Job purpose
· To work with the International Banking Corporate Head and the Country Corporate Bank heads in developing the Transaction Banking International business from a sales, product management and channel management perspective, and in line with the Mashreq Bank’s Transaction Banking Product Business Plans.
· To manage and take end-to-end responsibility for the transaction banking business with IBG and meet/exceed sales, product and channel management goals and targets in respect of revenues, volumes and e-penetration ratios.
Key result areas
Sales and Business Development Related.
· Responsible for the Transaction Banking product development, channel development, implementation, strategic alliances and sales with IBG.
· Evaluation, definition and screening of the regions corporate clientele and developing sales strategies, marketing material, proposals and appropriate documentation. Specifically target segments and bring deals to closure.
· New client acquisitions with Cash Management and Trade Finance potential with the help of the relationship management team.
· Origination of new Cash Management and Trade Finance mandates based on the Bank’s capabilities as well as identifying cross-sell opportunities for other products (e.g. lending, Islamic banking, Treasury).
· Co-operation with Cash Management and Trade Finance deal structures from UAE on more complex transactions.
· Maintenance and strengthening of relationships with the existing International client base with the goal of constantly growing existing revenues via an increased penetration of their wallets.
· Close cooperation with Transaction Baking’s implementation, customer service and product management teams to ensure a seamless delivery to customers.
· Organizing client events in coordination with the relevant Transaction Banking product and business areas.
Business management related
· Assist the group product team to define the strategic intent, plan and development of Transaction Banking products and services covering Cash, and Trade for Corporate clients with IBG.
· The job involves providing feedback to the central product team on short term and long term product plans, focusing on customers, competition, profitability, product life cycle and service consideration, in addition to organising sales support, growth and product penetration for IBG markets.
· Jointly responsible with the central product team for launching new Cash Management and Trade Finance products, enhancements, new product concepts and preparing business requirements, for the International Banking. Responsible for the development of financial operating plans, implementation of projects within budgets, annual revenue targets and on time product launches
· To ensure that transaction banking product revenue and profitability targets are achieved and exceeded.
· Campaigns:Manage customer or internal campaigns to provide impetus and support to Sales activities/targets.
· Customer Feedback / Awards: Lead and coordinate customer surveys (internal and external) as well as submissions for various awards like Euro-Finance etc for the countries in the region.
· Customer Events: Organize and manage Customer events in coordination with Sales targeting prospect/pipeline names.
· Sales Support: Provide leadership in the following activities: product sales campaigns, RFP responses, complex customer implementations, and advice on customer preferential pricing, channel or product migrations.
· Training: Organise and lead product-training sessions for internal as well as external audiences
Channel Management related
· Plan; implement the appropriate client channel management strategy for International Banking clients for both Cash Management and Trade Finance requirements in conjunction with the UAE team.
· Work with the product management sub-team to devise new channels, improvements on existing channels & work with the sales sub-team to ensure the highest e-transaction levels for Cash Management and Trade transactions.
· Constantly work with the IT team to ensure data security and data authenticity of channel data to and from clients.
· Jointly work with the marketing and corporate affairs team to increase the profile of our customer channels and to work to achieve the best accolades from international agencies such as Euro-money, Euro-finance, Asset, The Banker etc for the region.
· To gain commitment for rolling out business and sales plans.
· To provide/obtain cross-sell referrals/leads.
· To get their buy-in and implement operation service improvements for the Transaction Banking business
· To work with UAE transaction banking head to develop and cross-sell referrals and leads and migrate best practices internationally and vice-versa.
· To leverage from experiences of rollout of our products and services in their markets and in the structuring of complex solutions for the local corporate clients in the various coverage countries.
· To understand trends affecting customers’ and prospects’ businesses in order to structure transaction banking solutions and sell them our products and services.
Negotiate and maintain relationships to expand the Bank’s range of Transaction Banking products through the use of correspondents’ services.
Knowledge, skills & experience
· MBA or equivalent, with at least 7-8 years of experience in the transaction banking sales, product and channel management fields.
· Strong knowledge of commercial banking products, most particularly Cash Management, Trade Finance and potentially Risk Management, with the ability to fulfill the entire sales cycle, with the exception of complex structures.
· Experience in senior level client management, sales territory management and managing people and teams is extremely important, as is interpersonal skills, presentation and negotiation skills, oral and written communications
· International experience.
· Self-starter, autonomous and ambitious, ready for the challenges of building a new business franchise.
· Excellent people and communications skills.
Expiry date: 30th November 2012
Apply Online
· To work with the International Banking Corporate Head and the Country Corporate Bank heads in developing the Transaction Banking International business from a sales, product management and channel management perspective, and in line with the Mashreq Bank’s Transaction Banking Product Business Plans.
· To manage and take end-to-end responsibility for the transaction banking business with IBG and meet/exceed sales, product and channel management goals and targets in respect of revenues, volumes and e-penetration ratios.
Key result areas
Sales and Business Development Related.
· Responsible for the Transaction Banking product development, channel development, implementation, strategic alliances and sales with IBG.
· Evaluation, definition and screening of the regions corporate clientele and developing sales strategies, marketing material, proposals and appropriate documentation. Specifically target segments and bring deals to closure.
· New client acquisitions with Cash Management and Trade Finance potential with the help of the relationship management team.
· Origination of new Cash Management and Trade Finance mandates based on the Bank’s capabilities as well as identifying cross-sell opportunities for other products (e.g. lending, Islamic banking, Treasury).
· Co-operation with Cash Management and Trade Finance deal structures from UAE on more complex transactions.
· Maintenance and strengthening of relationships with the existing International client base with the goal of constantly growing existing revenues via an increased penetration of their wallets.
· Close cooperation with Transaction Baking’s implementation, customer service and product management teams to ensure a seamless delivery to customers.
· Organizing client events in coordination with the relevant Transaction Banking product and business areas.
Business management related
· Assist the group product team to define the strategic intent, plan and development of Transaction Banking products and services covering Cash, and Trade for Corporate clients with IBG.
· The job involves providing feedback to the central product team on short term and long term product plans, focusing on customers, competition, profitability, product life cycle and service consideration, in addition to organising sales support, growth and product penetration for IBG markets.
· Jointly responsible with the central product team for launching new Cash Management and Trade Finance products, enhancements, new product concepts and preparing business requirements, for the International Banking. Responsible for the development of financial operating plans, implementation of projects within budgets, annual revenue targets and on time product launches
· To ensure that transaction banking product revenue and profitability targets are achieved and exceeded.
· Campaigns:Manage customer or internal campaigns to provide impetus and support to Sales activities/targets.
· Customer Feedback / Awards: Lead and coordinate customer surveys (internal and external) as well as submissions for various awards like Euro-Finance etc for the countries in the region.
· Customer Events: Organize and manage Customer events in coordination with Sales targeting prospect/pipeline names.
· Sales Support: Provide leadership in the following activities: product sales campaigns, RFP responses, complex customer implementations, and advice on customer preferential pricing, channel or product migrations.
· Training: Organise and lead product-training sessions for internal as well as external audiences
Channel Management related
· Plan; implement the appropriate client channel management strategy for International Banking clients for both Cash Management and Trade Finance requirements in conjunction with the UAE team.
· Work with the product management sub-team to devise new channels, improvements on existing channels & work with the sales sub-team to ensure the highest e-transaction levels for Cash Management and Trade transactions.
· Constantly work with the IT team to ensure data security and data authenticity of channel data to and from clients.
· Jointly work with the marketing and corporate affairs team to increase the profile of our customer channels and to work to achieve the best accolades from international agencies such as Euro-money, Euro-finance, Asset, The Banker etc for the region.
· To gain commitment for rolling out business and sales plans.
· To provide/obtain cross-sell referrals/leads.
· To get their buy-in and implement operation service improvements for the Transaction Banking business
· To work with UAE transaction banking head to develop and cross-sell referrals and leads and migrate best practices internationally and vice-versa.
· To leverage from experiences of rollout of our products and services in their markets and in the structuring of complex solutions for the local corporate clients in the various coverage countries.
· To understand trends affecting customers’ and prospects’ businesses in order to structure transaction banking solutions and sell them our products and services.
Negotiate and maintain relationships to expand the Bank’s range of Transaction Banking products through the use of correspondents’ services.
Knowledge, skills & experience
· MBA or equivalent, with at least 7-8 years of experience in the transaction banking sales, product and channel management fields.
· Strong knowledge of commercial banking products, most particularly Cash Management, Trade Finance and potentially Risk Management, with the ability to fulfill the entire sales cycle, with the exception of complex structures.
· Experience in senior level client management, sales territory management and managing people and teams is extremely important, as is interpersonal skills, presentation and negotiation skills, oral and written communications
· International experience.
· Self-starter, autonomous and ambitious, ready for the challenges of building a new business franchise.
· Excellent people and communications skills.
Expiry date: 30th November 2012
Apply Online
