Director.Corporate Origination and Business Development-UAE.Corporate & Investment Banking Group

Role Overview

Director, Corporate Origination and Business Development, UAE, Corporate & Investment Banking Group at Mashreq Bank.

Company Overview

Mashreq Bank operates in the UAE corporate and investment banking sector, serving large corporates and middle market segments aligned with the bank's growth strategy.

Role Purpose

To prospect, identify, and onboard new borrowing corporate relationships within Large Corporates and Middle Market segments. Build Mashreq Bank's profile in the local business community by originating and delivering corporate banking products and services for companies with annual revenue exceeding AED 250MM up to AED 1BN.

Key Responsibilities

Business Development & Client Acquisition

• Prospect and identify new-to-bank borrowing corporate relationships in line with Mashreq's growth strategy.
• Identify key contacts at potential client companies to establish and foster relationships.
• Build a network of business introducers in the local professional and business community.
• Support development of client value proposition and innovative acquisition propositions tailored to identified market and segmental needs.
• Plan and implement appropriate client planning activities covering a diversified range of products including treasury, insurance, investments, payment and cash management, and private banking.
• Drive client proposition plans.

Proposition Strategy & Market Intelligence

• Develop proposition strategy, competition analysis, focused group approach, service delivery model, and customer experience.
• 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 identify opportunities for enhancement in existing propositions.
• Work on creating quarterly and annual strategy for the business on proposition and tactical campaigns for sales force and clients.
• Help manage implementation of new offerings via different tie-ups and strategic partnerships.

Product & Cross-Sell Development

• Develop and manage proposition for Middle Market including business development, client acquisition, service quality, client survey, value proposition, and analytics.
• Coordinate internal and external campaigns with alignment to other products and propositions including Risk policies, Payment & Cash Management, Trade products, Retail banking, Private Banking, and SMEs.
• Coordinate with all business owners and product managers to create cross-sell opportunities.
• Support setup of referral models with different partners inside and outside the bank and manage referral and intermediaries.
• Work closely with process and system development teams to ensure systems and processes cater to ongoing business requirements, product parameters, and evolving customer needs.

Credit & Deal Execution

• Build proprietary understanding of each client's financial needs and issue agenda; originate and assist in 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.
• Structure client requirements 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.
• Own the entire credit process from timely preparation of credit proposals to obtaining credit approvals and subsequent documentation and onboarding.

Risk & Compliance Management

• Adhere to structures and processes in place for management of credit, operational, reputation, financial crime, and regulatory risk.
• Ensure all relevant control measures are undertaken to minimize risk exposure.
• Support formulation of relevant policy and program guidelines to ensure proper controls are in place and work within overall compliance policies.
• Ensure compliance to internal and regulatory requirements on operations, business development, and credit standards.
• 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.
• Identify risk which may not be apparent or recognized.

Reporting & Analytics

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

Stakeholder Management

• Maintain close working relationship with clients to ensure in-depth understanding of business to reduce risks and maximize earnings.
• Maintain close contact with coverage, product, and risk specialists within Mashreq Bank.
• Effectively liaise with superiors and direct reports within the business unit, Wholesale Risk Management, and related support units to achieve business objectives.
• Resolve internal issues to ensure effective and timely delivery of the bank's services and products to clients.

Market Analysis & Business Intelligence

• Carry out independent market intelligence function as an ongoing program throughout the year.
• Review documents and processes to understand business requirements.

Qualifications & Experience

• At least 8 years of relevant banking experience in business development as well as in credit and customer relationship management in the banking sector.
• At least 2 years in a similar position in 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, willing to develop detailed understanding of client issues and needs and develop ideas and solutions in response.
• Mature and independent mindset, able to work effectively under pressure.
• Strong work ethic; high energy levels; results-oriented; self-starter prepared to take initiative to identify and follow issues through while exercising judgment as to when to seek assistance.
• Natural team player with adaptable and flexible approach; willing to work in cooperative manner to fulfill client and internal requirements.

Additional Information

• Operate within a competitive, dynamic, volatile, and minimally regulated business environment with low entry and exit barriers.
• Work in agile mode.
• Operate within well-defined and demarcated business areas.