Senior Financial Institutions Sales Manager, GTB

Responsibilities

• Business Development
• Target GTB  Cash and Trade offering to NBFIs (Insurance, Investors, Broker Dealers) and FIs (Banks, Central Banks, Multi-Lateral) clients across various geographies
• Develop sustainable client propositions aimed at increasing MB’s relevance within Cash and Trade with a focus on recurring revenues, deepening share of client fee wallet and increasing returns from NBFI/FI clients
• Deliver on NBFI/FI GTB business strategy, covering product development / management, sales and achieve the assigned liabilities and revenue targets
• Identify and expand the NBFI and FI client base so as to enhance the revenue contribution from GTB.
• Win new mandates and growing existing relationship in line with plan, through sales efforts and maintaining sizeable pipeline throughout the year and into the next  
• Achieve NBFI/FI revenue and Payment and CASA driver growth targets. 
• Key Responsibilities
• 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 realized
• 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 FI Coverage colleagues, the Global FI 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 Needs – 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, customization, or improvement.
• Pitch Presentations and Proposals – 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 Disciplines – 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 Knowledge - 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.