vision 2031;
• Ease SMEs access to trade finance and international markets;
• Develop the strategies and competencies about export credit, trade credit insurance and financing, project financing, financial guarantees and political risk insurance by transferring knowledge to local National Board and staff at all level, by educating SMEs and by partnering with financing and lending partners to meet the requirements of the UAE continued knowledge based economy development priorities;

Achievements:

• Supported AED 32 billion UAE non-oil trade since company establishment, and easing UAE exporters / re-exporters access to 110 countries from 16 diverse business activities, of which 72% SMEs, in full alignment of the UAE economic agenda Vision 2021
• Protected AED 10.2 billion UAE foreign investments from political risks in 29 countries, and issued several hundred million AED financial guarantees to finance projects easing access to healthcare and energy to thousands of people, living in the African continent and Iraq.
• Confirmed AA- company rating with strong solvency and stable outlook for four consecutive years from Fitch Rating, reaching a combined ratio of 82% in 2022, with a loss ratio at 20%
• Built an ecosystem of 60 productive strategic agreements with Ministries, local government authorities, government funds, prominent local and international leading banks, and, export credit agencies to support strategic business objectives.
• Participated in representing the UAE government in more than 70 regional and international presidential and ministerial official missions, organizations, agencies, events and conferences relevant to the Federal Company’s mandate.
• Established foundational processes for business operations in a record time of 11 months, building governance charters, policies, delegations of authority, IT tools and infrastructure, branding and hiring senior and middle management team
• Developed, presented and got approved from the Board a 10 years strategy plan, to insure commercial and non-commercial risks associated with the export and re-export of goods and services and contribute to fill the trade finance gap in the country, in line with the Nation’s economic non-oil diversification agenda Vision 2021. Presented and got approved a five years revised strategy in October 2022, in line with Vision 2031 industrial and foreign trade ambition.
• Cultivated forward-thinking, inclusive and performance-driven company culture to lead government ECA's industry innovations, resulting in creating award winning solutions like: SME Protect - online credit insurance solutions (awarded by Cfi.co in 2019), Artificial Intelligence Credit Risk Scoring model (awarded by UAE Central Bank and Abu Dhabi Global Market in 2020), Islamic Trade Credit Insurance solutions (awarded by Cfi.co in 2021), Fin-tech platform named Trade Finance Gateway under completion to ease SMEs access to banks' trade finance and the launch of the first-of-its-kind ESG-linked insurance policy for Standard Chartered Bank / Siemens
• Coached and guided local National senior managers to improve employee job satisfaction and achieve higher performance levels, being awarded top employer in GCC in 2019,2021.

Objectives:

• As a member of the Mediterranean & Africa Regional Management I oversee the expansion in the Middle East region, contributing to business operations, in line with a growth strategy of Coface, aimed at supporting our customers to trade safely in both domestic and international markets
• Responsible for developing and managing Coface credit insurance management services and business in the Middle East region, with full accountability on regional P/L over 16 countries in Middle East Region through a team of approximately 210 between direct and indirect reports.

Achievements:

• Set up and developed Credit Insurance regional operations in the Middle East, building and managing a risk portfolio up to USD 6.5 billion and premium portfolio up to USD 16 million USD. Restored profitability in Coface Sigorta (Turkey) and successfully tripled turnover in the UAE.
• Successful launch and start up of Coface Credit Insurance Israel
• Successful request of the Insurance license from Dubai Financial Services Authority to strat up Coface GCC
• Presented and got approved a new strategy, to stabilize loss ratio & profitability in Coface Sigorta (Turkey)

Objective:

• I am responsible for managing Euler Hermes credit insurance business in the six Gulf countries, as well as the EH Services company licensed in the DIFC, as the Senior Executive Officer
• We currently have offices in Dubai, Saudi Arabia and Bahrain

Achievements:

• Turnover in excess of 37 mio€ (+52% vs 2012)
• Gross Technical Result at 11 mio€ (+68% vs previous year)
• Operating Profit at 7 mio€ (+62% vs previous year)
• Expected premium portfolio growth : + 54% vs previous year
• Expected Combined Ratio (Loss Ratio + Cost Ratio / Turnover) at a record 54%
• Implementation of a new organization compliant to the Excellence (Allianz) Target Operating Model Two Business Units respectively in UAE and Saudi Arabia

• Member of the Board of the, Management - Commercial - Distribution (MMCD

• Responsible for the logistics, of the ground-based nationwide NATO antimissile Hawk system.