Assistant Sales Manager, Cash Management (Qatar)

Requirements

Candidates must have 2-5 years of experience in cash management business development, preferably within the Middle East banking sector. Strong expertise in collections, payments, liquidity management, and corporate treasury practices is required, along with excellent communication and relationship management skills.

Job Summary

Job Purpose
The primary objective of the role is to drive cash management revenues and
attract high quality liabilities by winning cash management mandates with target
clients in Qatar.

Key Result Areas
•    Achieve Sales Targets – achieve overall revenue and liability targets by
identifying and capturing business with high value targets, maintaining pricing
discipline on fees and interest margins, and following through to ensure
expected transaction volumes and liabilities are realised
•    Identity Opportunities – scan the market to identify high potential
prospects and opportunities within your target market/sector that are best
suited to Mashreq’s product capabilities and presence
•    Develop Sales Strategy – work with Coverage colleagues, the Regional Sales
Head and Product Management to focus your efforts on the highest opportunity
areas. Identify the value propositions most likely to resonate with target
clients
•    Prepare Account Plans – develop specific account plans for high opportunity
names including target opportunities, revenue potential, and action steps to
capture the opportunity
•    Drive Sales Calling – maintain high activity calling program to maximize
your sales funnel  
•    Understand Client Needs – 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. De-prioritize low
value or ‘poor fit’ opportunities
•    Develop Solutions – collaborate with Product and clients to develop
relevant solutions that meet their needs
•    Facilitate Product Innovation – provide feedback to Product team on
competitor offerings client needs, and performance/capabilities of existing
products to identify new opportunities for new product development,
customisation, or improvement.
•    Pitch Presentations and Proposals – prepare well-crafted proposals and
presentations that clearly articulate solutions matching the specific needs of
the client. Pitch solution to the client
•    Secure Mandates – follow up to fine tune proposed solutions, clarify issues
and respond to questions, and refine pricing where necessary to secure the
mandate
•    Drive Revenue Ramp – 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 the 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    
•    Maintain Sales Disciplines – always 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
•    Maintain Expertise and Knowledge – work closely with Product to stay
abreast of the latest products, features and capabilities. Read relevant
articles to stay up with treasury and cash management practices. Become the
expert on each client’s internal processes to better understand needs and
structure solutions. Train corporate RMs and clients on cash management products
and practices when required.

Knowledge, Skills & Experience:
•    2-5 years of solid cash management business development experience
•    Foreign banking experience is a plus especially with banks with strong cash
management capabilities in the UAE and the middle east
•    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
•    Strong communication, relationship management and analytical skills
•    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 
•    Strong communication ability and executive impact
 

The leading financial institution in MENA
While more than half a century old, we proudly think like a challenger, startup,
and innovator
in banking and finance, powered by a diverse and dynamic team who put customers
first.
Together, we pioneer key innovations and developments in banking and financial
services.
Our mandate? To help customers find their way to Rise Every Day, partnering with
them through
the highs and lows to help them reach their goals and unlock their unique vision
of success.
Delivering superior service to clients by leading with innovation, treating
colleagues with dignity and fairness while pursuing opportunities that grow
shareholders value. 
We actively contribute to the community through responsible banking in our
mission to inspire more people to Rise.

Responsibilities

The Assistant Sales Manager is responsible for driving cash management revenue and acquiring liabilities by identifying high-value prospects and winning mandates in Qatar. They will manage the entire sales cycle, from developing account plans and pitching solutions to ensuring successful deal implementation and client satisfaction.

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