Senior Cash Management Sales Manager, Global Transaction Banking

Role Overview

Senior Cash Management Sales Manager, Global Transaction Banking at Mashreq, based in the region.

Role Purpose

Drive cash management revenues and attract high-quality liabilities by winning cash management mandates and targeting clients for business across the region.

Key Responsibilities

Sales Target Achievement

• Achieve overall revenue and liability targets by identifying and capturing business with high-value targets.
• Maintain pricing discipline on fees and interest margins.
• Follow through to ensure expected transaction volumes and liabilities are realised.

Market Scanning and Opportunity Identification

• Scan the market to identify high-potential prospects and opportunities within your target market and sector.
• Identify opportunities best suited to Mashreq's product capabilities and presence.
• De-prioritise low-value or poor-fit opportunities.

Strategy and Planning

• Work with Coverage colleagues, the Regional Sales Head, and Product Management to focus efforts on the highest-opportunity areas.
• Develop Sales Strategy to identify value propositions most likely to resonate with target clients.
• Prepare specific account plans for high-opportunity names, including target opportunities, revenue potential, and action steps.

Client Engagement and Needs Analysis

• Maintain a high-activity calling program to maximise your sales funnel.
• 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.
• Become the expert on each client's internal processes to better understand needs and structure solutions.

Solution Development and Presentation

• Collaborate with Product and clients to develop relevant solutions that meet their needs.
• Prepare well-crafted proposals and presentations that clearly articulate solutions matching the specific needs of the client.
• Pitch solutions to the client.

Product Innovation and Feedback

• Provide feedback to the Product team on competitor offerings, client needs, and performance and capabilities of existing products.
• Identify opportunities for new product development, customisation, or improvement.
• Train corporate RMs and clients on cash management products and practices when required.

Deal Closure and Revenue Realisation

• Follow up to fine-tune proposed solutions, clarify issues, respond to questions, and refine pricing where necessary to secure the mandate.
• 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 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.

Sales Discipline and Process Management

• 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.

Knowledge and Expertise Maintenance

• Work closely with Product to stay abreast of the latest products, features, and capabilities.
• Read relevant articles to stay current with treasury and cash management practices.

Qualifications & Experience

• 7–10 years of solid cash management business development experience.
• Foreign banking experience, especially with banks with strong cash management capabilities in the UAE and the Middle East, is a plus.
• 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.
• 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.

Skills & Competencies

• Strong communication and relationship management skills.
• Strong analytical skills.
• Strong executive impact and communication ability.