Corporate Segment Manager - Business Development

Corporate Segment Manager - Business Development

Location: U.A.E,Abu Dhabi
 
Job function: Corporate Banking
 
Number of positions: 1
 
Expiry date: 30th November 2013

Job purpose

·         Be responsible for corporate segments and in charge of the commercialization of all set of Cash Management Products for existing and new customers
·         Be responsible for revenue generation coming from the selling efforts on Corporate Cash Management solutions from existing customer base as well as new customer acquisition
·         Define goals and targets on concrete revenues coming from fees and float through the commercialization of cash management products
·         Develop a strong pipeline, monitor activity and assure accomplishment with target dates of each step of the cycle
·         Increase market share and share of wallet of existing customers
·         Identify opportunities to cross sell cash management products and continuosly increase number of products per customer
·         Coordinate activities, define plan and execute based on account planning exercise.
·         Coordinate efforts with RMs within CIBG business divisions
·         Define strategy and plans to expand sales activity locally and regionally
·         Meet customers to understand needs and trends, be an advisor to better organize and structure customer needs
·         Train corporate RM’s and customers on cash management products and benefits when required
·         Work closely with GTS product Team to be updated on product features and functionalities as well as to bring feedback on customer needs and market trends
·         Position current offering in the market as well as new offering
·         Develop and execute necessary market and internal activities (campaigns, etc) to aggressively penetrate current and new offering. Design and implementation of strategy and concrete actions to migrate customers from less profitable products to more profitable ones based on product strategy.
·         Provide feedback to product team to identify new opportunities for product development and customization
·         Monitor delivery channels and bring feedback to product and delivery teams to improve service
·         Monitor and track transactional activity of customers to assure high utilization of products and optimization of balances
·         Be an expert matter on customer’s internal processes to better understand needs and to structure solutions

Key result areas

·         Preparation of strategy and business sales plan for business products.
·         Build a long term customer base  in Cash  Management
·         Identification, structuring and conversion of business opportunities in the market in coordination wih GTS business Units.
·         Execute sales by product, solution and service, in achievements of the monthly, yearly set sales targets
·         Annual market sizing, updating of transactional flows and shares of customer wallet.
·         Analyze customer data and processes to recommend cash management solution.
·         Manage all tax, legislation, marketing and pricing issues for all structured solutions and branded offerings.
·         Parameterize product deliverables and pricing.
·         Help track product MIS.
·         Stay abreast of competitor capabilities and track customer needs on an ongoing basis.
·         Execute and develop Business relationship with customers to achieve set business targets
·         Provide regular market feedback to improve quality, performance and competitiveness. Provide new market leads
·         Prepare and deliver proper documentation for each step of the sales cycle (product presentation, product proposal, service contract, etc)
·         Coordinate and conduct Deal Review Process
·         Ensure completion of all paperwork for deal activation

Knowledge, skills & experience

·         A total of 10-12 years of corporate banking experience with minimum of 5-7 years of solid Cash Mgmt business development experience
·         University degree is a must. An MBA is a plus  
·         Ability to understand technology related issues in keeping with the job demands necessary.
·         Clear understanding of market dynamics and the ability to assess the market going forward.
·         Be able to dimension the impact of new technologies being introduced to be able to assess their impact on the Bank’s products and services.
·         Sales oriented personality with strong ability to understand customer needs and to position bank offering
·         Concrete sales experience  commercializing Cash Management solutions in the local market and global market
·         Strong business and revenue oriented skills
·         Leadership and team building skills
·         Good corporate customer base knowledge/ access within the UAE market.  A regional customer access – GCC - is a plus.






Apply online: http://careers.mashreq.com/ViewJobDetails.aspx?JobRefID=173