Sales Manager, Cash Management

The primary objective of the role is to drive cash management revenues and attract high quality liabilities by winning cash management mandates with target clients in UAE and across the region.

Responsibilities

This role has responsibility for cash management sales and solutioning responsibility for their assigned client portfolio. It covers both domestic deals in the UAE as well as regional deals across the GCC and Egypt.

The role is accountable for delivering new business and portfolio revenue growth and includes responsibility for account planning, prospecting, solutioning, pitching and revenue realisation.

GTB cash management products span account services, deposits, payments, collections, liquidity structures and ancillary services. Channels include internet banking, host to host, SWIFT and open APIs. The role also works with the Retail Banking Group (RBG) and the Merchant Services Unit of RBG (NeoPay) to sell merchant card acquiring, POS solutions and commercial cards as part of cash management solutions.

Operating locations in the region where local GTB cash products are offered include the United Arab Emirates, Qatar, Kuwait, Bahrain, Oman, and Egypt.

This role works closely with the central product team in UAE to structure more complex solutions and RFPs.

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 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.
• E2E Escrow Management Solution – Driving the project both internally and commercializing it with large/medium developers in the region.
• 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 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, customisation, 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.

Key Measures

• Sales Targets – new business, portfolio revenue growth, and liability targets.
• Regional Sales Targets – Throw and Catch deals in Mashreq network for all of locations for cash management opportunities.
• Solutions – innovative solutions developed and implemented.
• Revenue Realisation – percentage of new business value fully ramped.
• Product Innovation – new ideas, products or enhancements championed.
• Sales Compliance – adherence to GTB and bank compliance frameworks.

Teamwork – effective collaboration with clients, Product and Coverage.

Qualifications

• 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.