About the Role
The role holder is primarily responsible for working with the WBG Coverage team in structuring GTx Solutions, managing, and growing the Transaction Banking business for the Sovereign Wealth Funds and Financial Sponsors Industry.
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Key Responsibilities
- Develop, execute, and refresh sales strategy for the SWF portfolio.
- Identify and develop GTx business opportunities and profitability in various industries across the UAE.
- Guide the Cash and Trade product growth jointly with the coverage teams in UAE. Execute strategic calling plans for each industry segment in conjunction with relationship managers and other stakeholders to deepen Cash and Trade product penetration across assigned segments.
- Use a consultative approach along with Cash and Trade knowledge to design and implement suitable and innovative solutions meeting customer needs. Structure trade and cash management deals and respond to RFPs.
- Develop insights into the markets and structure bespoke open account solutions (SCF & RF) to ensure a high-quality customer experience through the consultative approach.
- Structure liquidity and liabilities solutions that drive CASA growth while delivering best-in-class customer experience.
- Manage fraud and compliance risks in the Cash and Trade business proactively when developing solutions for clients.
- Facilitate the conversion of all existing and new-to-bank customers onto the company's electronic channels.
- Build and maintain a strong Cash and Trade pipeline while focusing on deal mandate closures in collaboration with coverage teams.
- Regularly review and communicate to relevant stakeholders.
- Partner with coverage teams to develop quality credit proposals supporting the structuring of Trade facilities and proactively manage transactional risk efficiently and profitably.
- Deliver best-in-class service ensuring that the customer comes first.
- Maintain close liaison with intra-region and cross-regional stakeholders to facilitate cross-border transactions and opportunities.
- Generate customer leads to increase share of wallet with existing relationships by deep-selling new Cash and Trade products and support coverage team to generate new revenue opportunities from new-to-bank clients.
- Provide technical expertise to coverage and partner with teams to develop quality proposals and RFPs winning mandates.
- Lead a team managing a portfolio of clients, accountable for delivering Transaction Banking Products (Cash & Trade).
- Define the strategy for specific revenue targets on cash and trade products and returns on risk-adjusted assets consistent with the company's acceptable risk parameters and pricing.
- Work closely with coverage teams to identify performance gaps and provide suggestions for improvement while deepening client relationships.
- Actively engage with clients, collaborating with the Head of Cash and Trade Solutions & Advisory UAE and Coverage team to build the Cash & Trade business.
- Oversee teams structuring Cash & Trade deals and provide technical expertise to relationship managers, facilitating client discussions.
- Contribute to deal teams where transactions require bespoke Cash and Trade solutions.
- Build strong stakeholder relationships and collaborate with colleagues and partners to strengthen the Cash & Trade pipeline.
- Identify opportunities for continuous improvement in products, systems, processes, and practices based on client needs, market developments, and trends.
- Monitor the utilization of Trade facilities and cross-sell non-credit trade products/services to deepen client wallet.
- Understand and comply with regulations and internal policies including Credit/Compliance/Operational Risks.
- Increase the company's Transaction Banking market profile by participating in various industry events.
- Collaborate closely with the Cash & Trade Product innovation team in UAE to finalize documentation/structures/rollout of new trade products/solutions.
- Apply the Business Delegation of Authority Matrix accordingly, ensuring compliance with relevant policies and regulations in line with the company's risk framework.
Requirements / Qualifications
- Degree in Finance, Accounting, Economics, Commerce, or equivalent discipline.
- 12+ years of Transaction Banking experience with specialized knowledge in Cash Management, Payments, Liquidity Management, Core Trade Finance, and Value-added trade.
- Proven track record in client origination, relationship development, and team management.
- Highly motivated senior salesperson, with experience in driving revenues within a corporate client portfolio.
- Ability to inspire team members to achieve business objectives and overcome challenges.
- Strong client network, focused on growing the Cash and Trade business in the region.
- In-depth technical knowledge of Cash and Trade Finance products, including core and value-added Trade Finance, Cash Management products, Payments, Digital/Electronic Channels, Collections and Reconciliation tools, and Liquidity and Liabilities management.
- Excellent interpersonal, leadership, and strong communication skills, capable of motivating team members.
- Proven ability to work across multiple functions and coordinate with diverse stakeholders.
- Strong origination capabilities, customer orientation, and negotiation skills.
- Ability to articulate, formulate, and deliver high-quality client presentations.
- Understanding of operational processes and related risks in cash and trade transactions.
- Familiarity with the regulatory environment concerning the financial industry in the UAE.
