Head of Trade Sales & Cash Management

Job Description

Role : Head of Trade Sales & Cash Management
Location : Dubai

Role Purpose:

• Manager & Responsible for TF & Cash Sales for Bank's BBD Client Segment with responsibility to generate revenues from selling the offered Trade Finance & Cash Solutions to BBD Customers.

• Responsible to meet the planned budget for Trade Finance & Cash Management with growth in Trade Revenue (including Assets and Contingent) and modest update in Liabilities.

• Make and take end to end responsibility for the complex trade transactions falls under BBD segment and meet / exceed sales goals and targets in respect of revenue and volume.

Key Accountabilities of the role

• Responsible to ensure that Trade Finance & Cash Management Sales revenues and volumes targets are achieved/exceeded for BBD Department.
• Monitor the sales strategy and wallet sizing to maximize earnings across the BBD RM Managed Customer base.
• Ensure Cross sell GTB products/services (cash - payments & collections, eChannels, Imports, Exports & Guarantees).
• Keep track and push trade utilization and focus on acquiring and onboard open accounts.
• To monitor, track and report on sales activities on a periodic basis and to ensure action is taken to meet sales targets.
• Closely work with Business Heads, Area Managers & Unit Heads to promote Trade Finance & Cash Management offerings in ADIB to significantly increase transaction banking business in BBD Portfolio.
• Ensure to meet top tier clients.
• Lead GTB related pricing approvals/waivers based on business justification (volumes, values, utilization, etc..).
• Participate in conferences and industry specific meetings gaining knowledge of the market and the competition capabilities.
• Participate in Product Launches and market introduction.
• Represent in BBD Sales Strategy or decision-making forums when necessary.

Specialist Skills / Technical Knowledge Required for this role:

• Acute understanding of banking operations, trade finance and local regulations is needed.
• Knowledge of Islamic banking & especially local UAE market.
• Good knowledge of large MNCs operating in the MENA region
• Oral and written communication, sales, leadership, negotiation and presentation skills.
• Cultural sensitivity and adaptability.

Previous experience required (if any)

• At least 12 years of banking experience out of which last 5 years in a front office sales position in a similar role and preferably in an Islamic Institution.