Senior Trade Sales Manager, GTB

Job Purpose:

Overview

This role has responsibility for trade sales and solutioning for their assigned 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 facility utilization across both Documentary and Open Account trade products.

Documentary Trade products and services include Import Letters of Credit, Back to Back LCs, Inward Collections, Export Letter of Credit Advising and Confirmation, Outward Collections, Trust Receipt Loans (Documentary and Open Account), Short Term Trade Loans, Export Bill Discounting (Bank and Customer Risk), Bank Guarantees / SBLCs, Islamic Documentary Trade Finance,

Open Account Trade products and services include Factoring and Receivables Financing (Recourse/Non-Recourse), PDC Discounting, Invoice Discounting, Payables Finance, 2-Factor Import and Export, Invoice and Cheque Monitoring, and other ancillary services.

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

Mashreq supports a wide range of transactions from traditional flow trade to structured commodity/non-commodity trade deals, and large open account financing programs. This sales role focuses on ‘flow’ trade opportunities and less complex structured deals. This role works closely with the central product team in UAE to structure solutions, but more complex deals will be handled by a specialist Structured Trade Solutions team. This role is expected to actively identify and refer these opportunities to the structured team.

The Bank also drives an ‘origination to distribution’ model for large trade exposures which can be sold down through a distribution desk run by the Bank’s Investment Banking Division. A large FI network also supports the ability to take risk on LCs issued by import banks.

Key Result Areas:

• Achieve Sales Targets – achieve overall revenue and utilisation targets by identifying and capturing business with high value targets, maintaining pricing discipline on fees, margins, and capital returns, and ‘repeat selling’ to capture ongoing flows under established credit lines.
• 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 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
• Seek Credit Approvals – work with Coverage colleagues to prepare Credit Approval requests and seek ‘in-principle’ and formal credit approval from Wholesale Risk Management (WRM)
• Pitch Term Sheets, Presentations and Proposals – prepare terms sheets and/or 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 terms or solutions, clarify issues and respond to questions, and refine pricing where necessary to secure the mandate
• Drive Facility Utilisation – ensure completion of all contracts and paperwork for facility setup and deal activation. Follow up with client to ensure that facilities are utilised for the expected exports/imports/inventory or working capital needs. Actively bid for ongoing business and monitor volumes, facility utilization and 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 credit approval and Deal Review processes
• 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 trade and supply chain developments and financing practices. Become the expert on each client’s internal processes to better understand their export/import needs or working capital cycles to structure solutions. Train corporate RMs and clients on trade products and solutions when required.

Knowledge, Skills and Experience

• 8-10 years of strong trade business development experience ideally covering both documentary and open accounts trade for importers, exports, and domestic working capital needs
• Experience with a global or regional bank covering the region is a plus
• Strong product knowledge in both documentary and open account trade products
• Good working knowledge of import/export and supply chain practices
• Experience selling trade in multiple corporate segments and across multiple trade corridors
• Track record developing a pipeline from scratch and driving new client acquisition
• Evidence of maintaining a continuous focus on clients to achieve high facility utilization
• Ability to analyse flows and working capital cycles
• Strong communication and relationship management skills
• Good executive impact