Director of Origination & Business Development (Middle Markets AD location) - CIBG

Role Overview

Director of Origination & Business Development (Middle Markets AD location) at Mashreq Bank. This role is based in Abu Dhabi and focuses on the Middle Market segment.

Role Purpose

To prospect, identify, and onboard new-to-bank borrowing corporate relationships within the Middle Market segment in line with Mashreq Bank's growth strategy, while developing proposition strategy, managing client acquisition, and delivering customized banking solutions to corporate customers with annual revenue exceeding AED 250 million up to AED 1 billion.

Key Responsibilities

Business Development & Client Acquisition

• Prospect, identify, and onboard new-to-bank corporate relationships within the Middle Market segment.
• Identify key contacts at potential client companies to establish and foster relationships.
• Keep abreast of market trends and manage a disciplined marketing process by identifying steps and strategies necessary to effectively initiate relationships with prospects.
• Build a network of business introducers in the local professional and business community.
• Be an ambassador for Mashreq Bank and develop the bank's profile in the local business and wider community.
• Support setup of referral models with different partners inside and outside the bank and manage referral and intermediary relationships.

Proposition & Strategy Development

• Develop proposition strategy, competition analysis, focused group approach, service delivery model, and customer experience.
• Help the business segment manage propositions for the Middle Market including business development, client acquisition, service quality, client survey, value proposition, and analytics.
• Develop client value propositions and innovative acquisition propositions tailored to identified market and segmental needs.
• Align propositions across other products and propositions including risk policies, payment and cash management, and trade products, with collaboration from retail banking including private banking and SMEs.
• 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.
• Carry out competitor intelligence on a regular basis and identify opportunities for enhancement in existing propositions.
• Help business manage implementation of new offerings via different tie-ups and strategic partnerships.

Credit & Deal Origination

• 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.
• Own the entire credit process from timely preparation of the credit proposal to obtaining credit approvals, subsequent documentation, and onboarding.
• Set and meet Mashreq's revenue, cross-sell, and capital management objectives.

Risk, Compliance & Controls

• 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 formulation of relevant policy and program guidelines to ensure proper controls are in place.
• Work within the overall compliance policies of the bank.
• 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.

Reporting & Stakeholder Management

• 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.
• Maintain close contact with coverage, product, and risk specialists within Mashreq Bank.
• Review various plans and ensure management reporting to the business manager in conjunction with relevant business development initiatives and product launches.

Systems & Process Optimization

• Work closely with the process and system development team to ensure systems and processes are geared to cater to ongoing business requirements, product parameters, and evolving customer needs.

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 a related discipline.

Skills & Competencies

• Sound credit analytical skills and profound knowledge of various corporate banking products.
• Strong networking, leadership, and management skills.
• Strong commercial orientation with acute interpersonal skills.
• Strong working knowledge of MS Office, web content, and analytics.
• Innovative mindset with willingness to develop detailed understanding of client issues and needs and develop ideas and solutions in response.
• Strong work ethic with high energy levels and results-oriented approach.
• 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 a cooperative manner to fulfill client and internal requirements.
• Mature and independent mindset, able to work effectively under pressure.