Associate Director- Corporate Origination and Business Development

Role Overview

Associate Director – Corporate Origination and Business Development at Mashreq, based in the UAE. The role focuses on prospecting, identifying, and onboarding new-to-bank corporate relationships within Large Corporates, Government, Public Sector and GREs segments in line with Mashreq Bank's growth strategy.

Role Purpose

To prospect, identify, and onboard new-to-bank corporate borrowing relationships within the Large Corporates, Government, Public Sector and GREs segment. Support the Business Segment in managing proposition for the Middle Market, including business development, client acquisition, service quality, client surveys, value proposition, and analytics. Develop proposition strategy, competition analysis, focused group approaches, service delivery models, and customer experience initiatives aligned with Risk policies, Payment and Cash Management, Trade products, Retail Banking, Private Banking and SMEs.

Key Responsibilities

Client Origination and Relationship Management

• Act as an ambassador for Mashreq Bank and develop the bank's profile in the local business and wider community.
• Originate and deliver Mashreq Bank products and services for corporate banking customers with annual revenue exceeding AED 1 billion.
• Identify key contacts at potential client companies to establish and foster relationships.
• Build a proprietary understanding of each client's financial needs and issue agenda.
• Originate and assist in the execution of innovative deal solutions with and through sector and product partners.
• Fully dimension the client's wallet and identify and create opportunities for Mashreq to deliver customized solutions.
• Maintain close contact with coverage, product and risk specialists within Mashreq Bank.
• Build a network of business introducers in the local professional and business community.

Market and Competitive Analysis

• Keep abreast of market trends and manage a disciplined marketing process by identifying steps and strategies necessary to effectively initiate relationships with prospects.
• Carry out competitor intelligence on a regular basis and find opportunities for enhancement in existing proposition.

Proposition Development and Strategy

• Develop client value proposition and innovative acquisition proposition tailored to identified market and segmental needs.
• Help business manage the implementation of new offerings via different tie-ups and strategic partnerships.
• Work on creating quarterly and annual strategy for the business on proposition and tactical campaigns for sales force and clients.
• Coordinate with all business owners and product managers to create cross-sell opportunities.
• Work closely with the process and system development team to ensure systems and processes cater to ongoing business requirements, product parameters and evolving customer needs.

Credit and Risk Management

• Own the entire credit process from timely preparation of the credit proposal to obtaining credit approvals and subsequent documentation and onboarding.
• Structure the client's requirement ensuring optimum Return on Risk Capital performance across business and credit cycles, while setting and meeting Mashreq's revenue, cross-sell and capital management objectives.
• Adhere to structures and processes in place for the management of credit, operational, reputation, financial crime and regulatory risk.
• Ensure all relevant control measures are undertaken to minimize risk exposure.
• Support in formulating relevant policy and program guidelines to ensure proper controls are in place and work within the overall compliance policies.
• Help ensure control requirements of the business are adhered to in line with bank policies to ensure good growth in a sustainable, profitable and predictable manner.

Business Performance and Reporting

• Achieve business targets for new-to-bank, profitability, deposits growth, income growth and cross-selling.
• Track and monitor deal flows, liaising such that vital business reports are prepared and available on a timely basis.
• Review various plans and ensure management reporting to the Business Manager in conjunction with relevant business development initiatives and product launches.

Partnership and Referral Management

• Support in setup of referral model with different partners inside and outside of the bank and manage referral and intermediaries.

Qualifications & Experience

• At least 8 years of relevant banking experience in business development, credit and customer relationship management in the banking sector.
• At least 2 years in a similar position in the UAE.
• University level education, preferably in business, finance or related discipline.

Skills & Competencies

• Sound credit analytical skills and profound knowledge in various corporate banking products.
• Strong networking, leadership and management skills.
• Strong commercial orientation with acute interpersonal skills.
• Strong working knowledge in MS Office, web content and analytics.
• Innovative mindset with detailed understanding of client issues and needs and ability to develop ideas and solutions in response.
• Strong work ethic, high energy levels, results oriented approach, and self-starter prepared to take initiative to identify and/or follow issues through whilst exercising judgment as to when to seek assistance.
• Natural team player with adaptable and flexible approach, willing to work in a cooperative manner to fulfill client and internal requirements.
• Mature and independent mindset, able to work effectively under pressure.