Director- Corporate Origination and Business Development (UAE National Only)
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Key skills for this role
About the Role
Mashreq Corporate & Investment Banking Group seeks a Director to prospect and onboard new corporate banking relationships in the Large Corporates and Middle Market segment. The role involves business development, client acquisition, proposition strategy, and managing the entire credit process.
Key Skills for This Role
Responsibilities
- Prospect, identify, and on board new to bank borrowing corporate relationships within Large Corporates and Middle Market Segment
- Develop proposition strategy, competition analysis, and service delivery model
- Manage the entire credit process from preparation of credit proposal to obtaining approvals and documentation
- Achieve business targets for new to bank, profitability, deposits growth, income growth and cross selling
- Build a network of business introducers in the local professional and business community
- Coordinate with coverage, product and risk specialists within the bank
- Help in development of client value proposition and innovative acquisition proposition
- Support in set up of referral model with different partners and manage referrals
- Carry out competitor intelligence and find opportunities for enhancement
- Ensure control requirements are adhered to in line with bank policies
Requirements
- At least 8 years of relevant banking experience in business development, credit, and customer relationship management
- At least 2 years in a similar position in UAE
- University level education preferably in business, finance or related discipline
- 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 and results oriented self starter
- Natural team player with adaptable flexible approach
Full Job Posting
Job Purpose
- To prospect, identify, and on board new to bank borrowing corporate relationships within Large Corporates and Middle Market Segment in line with Mashreq Bank’s growth strategy.
- Help the Business Segment in managing proposition for Middle Market including Business development, client acquisition, service quality, client survey, value proposition & analytics.
- Develop proposition strategy, competition analysis, focused group approach, service delivery model, customer experience, internal & external campaigns and alignment with other Products & proposition including Risk policies, Payment & Cash management, Trade products, collaboration with Retail banking
Key Result Areas
- Be an ambassador for Mashreq bank and develop the bank’s profile in the local business and wider community by originating and delivering Mashreq Bank products and services for corporate banking customers (annual revenue exceeding AED 250MM up to AED 1BN).
- Identify key contacts at potential client companies to establish and foster a relationship.
- Keep abreast of market trends and manage a disciplined marketing process by identifying steps/strategies necessary to effectively initiate relationships with prospects.
- To build a proprietary understanding of each client’s financial needs/issue agenda; originating and assisting in the execution of innovative deal solutions with and through sector and product partners.
- Fully dimension the client’s wallet and identify/create opportunities for Mashreq to deliver customized solutions.
- 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.
- Owning the entire credit process from timely preparation of the credit proposal to obtaining the credit approvals and subsequent documentation and onboarding.
- Adhere to structures and processes in place for the management of credit, operational, reputation, financial crime and regulatory risk.
- Achieve business targets for new to bank, profitability, deposits growth, income growth and cross selling.
- Ensure all relevant control measures are undertaken to minimize the risk exposure.
- Track and monitor deal flows, liaising such that vital business reports are prepared and available on a timely basis.
- Maintaining close contact with coverage, product and risk specialists within Mashreq Bank.
Knowledge, Skills And Experience
- At least 8 years of relevant banking experience in Business development as well as in credit and customer relationship management in banking sector out of which at least 2 years in a similar position in UAE.
- Mature and independent mindset, able to work effectively under pressure.
- University level education preferably in business, finance or related discipline.
- 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 – willing to develop a detailed understanding of client issues/needs and develop ideas/solutions in response.
- Strong work ethic; high energy levels; results oriented – a self starter prepared to take the initiative to identify and/or follow issues through, whilst exercising judgment as to when to seek assistance.
- Natural Team Player Having an adaptable flexible approach; willing to work in a co operative manner to fulfill client and internal requirements.
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