About the Role
The primary objective of the role is to drive cash management revenues and act as a sales lead for the PEE division to attract high-quality liabilities by winning cash management mandates. This involves targeting CIBG clients while also leading IBG commercialization across divisions within the region.
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Key Responsibilities
- 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 ensuring that expected transaction volumes and liabilities are realized.
- Identify Opportunities:
Scan the market to identify high-potential prospects and opportunities within your target market/sector that align with product capabilities and presence.
- Develop Sales Strategy:
Work with Coverage colleagues, the Global Sales Head, and Product Management to focus efforts on the highest opportunity areas. Identify value propositions that 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 these opportunities.
- Drive Sales Calling:
Maintain a high activity calling program to maximize your sales funnel.
- Understand Client Needs:
Employ a consultative selling approach to understand key client needs, hot buttons, and pain points. Confirm understanding and position the offerings where appropriate and relevant while de-prioritizing low-value or poor-fit opportunities.
- Develop Solutions:
Collaborate with Product and clients to create solutions that meet their needs.
- Facilitate Product Innovation:
Provide feedback to the Product team on competitor offerings, client needs, and existing product performance to identify opportunities for new product development, customization, or improvement.
- Pitch Presentations and Proposals:
Prepare well-crafted proposals and presentations that clearly articulate solutions tailored to the specific needs of clients, and pitch these solutions effectively.
- Secure Mandates:
Follow up to fine-tune proposed solutions, clarify issues, respond to questions, and refine pricing as necessary to secure mandates.
- Drive Revenue Ramp:
Ensure completion of all contracts and paperwork for deal activation. Engage the Implementation team for larger deals and ensure a proper handover. Attend client meetings to confirm client satisfaction and monitor implementation progress. Assist in further solutioning as needed and follow up with clients to ensure the anticipated business volumes and liabilities are transferred.
- Maintain Sales Disciplines:
Complete call reports after each client interaction, update the deal pipeline through all steps of the deal life cycle, and seek deal approvals as part of the Deal Review process.
- Maintain Expertise and Knowledge:
Work closely with Product to stay informed about the latest products, features, and capabilities. Keep up-to-date with treasury and cash management practices. Become an expert on each client’s internal processes to understand their needs and structure tailored solutions. Train corporate relationship managers and clients on cash management products and practices when required.
Knowledge, Skills, and Experience
- 7-10 years of solid cash management business development experience.
- Foreign banking experience is a plus, especially with banks that have 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 in selling cash management in multiple corporate business segments.
- Strong communication, relationship management, and analytical skills.
- Proven track record of developing a pipeline from scratch and exceeding sales targets for new corporate clients.
- Strong examples of having developed innovative cash management solutions.
- Strong communication ability and executive impact.
