Job Description
Job Purpose
The primary objective of the role is to drive cash management revenues and attract high quality liabilities by winning cash management mandates by targeting clients for business across the region.
Key Result Areas
Achieve Sales Targets – achieve overall revenue and liability targets by identifying and capturing business with high value targets, maintaining pricing discipline on fees and interest margins, and following through to ensure expected transaction volumes and liabilities are realised
Identity Opportunities – scan the market to identify high potential prospects and opportunities within your target market/sector that are best suited to Mashreq's product capabilities and presence
Develop Sales Strategy – work with Coverage colleagues, the Regional Sales Head and Product Management to focus your efforts on the highest opportunity areas. Identify the value propositions most likely to resonate with target clients
Prepare Account Plans – develop specific account plans for high opportunity names including target opportunities, revenue potential, and action steps to capture the opportunity
Drive Sales Calling – maintain high activity calling program to maximize your sales funnel
Understand Client Need s – understand key client needs, hot buttons and pain points through a consultative selling approach. Confirm understanding and position the Bank's offerings where appropriate and relevant. De-prioritize low value or poor fit opportunities
Develop Solutions – collaborate with Product and clients to develop relevant solutions that meet their needs
Facilitate Product Innovation – provide feedback to Product team on competitor offerings client needs, and performance/capabilities of existing products to identify new opportunities for new product development, customisation, or improvement.
Pitch Presentations and Proposal s – prepare well-crafted proposals and presentations that clearly articulate solutions matching the specific needs of the client. Pitch solution to the client
Secure Mandates – follow up to fine tune proposed solutions, clarify issues and respond to questions, and refine pricing where necessary to secure the mandate
Drive Revenue Ramp – ensure completion of all contracts and paperwork for deal activation. Engage Implementation team for larger deals and ensure a proper handover. Stay with the deal and periodically attend client meetings to ensure the client is happy and the implementation is progressing well. Assist on further solutioning where required. Follow up with client to ensure the promised business volumes and liabilities are transferred to Mashreq. Check on progress with implementation and monitor revenue reports
Maintain Sales Discipline s – always complete call reports after each client interaction, update the deal pipeline through all steps in the deal life cycle, seek deal approvals as part of the Deal Review process
Maintain Expertise and Knowledg e - work closely with Product to stay abreast of the latest products, features and capabilities. Read relevant articles to stay up with treasury and cash management practices. Become the expert on each client's internal processes to better understand needs and structure solutions. Train corporate RMs and clients on cash management products and practices when required.
Knowledge, Skills and Experience
• 7-10 years of solid cash management business development experience
• Foreign banking experience is a plus especially with banks with strong cash management capabilities in the UAE and the middle east
• Strong product knowledge in Collections, Payments and Liquidity Management
• Good working knowledge of corporate treasury and cash practices
• Experience selling cash management in multiple corporate business segments
• Strong communication, relationship management and analytical skills
• Track record developing a pipeline from scratch and exceeding sales targets for new corporate clients
• Strong examples of having developed out-of-the-box cash management solutions
• Strong communication ability and executive impact
