Job Summary

The roles and its primary focus will be business development and marketing of the banks existing product base. The incumbent is responsible for identifying Cash Management opportunities and Trade Finance opportunities through understanding the client’s business model, including operational and financial processes and working capital and treasury management needs. Cash Management includes all payments, collections, liquidity management solutions. Trade Service businesses include traditional and Open Account trade products. The incumbent will provide customer centric banking solutions and services to meet customer needs and improve the client experience. The role has annual revenue targets and other quantitative and qualitative KPIs, contributes to the GTB department objectives in terms of growing the customer base, increase revenue and transaction volumes in compliance with established QNB Group policies, regulatory requirements, and best market practice. The role reports to corporate banking management domestically and to the global GTB business.

Main Responsibilities

Shareholder & Financial:

• Responsible for QNB in-country timely and quality planning of sales plan of transaction solutions to contribute to department’s revenue, profitability for Cash Management and Trade Finance. Works towards delivering set targets in line with Global Corporate and Institutional Banking strategic directions and applicable policy guidelines.

• Works with country corporate management team in achieving unit’s budget and implementing of group approved business plans for the unit and overall objectives of the QNB group with direct P/L ownership, including growth of transaction fees, as well as growth of Trade assets and CASA balances.

Customer (Internal & External):

• Is responsible for collection of market information on competitor actions, customer preferences as well as market/business development.

• Formulates and proactively implements the sales and marketing strategy that enables QNB to achieve its plans in relation to Cash Management and Trade Finance business.

• Is responsible for client and market data analysis as well as preparation of meaningful and actionable results aimed for enhancement of GTB offerings as well as preserving and increasing the market share.

• Works closely with in-country RMs in identifying cash management and trade finance opportunities from corporate clients and regular follow-ups to close the product sales.

• Regularly interacts with customers and other relevant market participants to gather feedback on the GTB products and services as well as provides this information to the parties concerned.

• Demonstrate thought leadership in developing new solutions, in relation to GTB to complement Global Corporate and Institutional banking business growth

• Increase adoption of digital channels and increase straight through processing and improve the efficiency in order to maximize the shareholder benefits

Internal (Processes, Products, Regulatory):

• Based on market research data as well as customer feedback provides valuable inputs to Group cash management and trade services product development team based in H.O for product development requirements.

• Is responsible for preparation of country sales/marketing plan, road shows/customer workshops to promote awareness of cash management and trade finance products and services.

• Responds to Request for Proposals (RFPs), assessing customer needs and recommending effective approach as well as pricing structure. Ensure RFPs as and when received from customers in country are well coordinated with GTB Sales, Product and Services and Implementation team to ensure best offers made to win deals.

• Supports Relationship Managers in their selling efforts by providing expertise and structuring know-how.

• Performs verification of information on assigned customers' activities to ensure correctness of data.

• Is responsible for preparation and delivery of periodic as well as ad hoc MIS reports on personal and unit performance. Reports on a regular basis with group reporting.

Legal, Regulatory, and Risk Framework Responsibilities:

• Comply with all applicable legal, regulatory and internal compliance requirements including, but not limited to, Group Compliance Policies and Procedures (AML & CTF, Sanctions Policy, Data Protection Policy, Fraud Control Policy, Whistle Blowing Policy, Conflict of Interest and Insider Dealing Policy).

• Understand and effectively perform your role under the Three Lines of Defence principle to identify measure, monitor, manage and report risks.

• Ensure systematic good outcomes for clients in accordance with Conduct Risk policy.

• Support the framework of RCSA, KRI, Incident reporting and remediation, as appropriate, in accordance with the Operational Risk Management requirements.

Education and Experience Requirements

Education/Experience Requirements:

• University graduate with a Major in Banking, Finance, Accounting or related field of study. Masters Preferred

• At least 8 years of relevant banking experience, preferably with at least 2 years at banking within a highly rated international bank.

• Sound Cash Management experience, typically acquired through 2-3 years of experience in Cash Management and /or related filed.

• Fluency in English.

• Solid technical knowledge of the bank’s operations, transaction cycles, payments/ collection processing, bank account information, SWIFT transmissions related to corporate and retail bank accounts.

• Understanding of relevant laws, regulations and practices pertaining to corporate banking products and services in particular and Banking Industry, geography in general

• Good understanding of in-country GTB customer base, it's needs and expectations

• Strong analytical skills with ability to communicate both verbally and in writing

• Problem solving abilities as part of relationship and technical knowledge of outstanding issues.