About the Role
This role has responsibility for cash management sales and solutioning for clients in the Corporate and Investment Banking Group (CIBG) and Institutional Banking Group (IBG). You will serve as a trusted advisor to CFOs and Treasurers on cash flow optimization, liquidity structuring, and treasury best practices. The position involves conducting in-depth treasury diagnostics covering collections, payments, liquidity, and account structures while recommending tailored solutions that align with clients' operating models, geographies, and risk profiles.
Ready to apply for roles like this?
Unlock the company name and direct application link. Subscribers get instant access to fresh jobs across Dubai, Abu Dhabi and Riyadh, many with visa support.
Unlock employer & apply directly
You will support clients on treasury transformation initiatives, including process optimization and digitization, and design complex cash management and liquidity structures, such as centralized collections, payment hubs, and liquidity optimization models. Providing advisory input on regulatory, operational, and structural considerations impacting treasury setups is also a key aspect of this role. The position is focused on driving revenue through value-led advisory engagements rather than transactional selling and includes responsibility for delivering new business and portfolio revenue growth while engaging in account planning, prospecting, solutioning, pitching, and revenue realization.
Operating locations in the region include the United Arab Emirates, Qatar, Kuwait, Bahrain, Oman, and Egypt. Collaboration with the central product team in the UAE is essential to structure more complex solutions.
Key Responsibilities
- Achieve Sales Targets – Reach overall revenue and liability targets by identifying and capturing business with high value targets, ensuring pricing discipline on fees and interest margins, and following through to guarantee expected transaction volumes and liabilities are realized.
- Identify Opportunities – Scan the market for high potential prospects and opportunities that align with the firm's product capabilities and presence.
- Develop Sales Strategy – Collaborate with Coverage colleagues, the Regional Sales Head, and Product Management to focus efforts on the highest opportunity areas, identifying value propositions that resonate with target clients.
- Prepare Account Plans – Create specific account plans for high-opportunity clients, detailing target opportunities, revenue potential, and action steps.
- Drive Sales Calling – Maintain proactive sales calling activities to maximize your sales funnel.
- Understand Client Needs – Utilize a consultative selling approach to comprehend client needs, hot buttons, and pain points, positioning the firm’s offerings where relevant while de-prioritizing low-value opportunities.
- Develop Solutions – Work collaboratively with Product and clients to develop relevant solutions that meet their needs.
- Facilitate Product Innovation – Provide feedback to the Product team regarding competitor offerings, client needs, and the performance of existing products to identify opportunities for new product development or enhancements.
- Pitch Presentations and Proposals – Prepare proposals and presentations that clearly articulate solutions tailored to the client's specific needs, and pitch these solutions effectively.
- Secure Mandates – After pitching, follow up to fine-tune proposed solutions, clarify issues, respond to questions, and refine pricing as necessary to secure mandates.
- Drive Revenue Ramp – Ensure all contracts and paperwork for deal activation are completed and engage the Implementation team for larger deals, maintaining client relationships throughout the process to ensure satisfaction and timely progression of implementation.
- Maintain Sales Disciplines – Complete call reports after each client interaction, update the deal pipeline, and seek necessary approvals as part of the deal review process.
- Maintain Expertise and Knowledge – Collaborate closely with Product to stay informed about the latest products, features, and capabilities and keep abreast of industry developments in treasury and cash management practices.
Key Measures
- Sales Targets – Achievement of new business, portfolio revenue growth, and liability targets.
- Solutions – Development and implementation of innovative solutions.
- Revenue Realization – Percentage of new business value fully ramped.
- Product Innovation – New ideas, products, or enhancements championed.
- Sales Compliance – Adherence to compliance frameworks.
- Teamwork – Effective collaboration with clients, Product, and Coverage teams.
Problem Solving
- Conduct market analysis to identify new opportunities based on target industry knowledge, client needs, and core value propositions.
- Explore both explicit and implicit client needs to structure appropriate solutions.
- Solve problems for specific deals where out-of-the-box thinking or customization is required.
- Collect data to influence new product development initiatives.
Decision Making Authority
- Responsible for developing own pipeline, executing deals, and achieving sales targets.
- Primary responsibility for structuring and pricing own solutions.
- Decision maker on day-to-day prioritization of sales activities and deals.
Knowledge, Skills, Experience
- 5–7 years of experience in cash management, transaction banking, or treasury advisory, preferably within a bank or financial institution.
- Deep expertise in treasury and transaction banking with strong analytical and problem-solving skills.
- Ability to translate complex treasury concepts into actionable client solutions.
- Credible and consultative communication style suitable for executive-level interactions.
- Proven experience in advisory or solution-oriented sales roles servicing corporate clients.
- Strong understanding of liquidity management, collections, payments, working capital, and treasury structures.
- Foreign banking experience is a plus, especially with banks that have strong cash management capabilities in the UAE and the Middle East.
- Track record of developing a robust pipeline and exceeding sales targets for new corporate clients.
- Strong examples of developing innovative cash management solutions.
- Excellent communication skills and a strong executive presence.
