Director of Origination & Business Development (Middle Markets AD location) - CIBG

Job Purpose

• To prospect, identify, and on-board new to bank borrowing corporate relationships within 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 including Private Banking and SMEs.
• 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.
• Build a network of business introducers in the local professional and business community
• Help in development of client value proposition, innovative acquisition proposition tailored as per identified market / segmental needs.
• Help business manage in implementing new offerings via different tie up’s and strategic partnerships
• Support in set up of referral model with different partners inside/outside of bank and manage referral / intermediaries
• Work on creating the quarterly/annual strategy for the business on Proposition, tactical campaigns for sales force and for clients
• Coordinate with all business owners and product managers to create cross cross sell opportunities
• Support in formulating relevant policy / program guidelines to ensure proper controls are in place and work within the overall compliance policies
• Carry out competitor intelligence on regular basis and find opportunities of enhancement in existing proposition
• Work closely with the process and system development team to ensure the systems and processes are geared to cater to the ongoing business requirements, product parameters and evolving customer needs.
• To help ensure control requirements of the business are adhered to in line with bank policies to ensure good growth in a sustainable, profitable and predictable manner.
• Review of various plan and ensure management reporting to Business Manager of the same in conjunction with the relevant business development initiatives / product launches.
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